Modern SALES Wisdom - with Henry Kayser

Hosted by Henry Kayser

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May 2024

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Welcome to 'Modern Sales Wisdom,' your go-to podcast that navigates the rapidly changing landscape of today's SaaS sales. Forget outdated methods; I will bring you actionable insights from industry experts to keep you at the forefront. Tune in to educate yourself on how you sell, connect, and succeed in a hybrid and tech-evolving landscape. 🎯 Navigate Rapid Tech Evolution 🎯 Master Customer-Centric Selling 🎯 Excel in Hybrid Sales

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34 recent

May 7, 202423 min

E33 - Machiel Kunst : Own your Sales Process and Get a Referral : Wisdom from an Expert Recruiter

I sit down with Machiel Kunst, founder of Bluebird, a specialised SaaS recruiting firm. Machiel shares invaluable insights on identifying and nurturing top sales talent in the SaaS industry, drawing from his extensive daily interactions. He also discusses the pivotal role of referrals in enhancing a salesperson's career. Tune in for an inspiring conversation filled with practical advice to elevate your sales game. Who is Machiel Kunst: Machiel is a former SaaS sales leader who is disrupting the recruitment space. Bluebird saves EU & US SaaS companies time by introducing them to highly qualified Sales, Marketing, Customer Success, IT & Dev people & leaders (from junior up to C-level) surprisingly fast. Professional achievements: - Pivotal role in SolarWinds MSP's growth from $6mio to $250mio ARR, hired 40+ sales people - Built FastSpring's EMEA team from the ground up, hiring 12 people and growing it from $0 to $3mio ARR within a year. ============================= Connect with Machiel: https://www.linkedin.com/in/machielkunst/ ============================= LinkedIn: https://www.linkedin.com/in/machielkunst/ Website: https://bluebirdrecruitment.com/ ============================= Mentioned in this Video: ============================= 1. What makes a great Salesperson 2. Sales Skills 3. Characteristics of a Great SalesPerson 4. Referrals 5. Referral Matter 6. Sales Psychology ============================= Connect with me ============================= LinkedIn: https://www.linkedin.com/in/henrykayser/ Instagram: https://www.instagram.com/henrykayser/ Youtube: https://youtube.com/@henrykayser5002 TikTok: ⁠https://www.tiktok.com/@henrykayser1?_t=8efzSUnJh56&_r=1⁠ =========================== Subscribe and Listen to the Modern Sales Wisdom Podcast HERE: =========================== ➡︎YT: https://www.youtube.com/@henrykayser5002 ➡︎Spotify: https://open.spotify.com/show/2zncgL9iNjuVwpfYxBNepO?si=-v16WfUxQLS_WuvWy0a12w

April 23, 202424 min

E32 - Zaid Meurer : Unlock Your Dream Job in SaaS Sales: Find the Perfect Fit for Success!

In this episode, Zaid and I explore the secrets of top salespeople. Zaid shares his tips on what qualities and traits make someone stand out in sales, not just their selling skills. He talks about how he gets to know each person's dreams and plans to help them succeed. Tune into Modern Sales Wisdom to learn how to spot and become a star in sales! Who is Zaid Meurer: As former #1 performing seller at Google and Leapsome, Zaid spots the essential qualities in other B2B & SaaS sellers to help them hire team members who hit and exceed quota consistently. ============================= Connect with Zaid: ============================= LinkedIn: https://www.linkedin.com/in/zaidmeurer/ ============================= Mentioned in this Video Podcast: ============================= 1. What makes a great Salesperson 2. Sales Skills 3. Characteristics of a Great SalesPerson 4. Finding you a Job that fits to you 5. Sales Psychology ============================= Connect with me ============================= LinkedIn: https://www.linkedin.com/in/henrykayser/ Instagram: https://www.instagram.com/henrykayser/ Youtube: https://youtube.com/@henrykayser5002 TikTok: ⁠https://www.tiktok.com/@henrykayser1?_t=8efzSUnJh56&_r=1⁠ =========================== Subscribe and Listen to the Modern Sales Wisdom Podcast HERE: =========================== ➡︎YT: https://www.youtube.com/@henrykayser5002 ➡︎Spotify: https://open.spotify.com/show/2zncgL9iNjuVwpfYxBNepO?si=-v16WfUxQLS_WuvWy0a12w

April 9, 202425 min

E31 - Julian Friedl : Prospecting - Hyper Personalisation and the Numbers Game in Sales

