THE REVENUE CIRCUS 🎪

Erfolg im Doppelpack: Wie SDR und AE sich zu Höchstleistungen pushen!   In dieser Folge teilen Dietrich und Michael ihre Erfolgsformel für eine unschlagbare SDR-AE Kooperation. Finde heraus, welche Strategien und Taktiken sie anwenden, um nicht nur individuell zu glänzen, sondern sich auch gegenseitig zu Höchstleistungen anzuspornen. 7 Monate Zusammenarbeit = 7 Dach Rekordmonate und über 150% Zielerreichung im Durchschnitt. Wie das geht? Hör rein. Viel Spaß mit Folge #1 - Co-Host: Michael Rap Gast: Dietrich Menzel - Präsentiert wird euch der Podcast vom ARRtist Circus - das Tomorrowland für Sales & Customer Success Teams in Europa. Verpasst nicht das Event des Jahres - Am 19.04.2024 in Berlin Alle Infos und Tickets findest du unter ⁠www.ARRtist-circus.com

In this episode of The Revenue Circus Podcast, host Cara interviews Michaela Karapetow, Partner Manager at DEEL, about the importance of partnerships in the pre-sales, sales and customer success process. They discuss how partnerships can generate added value for customers and improve efficiency in marketing and product development. They also explore the collaboration between different departments, such as pre-sales, account executives, and customer success, in leveraging partnerships. Michaela shares insights on how to benefit from partnerships, the characteristics of a successful partnership manager, and the future of partnerships in the SaaS industry. Takeaways Partnerships follow the principle of one plus one equals three, generating added value for customers and improving efficiency in marketing and product development. Collaboration between pre-sales, account executives, and customer success is crucial in leveraging partnerships effectively. Partnerships can benefit sales development teams by providing access to new customers and increasing conversion rates. A successful partnership manager should have a good understanding of sales processes, strong relationship-building skills, and the ability to think strategically. Partnerships are becoming increasingly important in the SaaS industry and should be an integral part of the go-to-market strategy. Partnerships can improve customer stickiness, increase adoption rates, and lead to long-term relationships and revenue growth. The Power of Partnerships in Pre-Sales The Role of a Partnership Manager in the SaaS Industry "Partnerships follow the principle of one plus one equals three." "Partnerships, or partnership as everyone calls it, is not yet fully established, especially in the SaaS industry." "Partner deals usually convert with higher conversion rates, often over 30%." Follow Michaela on LinkedIn: https://www.linkedin.com/in/michaelakarapetow/ Follow Cara on LinkedIn here: https://www.linkedin.com/in/cara-benecke/ Download the Allbound 2024 The Year of Partnerships report here: https://www.allbound.com/resources/2024-the-year-of-partnerships-report Chapters 00:00 Introduction to Partnerships 08:23 Partnerships and Sales Development 10:35 Partnerships and Customer Success 11:48 Partnerships and Marketing 34:37 Fun Question: Role Swap

Summary In this engaging conversation, Cara and Daphne explored the critical role of customer success in SaaS companies, emphasizing the importance of creating and measuring value for customers. They discuss the challenges customer success teams face in defining and quantifying value, the significance of cross-functional collaboration, and strategies for addressing customer concerns. The dialogue also highlights the necessity of establishing clear KPIs and effective communication with clients to ensure successful outcomes and long-term relationships. In this conversation, the hosts discuss the importance of personalization in customer success, contrasting B2C and B2B approaches. They delve into customer satisfaction metrics, particularly NPS and CSAT, and their relevance to customer success teams. The discussion also covers strategies for addressing high churn rates, incentivizing customer success managers, and engaging non-responsive customers. Finally, they explore the future of customer success, emphasizing the need for strategic growth and the impact of AI and technology. Takeaways Customer success is essential for revenue growth in SaaS. Value is subjective and varies for each customer. Cross-functional collaboration is key to defining value. Customer advocacy can drive new customer acquisition. Establishing clear KPIs is crucial for measuring success. Understanding customer needs is fundamental to delivering value. A success plan can help reset customer relationships. Effective communication is vital for customer engagement. Customer success teams should be proactive, not reactive. It's important to be opinionated about the value delivered. Personalization is crucial in both B2C and B2B contexts. NPS may not accurately predict customer renewals. Understanding the cost of acquiring and retaining customers is essential. Customer success teams should focus on value delivery, not just compliance. Engaging customers requires persuasive communication and urgency. Incentives for CSMs should align with customer growth, not just retention. High churn rates can be addressed with data-driven strategies. Celebrating internal successes boosts morale and recognition. AI will play a significant role in the future of customer success. Consolidation of tools will improve efficiency in customer success operations. Chapters 00:00 Introduction to Customer Success and Value Creation 04:38 The Importance of Customer Success in SaaS 08:05 Defining Value for Customers 11:51 Challenges in Measuring Customer Value 14:44 Addressing Customer Concerns and Trust Issues 18:28 Establishing KPIs for Uncertain Clients 22:48 Effective Communication with Customers 26:35 Strategies for Low-Touch Customer Engagement 27:32 Personalization in B2C vs B2B 30:03 Understanding Customer Satisfaction Metrics 33:49 Addressing High Churn Rates 38:41 Incentivizing Customer Success Managers 43:55 Engaging Non-Responsive Customers 49:50 The Future of Customer Success

