Ep 32 - Martin Giese - How to start & scale sales as a B2B start-up

08/09/21 • 38 min

In today's episode with Martin Giese, Managing Director at XPRENEURS Incubator you will learn
1. Martin’s view on sales as a founder’s job and pricing for completely new products
2. Why defining the target group is a crucial and dangerous phase for start ups
3. Martin's stance on effective mentorships and his biggest lesson in marketing and sales
About Martin
Martin is a business angel, startup coach and negotiation expert with over 20 years of experience working with startups. He has a strong entrepreneurial background in consulting, management and leadership in the information and telecommunication sector covering a broad range of experience such as marketing, sales or operations. In addition, Martin was also involved in the successful private equity & IPO & going private cycle of Kabel Deutschland. Today, he serves as Managing Director of EXPRENEURS, teaches in other leading entrepreneurship programs such as TUM EMBA and CDTM and is the author of two books on start-up financing and on B2B sales for start-ups.
About XPRENEURS Incubator
XPRENEURS is an incubator for high-tech start-ups, developing solutions in fields such as Smart City, Space Sustainability, or B2B Soft- & Hardware. In their 3-month full-time program consisting of intense mentoring sessions, training and workshops, they support about 60 young start-ups yearly on their way into the market – by helping them to validate their business model, connecting them to their first customers and securing their first investment. By now XPRENEUR’s supported alumni and services have raised VC money of 340 million Euro, generated an accumulative revenue of about 80 million and created more than 1,200 jobs. Very successful examples they have incubated are Isar Aerospace, Air up and inveox.
About the host Sammy
Sammy is Managing Partner and founder of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots but building real Human 2 Human connections between you and your B2B buyers.
Shownotes
Find Martin on LinkedIn
(https://www.linkedin.com/in/martin-giese/)

Martin’s company XPRENEURS Incubator
(https://xpreneurs.io/)

Martin’s books:
Startup Finanzierung: Dein Insider-Guide: Praxis-Tipps von Investoren für Gründerinnen und Gründer
(https://www.amazon.com/Startup-Finanzierung-Insider-Guide-Praxis-Tipps-Gr%C3%BCnderinnen/dp/3000628479)
Fast Forward: Accelerating B2B Sales for Start Ups
(https://www.amazon.de/Fast-Forward-Accelerating-Sales-Startups/dp/3982298105)

Martin’s favorite business book: Disciplined Entrepreneurship by Bill Aulet
(https://www.amazon.de/-/en/Bill-Aulet/dp/1118692284)

Martin’s favorite business leader: young founders fresh out of the XPRENEURS program
(https://xpreneurs.io/#)

Martin’s company XPRENEURS Incubator
(https://xpreneurs.io/)

Martin’s favorite business book: Disciplined Entrepreneurship by Bill Aulet
(https://www.amazon.de/-/en/Bill-Aulet/dp/1118692284)

Martin’s favorite business leader: young founders fresh out of the XPRENEURS program
(https://xpreneurs.io/#)

