2:06 – Why are sales so important?
5:20 – When should you start having your own sales team?
6:25 – What are the different stages of the B2B process?
7:42 – How do you find the right target client?
8:29 – Should you focus on one industry only?
11:52 – How to qualify leads
14:03 – Testing sales channels
18:19 – Speed up the selling process
24:19 – How to keep in touch with customers
27:21 – How to follow up
28:27 – Do awards and news pieces help you close sales?
29:35 – What are the most important KPIs for B2B sales
31:50 – Other tools to use for sales
35:56 – Closing deals remotely
40:41 – How to create value before closing a sale
41:28 – Where I can find good templates?
Manuel Hartmann is the Founder of SalesPlaybook, a Swiss sales accelerator for B2B startups. Before starting the SalesPlaybook, Manuel was part of Onedot, where he increased sales by 260% over 2 years. He holds a Masters of Business Innovation from University of St. Gallen and spent three years as a consultant at Accenture.