Summary In this episode of the Revenue Circus Podcast, hosts Cisar Lambert and Jiri Siklar discussed the intricacies of prospecting into enterprise accounts. They explore the differences between small and medium-sized businesses (SMBs) and enterprise accounts, emphasizing the need for a tailored approach due to the complexity of enterprise sales. The conversation covers defining enterprise accounts, understanding stakeholders, the importance of preparation, and the necessity of industry knowledge. They also delve into identifying business problems, becoming a trusted advisor, researching company goals, and building a value pyramid to enhance sales strategies. The use of AI tools for research and the final steps in prospecting are also highlighted, providing listeners with actionable insights to improve their sales techniques. Takeaways Prospecting into enterprise accounts requires a different approach than SMBs. Understanding the complexity of stakeholders is crucial in enterprise sales. Preparation is key to effective outreach in enterprise accounts. Industry knowledge helps in identifying potential business problems. Sales professionals should focus on becoming trusted advisors to their clients. Researching company goals and strategies is essential for successful prospecting. Building a value pyramid can guide the sales conversation effectively. Crafting a problem hypothesis enhances the relevance of outreach efforts. AI tools can significantly streamline the research process for sales professionals. Confidence in sales increases when sellers understand their clients' needs and language. Chapters 00:00 Introduction to Enterprise Prospecting 02:26 Defining Enterprise Accounts 04:14 Differences in Prospecting: Enterprise vs SMB 06:35 Understanding Stakeholders in Enterprise Sales 09:00 Preparation for Cold Outreach 10:56 Industry Knowledge: The Key to Success 14:43 Quantifying Business Problems 17:05 Becoming a Trusted Advisor 18:31 Researching Company Goals and Strategies 22:05 Building a Value Pyramid 24:49 Crafting Problem Hypotheses 29:57 Leveraging AI for Research 33:45 Final Thoughts and Next Steps

Summary In this episode of The Revenue Circus Podcast, host Julia Lustig engages with James Kakis, CRXO of Testbox, to explore the evolving landscape of SaaS and the critical role of solutions engineering in delivering customer value. They discuss the need to rethink traditional roles, align responsibilities, and prioritize customer experience in a competitive market. James emphasizes the importance of integrating sales and implementation processes to enhance customer satisfaction and drive business success. The conversation also touches on the shift away from growth-at-all-costs models and the necessity of adapting to changing market dynamics. Takeaways Rethinking the role of solutions engineering is crucial for customer value. Customer experience should be prioritized over internal structures. Aligning responsibilities across teams can enhance outcomes. The SaaS industry is moving away from growth at all costs. Experience in the sales process is becoming more important than the product itself. Bad revenue can negatively impact business sustainability. Challenging traditional roles can lead to innovation. Solutions professionals possess a unique superpower in organizations. Building a community of best practices is essential for growth. Adapting to market changes is necessary for long-term success. Chapters 00:00 Introduction to Customer Value in SaaS 03:03 Rethinking Solutions Engineering Roles 06:24 The Importance of Customer Experience 09:09 Aligning Responsibilities for Better Outcomes 12:00 Challenges in Go-To-Market Structures 15:14 The Shift from Growth at All Costs 18:04 The Role of Experience in SaaS 21:15 Challenging Traditional Roles in SaaS 24:10 The Future of Solutions Engineering 27:01 Building a Community of Best Practices 30:14 Elevating the Role of Solutions Professionals 33:03 Final Thoughts and Audience Engagement

Get your ticket for ARRtist Circus 2025 Summary In this episode, Julia Listig and Veronica Wax discuss the transformative power of conversation metrics in sales. They explore how understanding and analyzing conversation dynamics can lead to more effective customer interactions. Veronica shares her journey in founding DemoDesk and the importance of AI in enhancing sales coaching. The conversation emphasizes the balance between talking and listening in sales, the role of qualitative questions, and the future trends in AI and sales coaching. Takeaways Communication is at the heart of every successful sale. Understanding conversation metrics can transform sales interactions. The ideal talk ratio in sales conversations is 50-60% in favor of the customer. AI can provide insights into conversation dynamics and coaching. Sales reps should focus on asking the right questions to engage customers. Conciseness in communication is crucial for effective sales. Building rapport with customers is essential for successful sales. AI can automate repetitive tasks, allowing sales reps to focus on meaningful interactions. The human element in sales is irreplaceable, even with advancing AI technology. Awareness of performance metrics is the first step to improvement.