In this enlightening episode, we dive into a conversation with Julian Friedl, exploring his innovative approach to sales prospecting, hyper-personalization, and mastering the numbers game. Julian's adept use of business psychology sets him apart, providing a unique perspective on understanding both the mindset of the salesperson and the potential client to optimize the prospecting process. He emphasizes the importance of genuine connections, arguing that the key to sales success lies in the ability to inspire through impactful conversations. Who is Julian Friedl: Julian Friedl has a degree in business psychology, leveraging this expertise to excel in prospecting within his sales career. Currently at Bau, Julian's experience spans notable companies such as Salesforce.com, PricewaterhouseCooper, and Rohde & Schwarz. ============================= Connect with Julial: ============================= Website:www.bao.ai LinkedIn: https://www.linkedin.com/in/julian-friedl/ ============================= Mentioned in this Video: ============================= 1. What makes a great Salesperson 2. Hyper Personalisation 3. Prospecting 4. Sales Psychology ============================= Connect with me ============================= LinkedIn: https://www.linkedin.com/in/henrykayser/ Instagram: https://www.instagram.com/henrykayser/ Youtube: https://youtube.com/@henrykayser5002 TikTok: ⁠https://www.tiktok.com/@henrykayser1?_t=8efzSUnJh56&_r=1⁠ =========================== Subscribe and Listen to the Modern Sales Wisdom Podcast HERE: =========================== ➡︎YT: https://www.youtube.com/@henrykayser5002 ➡︎Spotify: https://open.spotify.com/show/2zncgL9iNjuVwpfYxBNepO?si=-v16WfUxQLS_WuvWy0a12w

March 25, 202428 min

E30 - Martijn Terpstra : Understanding WHY we WIN and LOSE in Sales

In this episode, I sit down with Martijn Terpstra to uncover what truly makes a great salesperson. Martijn believes that exceptional sales skills are a blend of mathematical precision and sales craft. We delve into his strategy of getting to the heart of customer decisions by directly asking why they chose to engage or not, best after the deal is won or lost. He also offers his best advice for anyone in sales. There’s a great conversation about sales which I believe is very timely, so I hope you enjoy listening as much as I enjoyed hosting. Who is Martijn Terpstra: Meet Martijn Terpstra, a SaaS sales veteran since 2008, who quickly ascended from a hands-on Account Executive to a strategic VP of Sales and Chief Revenue Officer, leading teams around the globe. Today, as the founder of FRANQ, he's revolutionizing how companies increase their sales wins and customer retention by uncovering the true reasons behind their performance. ============================= Connect with Martijn: ============================= Website: www.getfranq.com LinkedIn: https://www.linkedin.com/in/martijnt/ ============================= Mentioned in this Video: ============================= 1. What makes a great Salesperson 2. Math in Sales 3. Understanding your customer 4. Agility in Adapting to the Market ============================= Connect with me ============================= LinkedIn: https://www.linkedin.com/in/henrykayser/ Instagram: https://www.instagram.com/henrykayser/ Youtube: https://youtube.com/@henrykayser5002 TikTok: ⁠https://www.tiktok.com/@henrykayser1?_t=8efzSUnJh56&_r=1⁠ =========================== Subscribe and Listen to the Modern Sales Wisdom Podcast HERE: =========================== ➡︎YT: https://www.youtube.com/@henrykayser5002 ➡︎Spotify: https://open.spotify.com/show/2zncgL9iNjuVwpfYxBNepO?si=-v16WfUxQLS_WuvWy0a12w

March 11, 202424 min

E29 - Ollie Webb : Building an Agile Startup Sales Team for Maximum Success

In this episode, I welcome Ollie Webb, a seasoned expert in scaling up sales teams and navigating the fast-paced dynamics of rapid-growth environments. Ollie shares his wisdom on the importance of agility in sales, discussing how Account Executives (AEs) offer direct market feedback crucial for adapting and refining sales strategies. Through a compelling conversation, we explore why mastering the art of learning and adaptation is far more critical than relying on a single playbook for your sales career, making this episode a must-listen for anyone looking to excel in the ever-evolving landscape of sales. Who is Ollie Web: UK-born Sales Leader living in The Netherlands, who's been part of 3x SaaS Scale-up journeys, including Bynder, Happeo and now Leapsome, and has been fortunate enough to work with some hugely talented teams along the way. ============================= Connect with Ollie: ============================= Website: https://www.leapsome.com/ LinkedIn: https://www.linkedin.com/in/oliver-webb-776a9933/ ============================= Mentioned in this Video: ============================= 1. Sales for Startups 2. Characteristics of a founder that can Sell 3. how to know if you are a good fit as a Sales professional for a young company 4. Agility in Adapting to the Market ============================= Connect with me ============================= LinkedIn: https://www.linkedin.com/in/henrykayser/ Instagram: https://www.instagram.com/henrykayser/ Youtube: https://youtube.com/@henrykayser5002 TikTok: ⁠https://www.tiktok.com/@henrykayser1?_t=8efzSUnJh56&_r=1⁠ =========================== Subscribe and Listen to the Modern Sales Wisdom Podcast HERE: =========================== ➡︎YT: https://www.youtube.com/@henrykayser5002 ➡︎Spotify: https://open.spotify.com/show/2zncgL9iNjuVwpfYxBNepO?si=-v16WfUxQLS_WuvWy0a12w

