LEADERS IN SALES – Details, episodes & analysis

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LEADERS IN SALES

SAWOO

Business

Frequency: 1 episode/28d. Total Eps: 75

The LEADERS IN SALES Podcast is for CROs and senior B2B sales leaders responsible for real revenue outcomes.

If you want to learn from peers who’ve already made the calls, this show is for you. Each episode features candid conversations with sales leaders discussing how revenue decisions actually played out, from navigating longer sales cycles and leaner teams to aligning go-to-market roles and leading under sustained pressure.

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Score global : 68%

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Ep 74 - Shawn Green - The More You Automate, the More Your Leadership Has to Be Human

Season 1 · Episode 74

Monday, July 13, 2026 • Duration 01:00:27

Once AI handles the status updates and the deal prep, a sales leader is left with what software cannot touch: coaching the team, reading which deals are real, and the judgment a hard quarter turns on.

Shawn Green, Go-to-Market Leader at Clario, treats AI as the latest in thirty years of technology shifts, only faster. His point is that AI does not shrink the sales leader's job, it concentrates it, taking the internal work no buyer ever sees and leaving the customer-facing work to a person. With host Michael Lazik, he talks about where to draw that line, how AI's visibility sharpens coaching, and why a leader's own adoption sets the team's ceiling. For a sales leader pushed to do more with less, the choice is not whether to adopt AI but whether to bank the freed hours as cuts or redeploy them into the work only a person can do.

You'll learn:
1. How to decide which sales work AI should absorb and which human touches a customer must still feel
2. Why a fully booked calendar and token usage are the two checks that show AI is working
3. How AI turns one-on-ones into coaching built on real activity, not the rep's recap
4. Why the most resistant adopter is often the senior leader, and how to get unstuck
5. What is left to compete on once every rival runs the same AI stack

Shawn is open to comparing notes on where AI belongs in a sales org and where the human still decides the deal. If you want to exchange perspectives, reach out to him on LinkedIn: https://www.linkedin.com/in/sg8584/

Michael Lazik brings more than 18 years of experience building and scaling B2B commercial teams across Europe, working with senior leaders on hiring, team development, and sustainable growth. As president of the Berlin Chapter of the LEADERS IN SALES Community, he creates a space for senior leaders to connect and learn from each other.

Get in touch with Michael on LinkedIn: https://www.linkedin.com/in/michaellazik/?locale=en_US

More episodes and insights: https://www.leadersinsales.io/

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Ep 73 - Joerg Klueckmann - The Courage to be Different: Why You Need More Creativity in Your Data-Driven Marketing Strategy

Season 1 · Episode 73

Tuesday, October 24, 2023 • Duration 47:09

Has data-driven marketing killed creativity?

In this interview, the Head of Marketing at Finastra, Joerg Klueckmann chats with Sammy about the importance of creative freedom in marketing, why companies must dare to be different, how to acquire budget for outside-the-box initiatives, and much more.

You’ll learn:

1. Why creativity must make a comeback if we're to avoid repetitiveness and mundanity in marketing
2. How to ensure ROI on your marketing investments while leaving room for experimenting
3. How Joerg allocates marketing budget to differentiating initiatives
4. Why Finastra built their own video streaming channel Finastra TV
5. Which KPIs to measure to report proof of value for outside-the-box initiatives

__________

About Joerg:
With more than 20 years of leadership experience, Joerg transformed global marketing organizations across the B2B software industry. He has led teams to become integrated, high performing and digital first. Joerg believes in focus, simplicity, and the courage to be different. He enjoys a good espresso and rides his mountain bike with passion. His superpower is endless positivity.

Find Joerg on LinkedIn: https://www.linkedin.com/in/joergklueckmann/

Joerg's favorite business book:
Play Bigger by Al Ramadam and Kevin Maney | https://shorturl.at/afjTW
Impromptu by Reid Hoffman | https://shorturl.at/afor7

Joerg's favorite podcasts: Capital Allocators with Ted Seides | __________About :Formed in 2017 by the integration of Misys and D+H under Vista Equity Partners, Finastra enables the financial services world to deliver the future of banking. Applications that power financial institutions, marketplaces that accelerate industry & an open innovation platform for banks, fintechs & non-banks to connect and collaborate. Finastra delivers this vitally important technology to financial institutions of all sizes across the globe, including 90 of the world’s top 100 banks.Website: Industry: Financial ServicesCompany size: 5,001-10,000 employeesHeadquarters: Paddington, LondonFounded: 2017__________About the host :Sammy and SAWOO enable you to become a thought leader and win leads directly through your own podcast & great content on LinkedIn.Get in touch with Sammy on LinkedIn.__________Past guests on the include: Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more.