🎪 ARRtist Circus Live Podcast 🎙️ Get ready for another exciting live session on LinkedIn! 🌟This time, we're thrilled to have Jared Robin (Founder @ RevGenius) and Jan Benedikt Mundorf (Senior AE @ Pleo) sharing their Social Selling Secrets: How to Create Movements. 🌐They'll reveal the techniques behind building powerful social selling strategies and creating impactful movements that resonate with your audience. This is your chance to learn from the experts on how to harness the power of social media for sales success.Bring your questions and prepare to be inspired! Register now and don't miss out on this chance to elevate your social selling game! 🎧🔥

Join us for the biggest festival for revenue teams on the 4th of April 2025 in Berlin - The best way to level up your career and have fun: ⁠www.arrtist-circus.com⁠ - Sign up now for the next Live Episode on Linkedin: Social Selling Secrets with Jan Mundorf (Pleo) and Jared Robin (RevGenius) -- Summary In this episode of the Revenue Circus Podcast, Michael Rap is hosting the one and only Mattia Schaper from SDRs of Germany discuss the evolving role of Sales Development Representatives (SDRs) in the SaaS industry. They explore the necessary personality traits for success in sales, the importance of proving oneself, and the shift towards quality over quantity in outreach strategies. The conversation also touches on the challenges of full cycle sales, effective recruitment strategies for SDRs, and the significance of mindset in sales. Additionally, Mattia shares insights on the benefits of cycling for mental health and networking among sales professionals. Chapters 00:00 Introduction to the Revenue Circus Podcast 02:45 The Role of SDRs in Modern Sales 09:19 The Importance of Personality in Sales Roles 14:21 Navigating Job Opportunities in Sales 18:47 Quality vs. Quantity in Outreach Strategies 23:15 The Evolving Landscape of Outbound Sales 27:54 The Significance of Executive Presence in Sales 33:55 Recruitment Strategies for Finding Top Talent 42:19 The Benefits of Cycling for Sales Professionals ---

Summary Dominic and Julius (Co-Founders @ ARRtist Circus) discuss the evolving SaaS market, focusing on sales strategies, economic impacts, and the role of technology like AI in sales. They cover the importance of adapting to new market conditions, the shift in sales roles, and future trends in the industry. Key Takeaways and Timestamps: 01:31 - Current SaaS Market Trends: Discussion on the recent changes in the SaaS market and economic factors influencing these changes. 03:25 - Economic Shifts and Funding Challenges: Julius explains how the economic downturn affects funding rounds and the importance of capital efficiency. 05:42 - Evolving Go-to-Market Strategies: Insights into how companies are adapting their sales strategies in response to market changes. 07:57 - The Changing Role of SDRs: The shift from traditional cold calling to more technical roles involving AI and data-driven insights. 10:07 - Impact of Technology and AI in Sales: How AI tools are transforming sales processes and the importance of understanding and leveraging these tools. 12:35 - Future Trends in Sales and Market Dynamics: Predictions on the cyclical nature of the industry and expected trends in the next few years. 14:13 - Key Sales Metrics and KPIs: Discussing the changes in sales metrics and the challenges sales teams face in the current environment. 17:01 - Compensation Trends in Sales: Exploration of how compensation structures and targets are evolving due to market conditions. 19:21 - Future of ARRtist Circus: Julius shares exciting updates and plans for the upcoming ARRtist Circus 2025 event.

In this episode, Julia Lustig interviews Chris Beaumont, a pre-sales recruitment expert, about improving CVs for sales engineers, interview preparation, and desirable skills for pre-sales roles. Chris emphasizes the importance of clear and concise CVs that highlight relevant industry experience and technical knowledge. He also discusses the significance of preparation and research for interviews, including understanding the background of the interviewer and finding conversation points. Chris identifies communication skills, the ability to explain technical concepts in layman's terms, and an understanding of the customer value chain as key skills for pre-sales professionals. He also highlights the importance of coachability and collaboration in the hiring process. Keywords pre-sales, sales engineer, CV, interview preparation, desirable skills, communication skills, coachability, collaboration

In this episode, Julia Lustig and Silvio Casagrande discuss the importance of industry knowledge for pre-sales consultants. They explore how much industry knowledge is expected, what clients expect from pre-sales consultants, and how to transition from one industry to another. Silvio shares his own experiences and emphasizes the importance of curiosity and asking questions. They also discuss the role of AI and LLMs in gaining industry knowledge. Overall, the conversation highlights the need for pre-sales consultants to understand their solution first and then delve into the industry.   Keywords pre-sales, industry knowledge, clients, expectations, transitioning, curiosity, AI, LLMs