February 5, 202433 min

E28 - Richard Fifield : Sell Anything to Anyone: The Startup Sales Strategy and What It Takes

In this engaging podcast episode with Richard Fifield, we delve into the secrets of achieving success in sales within a startup environment. Richard, a seasoned expert with a track record of helping startups achieve exits worth over USD 300,000,000, shares invaluable insights. His strategy revolves around identifying the right entrepreneurs and building sales teams capable of effectively selling their products. Tune in to discover the essential elements for success in startup sales. =========================== Mentioned in this Video: ============================= 1. Sales for Startups 2. Characteristics of a founder that can Sell 3. how to know if you are a good fit as a Sales professional for a young company =========================== Connect with me ============================= LinkedIn: https://www.linkedin.com/in/henrykayser/ Instagram: https://www.instagram.com/henrykayser/ Youtube: https://youtube.com/@henrykayser5002 TikTok: ⁠https://www.tiktok.com/@henrykayser1?_t=8efzSUnJh56&_r=1⁠ =========================== Subscribe and Listen to the Modern Sales Wisdom Podcast HERE:📱 =========================== ➡︎YT: https://www.youtube.com/@henrykayser5002 ➡︎Spotify: https://open.spotify.com/show/2zncgL9iNjuVwpfYxBNepO?si=-v16WfUxQLS_WuvWy0a12w

January 25, 202420 min

E27 : How to Network: Networking Tips for Sales Professional

Welcome to Episode 26 of Modern Sales Wisdom, where we dive into the world of networking and sales. In this episode, we explore three pivotal topics: Becoming a Great Networker: Here, we delve into the concepts of social proof and the law of attraction, unravelling how these principles can transform your networking skills. Who to Network With: We discuss Professor Dunbar's numbers, a theory by the esteemed Oxford University professor, focusing on the optimal number of meaningful connections for effective networking. The Value of Networking in Sales: This segment highlights the theory of social capital, emphasizing its critical role in enriching and advancing your sales career through networking. Join me in this episode for a journey into the world of networking, tailored for the sales professional. Episode with Yiannis from Covve: https://www.youtube.com/watch?v=nQ8yDpGfLZw&t=7s Henry Kayser LinkedIn - https://www.linkedin.com/in/henrykayser/ Instagram - https://www.instagram.com/henrykayser/ Youtube - / @henrykayser5002 TikTok - https://www.tiktok.com/@henrykayser1?...

January 15, 202415 min

E26 : The Five most Important Sales Skills for a long Sales Career

Welcome to a special solo edition of the podcast! Normally, I love chatting with guests, but I've heard your requests for more learning material. So here I am, diving right in to share some key sales insights. I'm eager to hear what you think, so don't forget to drop your thoughts in the comments below. Now, let's break down the top five skills you need for a super successful career in sales – in a way that's super easy to understand. 1. Discipline: Think of discipline like doing your homework every day. It means choosing the right tasks in sales and really sticking to them. It's like practicing your soccer kicks every day to get better. 2. Building a Business Case: This is like explaining to your friends why your favorite game is the best. You have to make a really good point to convince the right people at the right time. 3. Packaging a Business Gift: Imagine giving a present. It’s not just about the gift but also about wrapping it nicely and giving it with a smile. This is about making your sales pitch not just good, but also presenting it in a way that people really like. 4. Confidence: This is like raising your hand in class when you know the answer. In sales, you need to be brave to ask for things and believe in what you're offering. 5. Character: Character is all about who you are, like being kind, honest, and hardworking. In sales, having a good character means people trust you more, and that helps you do well for a long time. Remember, these are just some of the skills you need, but they're really important ones. I've seen lots of people do really well in sales by being good at these things. Don’t forget to subscribe to the channel! I want to help you and others grow in sales, sharing everything I know in a fun and easy way. This channel, is all about learning together and enjoying our journey in sales. Can’t wait to hear from you in the comments! And if you want to keep up with all the things I do here, check out my social media links below. Catch you later! Henry SOCIAL LINKS LinkedIn - https://www.linkedin.com/in/henrykayser/ Instagram - https://www.instagram.com/henrykayser/ TikTok - https://www.tiktok.com/@henrykayser1?_t=8efzSUnJh56&_r=1