Previous Episode

Ep 30 - Christian Uloth - How to sell authentically and add value along the way

In today's episode with Christian Uloth, Sales Development Manager DACH and Interim Manager, Sales Development, BENELUX and Nordics at MongoDB you will learn
1. Christian’s take on selling authentically and MongoDB’s highly personalized sales and outreach approach
2. How Christian builds up an effective prospecting culture and nurtures non-monetary motivation elements
3. Christian's team's multi-step recruiting process and his greatest lesson learned in sales and marketing
About Christian
Christian is an ambitious and thoughtful leader with strong expertise in Sales Development, B2B Sales and Digitalization. He held various positions at MNCs and NGOs such as LinkedIn and AIESEC before joining MongoDB in a hyper-growth phase. Now he builds a superstar team for their sales development organization, driving their impressive growth further. Christian is extremely motivated to help his employees leverage their strengths and put them on the path to a successful career. This spirit is also evident in his strong volunteer commitment, as well as awards such as the PWC Global Volunteer- and the Careerloft Scholarship. In his free time, Christian enjoys exercising, basketball, reading and constantly learning new things.
About MongoDB
Founded in 2007, MongoDB is the leading next-generation general-purpose database platform that unlocks the potential of software and data for developers and the applications they build. Headquartered in New York, MongoDB has more than 26,800 customers in over 100 countries, including multinational companies such as Google, ebay and SAP, who benefit from its innovative solutions. The MongoDB database platform has been downloaded more than 175 million times, there have been more than 1.5 million registrations for MongoDB University courses and the community counts more than 1 million members.
About the host Lena
Lena is Partner of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots but building real Human 2 Human connections between you and your B2B buyers.
Shownotes
Find Christian on LinkedIn: https://www.linkedin.com/in/christianuloth/
Christian’s company MongoDB: https://www.mongodb.com/
Christian’s favorite business books:
Way of the Wolf by Jordan Bedford: https://www.amazon.com/Way-Wolf-Straight-Persuasion-Influence/dp/1501164287
The qualified Sales Leader by John McMahon: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064/ref=sr_1_1?dchild=1&keywords=the+qualified+sales+leader&qid=1626435926&s=books&sr=1-1
Christian’s favorite business leaders:
Satya Nadella, CEO of Microsoft
Dev Ittycheria, President & CEO of MongoDB

Next Episode

Ep 33 - Chris Detzel - B2B community building from someone who does it all the time

In today's episode with Chris Detzel, Community Program Manager at Reltio you will learn
1. Chris Journey of starting and sucessfully developing communities at Reltio
2. How to effectively leverage your community management across your entire B2B organization
3. The most effective KPIs for building and sustaining your B2B community
4. Why the interplay between community and social networks holds huge untapped potential
5. How you can effectively combine online and offline community initiatives
About Chris
Chris is a versatile Digital Community Strategist with several years of experience in community vision, strategy and implementation. Having worked in community and social eCommerce at Imperva and Rexel, he is now responsible for developing and implementing community engagement programs, creating compelling content for customer communities, and acting as the voice of the customer at Reltio. Chris strongly believes that data should be the foundation for decision-making, as it is the key element of any long-term successful strategy. He is also a guest author for blogs, has contributed to business books, and has his own podcast dedicated to community building. In his spare time, Chris enjoys sports, especially long-distance running.
About Reltio
Reltio's mission is to deliver connected Customer 360 Profiles. Founded in 2011, the company offers a fundamentally different way to manage customer data. They focuse on helping companies improve their understanding of their customers so they can deliver superior customer experiences. In this context, Reltio Connected Customer 360 is a SaaS platform built on a cloud-native Big Data architecture with graph technology and machine learning. With this platform, customers can optimize their business agility, realize breakthrough scalability, and maximize the potential of artificial intelligence to deliver the big ideas driving big results. Reltio supports hp, Xerox and MGM Resorts, among others, and has received multiple awards - in 2020, the company was listed in the Deloitte Technology Fast 500TM for the third year in a row.
About the host Sammy
Sammy is Managing Partner and founder of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots but building real Human 2 Human connections between you and your B2B buyers.
Shownotes
Find Chris on LinkedIn and Twitter
(https://www.linkedin.com/in/chrisdetzel/)
( https://twitter.com/bt_cdetzel?lang=en)

Contact him via chrisdetzel.com

Chris’ company Reltio
(https://www.reltio.com/)

Chris’ podcast Peers over Beers
(https://www.peersoverbeers.com/)

Chris’ favorite business book: Building Brand Communities by Carrie Melissa Jones
(https://www.amazon.de/-/en/Carrie-Melissa-Jones/dp/1523086610)

Chris’ favorite business leader: Carrie Melissa Jones, Founder and Chief Strategist at Carrie Melissa Jones, LLC
(https://www.linkedin.com/in/carriemjones/)