Summary In this episode, Natalia and Gerald discuss the role of AI in sales and how it can help sellers save time, sell better, and gain valuable customer insights. They highlight the importance of productivity, insights, and coaching in sales and how AI can be a total game changer. Tune in to get learn more about how to leverage available tools and what skills are necessary in sales to stay competitive. Takeaways AI can help sellers save time by automating administrative tasks and updating CRM systems, allowing them to focus on actively selling. If you are not using a tool to delegate basic sales task you are losing time, which equals to money (!) AI is not only about automating tasks, there are other uses for AI that can be a game changer to elevate your career to the next level. Coaching and feedback are essential for sales improvement, and AI can assist in providing actionable insights and identifying areas for improvement e.g. asking enough questions, objection handling, negotiation tactics, etc. Sellers should embrace available tools and upskill themselves to stay competitive in a rapidly evolving sales landscape. Joining sales communities and sharing best practices can enhance learning and support in the sales profession.

Summary In this episode, Klara and Eric discuss how to leverage AI in the sales process, particularly in the prospecting and discovery phases. They emphasize the importance of understanding what AI is good at and the challenges that may arise when working with AI. They also highlight the need to start small and try out different AI tools and techniques to find what works best for your company. They discuss the benefits of using AI for data collection, personalization, and analyzing sales calls. They also touch on the future of AI in sales and the potential for personalized engagement at scale. Takeaways Understand what AI is good at and the challenges it may present in the sales process. Start small and try out different AI tools and techniques to find what works best for your company. Use AI for data collection, personalization, and analyzing sales calls to save time and improve efficiency. Focus on finding the right ICP companies and leveraging signals to personalize engagement at scale. Embrace AI as a tool to improve sales processes and spend more time on high-value tasks. Chapters 00:00Introduction and Background 03:25Understanding AI and Getting Started 09:29Leveraging AI in the Prospecting Phase 15:39Preparing for Discovery Calls with AI 28:26Collaborating with Your Team to Improve the Sales Process

In this episode, Julia Lustig and Zoe Ventura discuss various soft skills needed in an ever-changing world and the importance of continuous learning. They also explore the relevance of culture mapping in a multicultural environment. Zoe shares her experience as a woman in the tech industry and highlights the need for representation and equal opportunities. The conversation emphasizes the importance of adaptability and continuous learning in staying relevant and successful in the tech industry.Keywordssoft skills, continuous learning, culture mapping, multicultural environment, women in tech, adaptability Takeaways Soft skills are essential in an ever-changing world, and continuous learning helps in staying adaptable. Understanding culture mapping is crucial when working in a multicultural environment. Representation and equal opportunities are important for women in the tech industry. Want to be on the show? Apply now! ⁠⁠⁠⁠⁠⁠⁠https://forms.gle/C6FsHp2CKS37NkdL9⁠⁠⁠⁠⁠⁠⁠ The podcast is presented by ARRtist Circus - Your Career Community for Sales, PreSales & Customer Success Teams in Europe. Join the movement: ⁠⁠⁠⁠⁠⁠⁠www.ARRtist-circus.com

Summary In this podcast episode, Tillmann Horn talks with Giulio Segantini from Underdog Sales about the art of cold calling. Giulio shares his journey from studying philosophy to becoming a successful cold caller. They discuss the challenges and changes in cold calling over the years, the importance of trigger points, and psychological approaches. Giulio highlights dealing with accents, adapting to different cultures, and the differences between American and European sales styles. He also emphasizes the importance of handling objections, active listening, and recommends resources for sales training. Takeaways - Giulio Segantini transitioned from a philosophy student to a successful cold caller. - Technological advancements have changed cold calling, such as the use of mobile phones. - Focusing on relevant trigger points and employing psychological approaches are crucial in cold calling. - Handling accents and cultural differences can be challenging but also offer a chance to stand out. - Cold calling remains an effective and essential sales skill. - Recognizing and adapting to the differences between American and European sales styles is important. - Accepting objections and asking the right questions, rather than arguing, is key. - Active listening helps understand the customer's needs and problems. - Recommended sales training resources include books like 'Unselling' by Kevin Casey. Chapters 00:00 From Philosophy Student to Successful Cold Caller 03:19 Changes and Challenges in Cold Calling 11:13 Handling Accents and Cultural Differences 15:03 Importance of Trigger Points and Psychological Approaches 22:30 Differences Between American and European Sales Styles 24:01 Handling Objections in Sales 25:19 The Art of Active Listening in Sales 31:17 Recommendations for Sales Training Resources