Ep 72 - Rodolfo Yiu - How Recharge's Head of Demand Generation Successfully Drives Pipeline for the Company

Season 1 · Episode 72

Thursday, February 2, 2023 • Duration 49:15

Driving demand for your company at every stage of your marketing funnel?

Rodolfo shares how they do it at Recharge.

In today's episode, Rodolfo Yiu, Head of Demand Generation at Recharge shares with Sammy, how he and his team keep their pipeline healthy and full.

You’ll learn:

1. How Rodolfo drives demand on top, middle and bottom of funnel for Recharge
2. How Recharge is distributing its demand gen investments in paid search as a market leader
3. Why Rodolfo still regularly listens in on his team's sales calls

About Rodolfo:
Rodolfo is a B2B SaaS marketing leader located in San Francisco, currently working at Recharge as Head of DG, a leading subscription solution for DTC brands. He is passionate about building and developing marketing teams to solve business problems by partnering with GTM teams. He was previously at Okta and a number of startups.

Find Rodolfo on LinkedIn: https://www.linkedin.com/in/rodolfoyiu/
Rodolfo’s favorite business book:
The Messy Middle: Finding Your Way Through the Hardest and Most Crucial Part of Any Bold Venture - Scott Belsky https://amzn.to/3GtMu1N
Rodolfo’s favorite podcast:
Grit podcast with Joubin Mirzadegan https://www.kleinerperkins.com/podcasts
__________

About Recharge:
Recharge is the leading subscription payments solution, helping ecommerce merchants of all sizes launch and scale subscription offerings. Recharge’s subscription billing and payment management solutions are designed to help merchants grow by increasing revenue and customer lifetime value while reducing operating costs and churn.Website: Industry: E-Commerce, Mobile Payments, Software, Subscription ServiceCompany size: 500+Headquarters: Santa Monica, California, United StatesFounded: 2014__________About the host :Sammy and SAWOO enable you to become a thought leader and win leads directly through your own podcast & great content on LinkedIn.Get in touch with Sammy here on .__________Past guests on the include: Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more.

Ep 71 - Sebastian Baier - The New Way of B2B? - How Buynomics went after Billion Dollar Companies First Without Driving Aggressive Sales Tactics

Season 1 · Episode 71

Thursday, December 22, 2022 • Duration 01:15:05

Out with the old, in with a $20B deal?

Sometimes, not sticking to the known will skyrocket your B2B success:

In Buynomics' case, going against "common wisdom" in B2B, helped them secure a huge enterprise customer – as a seed stage startup!

Today, Sebastian Baier, Founder & MD at Buynomics, shares with Sammy how they did it.

You’ll learn:

1. Why and how Buynomics successfully went after the biggest possible enterprise customer as a seed stage startup
2. How Buynomics closed a €13MM Series A investment with a top U.S. VC in the current tough market environment
3. The Buynomics playbook to leverage webinars to drive marketing and thought leadership

About Sebastian:
Before starting Buynomics, Sebastian was a Director with Simon-Kucher & Partners where he helped leading international companies improve their pricing and product offering. Sebastian holds a PhD in Physics from the University of Heidelberg and Masters degrees in Physics and Economics.

Find Sebastian on LinkedIn: https://www.linkedin.com/in/sebastian-baier/
Sebastian's favorite business book:
Memos from the Chairman - Ace Greenberg https://amzn.to/3F8UODx
Sebastian's favorite podcasts:
Startup Insider - https://inside.startup-insider.com/podcast
Doppelgänger - https://www.doppelgaenger.io/ __________About :Imagine knowing customers’ preferences without tedious analyses, complex spreadsheets, or unreliable focus groups. Buynomics’ AI transforms all your data into Virtual Customers that mimic the buying decisions of real customers with unmatched precision. Use these instant and accurate consumer insights as the single source of truth to make decisions on price, promotion, product, portfolio, trade terms, channel & portfolio mix. Our holistic approach uncovers links between critical revenue levers and provides recommendations for best results - your key to profitable and sustainable decisions.Website: Industry: Machine Learning, SaaS, SoftwareCompany size: 50+Headquarters: Cologne, North Rhine-Westphalia, GermanyFounded: 2018__________About the host :Sammy and SAWOO enable you to become a thought leader and win leads directly through your own podcast & great content on LinkedIn.Get in touch with Sammy here on .__________Past guests on the include: Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more.

Shortcast: How to Grow Your Business Using a 4-Part Content Marketing Framework – with Brendan Hufford

Season 1

Wednesday, November 23, 2022 • Duration 09:42

Is content marketing dead?

These days, many businesses pump all their marketing budget into running ads.

But are they getting better results than they would with organic growth strategies?