January 8, 202432 min

E25 - Mike Faber : Why YOU need a Sales Coach to achive your Goals

Learn why coaching can be your ticket to achieving your goals. In this episode of "Modern Sales Wisdom," we go into the critical difference between coaching and mentoring, offering invaluable insights for our Sales Lifestyle enthusiasts. Our guest, Mike Faber, brings over 20 years of experience in Learning and Development to the table. He's a certified coach, facilitator, training designer, and keynote speaker with a diverse background spanning various industries, including IT, financial services, SaaS, and healthcare. 🚀 What you can Expect: Explore the distinction between coaching and mentoring. Discover the power of aligning your goals in the right direction. Get actionable tips on how to coach effectively or be coached. 🎯 Key Takeaways: Uncover how a Sales Coach can break down mental barriers and propel you towards superior results and a more balanced life. Join us as we unlock the secrets to Sales success through coaching in this enlightening episode with Mike Faber. Don't miss out on gaining the skills and knowledge to lead a purposeful Sales Lifestyle! For more insights into the world of SaaS Sales and personal development, tune in to other episodes of "Modern Sales Wisdom". Who is Mike? Mike Faber is a dedicated Learning and Development professional with 20+ years of experience as a coach, facilitator, training designer, keynote speaker, and author. His expertise in leadership, sales, and management are broad and deep, bringing his experience across a wide range of industries including IT, financial services, SaaS, healthcare, and in start-ups large and small. As an International Coach Federation-accredited coach with multiple coaching certifications, Mike has coached professionals on six continents and provides tangible value to clients from the frontline to the C-Suite. As a passionate L&D professional, Mike’s mission is to help companies and their employees achieve consistently superior results by growing talent from within, and building current and future leadership skills and behaviours consistent with a solid and vibrant culture. SOCIALS Mike Faber LinkedIn- https://www.linkedin.com/in/mefaber/ Henry Kayser LinkedIn - https://www.linkedin.com/in/henrykayser/ Instagram - https://www.instagram.com/henrykayser/ Youtube - https://youtube.com/@henrykayser5002 TikTok - https://www.tiktok.com/@henrykayser1?_t=8efzSUnJh56&_r=1

December 18, 202328 min

E24 - Yiannis Gavrielides⁠ : CEO of Covve explains the CODE of Meaningful Relationships

Join me in understanding networking mastery with Yiannis, the CEO of Covve. This episode of Modern Sales Wisdom reveals the core concepts behind successful and meaningful relationships. Listen to How and Why Covve created the Software Code to systemise meaningful relationships. Discover how Covve's personal CRM system and its innovative features help in building and maintaining meaningful relationships. Gain insights into the strategic and thoughtful approach to networking and how it can transform your business interactions. Get Your Discount Here: https://expandyourcosmos.com/ Add the CODE for 20% off: MSW24 DOWNLOAD COVVE: ⁠https://covve.app.link/download⁠ Learn how to Build Meaningful relationships: https://covve.com/insights/ About Yiannis Gavrielides Yiannis loves food, cocktails, theatre and connecting people. He is a co-founder at Covve, helping professionals build meaningful relationships through innovative products. He actively supports entrepreneurship as a partner at Invelopment Partners. Social Links: Yiannis Gavrielides LinkedIn: https://www.linkedin.com/in/ygavrielides/ LinkedIn: https://www.linkedin.com/company/covve Instagram: https://www.instagram.com/covveapp/ Youtube: https://www.youtube.com/covve x/twitter: https://twitter.com/covve Wedsite: https://covve.com Henry Kayser LinkedIn - https://www.linkedin.com/in/henrykayser/ Instagram - https://www.instagram.com/henrykayser/ Youtube - https://youtube.com/@henrykayser5002 TikTok - https://www.tiktok.com/@henrykayser1?_t=8efzSUnJh56&_r=1