In today’s shortcast-episode, Brendan Hufford, Founder at Growth Sprints, chats to Sammy about misconceptions in B2B marketing and how he grows SaaS companies using his 4-part content marketing framework.

You’ll learn:

1. Brendan's 4-part content marketing framework that sees the most success
2. What B2B Leaders should stop doing to grow their business
3. The 2 biggest misconceptions about B2B content marketing

About Brendan:
Getting results via his 4-part SaaS growth framework is what Brendan does. Having led and scaled growth teams at two agencies, most of the clients Brendan worked with didn’t want (or need) a 6-12 month marketing engagements. He knew there was a better way, so he created his service.

Find Brendan on LinkedIn: https://www.linkedin.com/in/brendanhufford/
__________

About Growth Sprints:
Growth Sprints helps to take SaaS companies from $10M to $100M ARR. Using their SaaS Growth Sprint Framework, they help SaaS companies increase revenue from Google through short, focused marketing sprints.

Website: https://growthsprints.co/
Industry: SaaS, SaaS growth und SaaS marketing
Company size: 2
Headquarters: Chicago, USA
Founded: 2021

__________

About the host :Sammy and SAWOO enable you to drive recruiting & employer branding via your hiring managers on LinkedIn. We can help you:- Speed up hiring - Reduce hiring costs - Create an authentic Employer Brand- Create a Talent Pool that you can tap into any timeGet in touch with Sammy on LinkedIn: __________Past guests on the G include: Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more.

Ep 70 - Christian Kurtenbach - How Monta Leverages Ex-consultants to Drive Sales

Season 1 · Episode 70

Thursday, November 17, 2022 • Duration 52:24

Business environments are rapidly becoming more complex.

Now, skill stacks that focus on deeper and more multidimensional thinking are becoming hot commodities in sales.

But where are businesses finding salespeople with this unusual skill combination?

Find out in today’s episode with our host Sammy and guest, Christian Kurtenbach, Director of Enterprise Sales at Monta.

You’ll learn:

1. The advantage of being a consultant first and then moving into enterprise sales
2. How Christian leverages his consulting skills to drive sales
3. Why you should consider inviting UX researchers into your sales meetings
4. How the energy crisis is affecting the adoption and sales of electric vehicles

About Christian:
Christian is Director of Enterprise Sales at Monta, helping large partners & customers find the right angle to electric vehicle charging. Prior to Monta, he spent most of his career as a Management Consultant focused on the energy transition before moving into a more operational role in eMobility together with E.ON, one of Europe's largest utility companies.

Find Christian on LinkedIn: https://www.linkedin.com/in/ckurtenbach
Christian’s favorite business book:
Good Strategy/Bad Strategy: The difference and why it matters - Richard Rumelt https://amzn.to/3CB0h4T
Christian’s favorite podcasts:
Deutschlandfunk - https://www.deutschlandfunk.de/interview-100.html
The Times Podcasts - https://www.thetimes.co.uk/podcasts/OMR Podcast - The Guardien Science Weekly - __________About :Monta is the operating platform powering the electric vehicle (EV) charging ecosystem serving drivers, companies, cities, and the electricity grid. With Monta you can launch, manage, and scale all your EV needs and operation with one integrated software built to EV better. We believe that accelerating and democratising the adoption of EV technology is key to fostering the sustainable future we so desperately need.Website: Industry: IT-Services und IT-ConsultingCompany size: 200Headquarters: Copenhagen, DenmarkFounded: 2020__________About the host :Sammy and SAWOO enable you to drive recruiting & employer branding via your hiring managers on LinkedIn. We can help you:- Speed up hiring - Reduce hiring costs - Create an authentic Employer Brand- Create a Talent Pool that you can tap into any timeGet in touch with Sammy on LinkedIn: __________Past guests on the include: Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more.

Ep 69 - Pim Geurts - How to Build Your Own B2B Community

Season 1 · Episode 69

Thursday, November 10, 2022 • Duration 01:03:58

The secret to B2B sales success?

Promotional one-way communication won’t cut it with today’s ad-exhausted B2B customer.

Instead, you need to start building and nurturing long-term, meaningful relationships.

Find out how in today’s episode with Pim Geurts, Global Director of Strategic Alliances at o9 Solutions and our host, Sammy.

You’ll learn:

1. What a B2B community is according to Pim
2. How to build your own B2B community
3. How to get your community members involved
4. The value of B2B communities
5. How to translate online communities to the offline world

About Pim:
Pim is currently working as Director of Strategic Alliances at o9 Solutions where he helps strengthen the company's partner landscape to facilitate the rapid growth of o9. In his previous role, he set up the global aim10x community for digital transformation leaders in planning and decision-making.

Find Pim on LinkedIn: https://www.linkedin.com/in/pimgeurts/
Pim's business book recommendation:
The Power of Habit: Why We Do What We Do, and How to Change - Charles Duhigg https://amzn.to/3V9K52M
Pim's favorite business leaders:
Elon Musk and Steve Jobs
__________

About o9 Solutions:
The o9 Digital Brain is a game-changing planning platform helping global companies across industries transform their supply chain, commercial, finance, and sustainability decision-making for digital age volatility and complexity.

Website: https://o9solutions.com/Industry: Analytics, Digital Media, Enterprise Software, SaaSCompany size: 2000+Headquarters: Dallas, TexasFounded: 2009__________About the host :Sammy and SAWOO enable you to drive recruiting & employer branding via your hiring managers on LinkedIn. We can help you:- Speed up hiring - Reduce hiring costs - Create an authentic Employer Brand- Create a Talent Pool that you can tap into any timeGet in touch with Sammy on LinkedIn: __________Past guests on the include: Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more.

Ep 68 - Johannes Füß - 300% Wachstum in 1,5 Jahren: Das Erfolgsrezept der B2B Sales-Organisation von EGYM Wellpass

Season 1 · Episode 68

Thursday, November 3, 2022 • Duration 01:23:28

Wie hat EGYM Wellpass mit ihrer B2B-Sales Mannschaft in 1,5 Jahren 300% Wachstum gemeistert?

EGYM Wellpass' Sales-Organisation ist von 20 auf 100 Mitarbeiter gewachsen – und das trotz der unsicheren Aussicht in der Fitnessbranche während der Pandemie.

Heute teilt Johannes Füß, Vice President Sales bei EGYM Wellpass, seine Erfahrungen, Best Practices und Erfolge mit Sammy.

Das erwartet Dich:

1. Auf welche Erfolgsschlüssel das B2B Sales-Team von EGYM Wellpass setzt
2. Wie EGYM Wellpass ihre Sales-Methoden im Team & Salesforce verankert, um guten Forecast sicherzustellen
3. Welche Herausforderungen EGYM Wellpass im Spagat zwischen SME- und Enterprise-Sales meistert
4. Wie Storytelling & Fakten zu erfolgreichen Pitches in Deutschland beitragen
5. Wie EGYM Wellpass über Webinare mit Bestandskundeneinbindung neue Kunden gewinnt

Über Johannes:
Johannes ist Vice President Sales bei EGYM Wellpass. In enger Zusammenarbeit mit sieben hauseigenen Vertriebsteams treibt er den Ausbau ihrer Marktpositionierung voran. Er ist Diplom-Betriebswirt und blickt auf mehr als ein Jahrzehnt der Kundenbetreuung zurück. Johannes ist passionierter Läufer, kommt bei Meditation zur Ruhe, hat aber auch Spaß am Lesen und liebt Podcasts.

Finde Johannes auf LinkedIn: https://www.linkedin.com/in/johannes-füß/
Johannes' Lieblings-Businessbuch:
Management Beyond Ego: Teams in der neuen Arbeitswelt zu außergewöhnlichen Erfolgen führen - Matthias Kolbusa https://amzn.to/3FgTUGL
Johannes' Lieblings-Podcasts:
Apokalypse & Filterkaffee - Micky Beisenherz __________Über :Mit Firmenfitness von EGYM Wellpass halten sich Mitarbeitende und Mitglieder in mehr als 6.000 hochwertigen Sport- und Gesundheitseinrichtungen in ganz Deutschland und Österreich fit oder trainieren mit dem stets wachsenden Angebot an Online Kursen wann und wo sie möchten. Über eine eigene EGYM-Cloud ihrer App haben Trainer und Mitglieder Zugriff zu ihren Daten. Egal ob Fitness, Schwimmen, Yoga, Klettern oder vieles mehr - hier findet jeder sein persönliches Programm.Website: Industrie: Fitness, Sports, WellnessUnternehmensgröße: 500Hauptsitz: München, DeutschlandGründung: 2010__________Über den Host :Sammy und SAWOO ermöglichen es Dir, Recruiting & Employer Branding über Deine Hiring Manager auf LinkedIn voranzutreiben.Wir unterstützen Dich bei:1. Beschleunigung von Stellenbesetzung2. Reduzierung von Einstellungskosten3. Entwicklung eines authentischen Employer Branding4. Entwicklung eines Talentpools, auf den Sie jederzeit zugreifen könnenSchreibe Sammy Gebele auf LinkedIn: __________Gäste der : Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, und viele mehr.

Ep 67 - Michelle Pietsch - How to Build the Right Sales Team from Seed Stage to Series B

Season 1 · Episode 67

Wednesday, October 19, 2022 • Duration 01:06:03

Who are the people you need in your company for scaling from Seed Stage to Series B?

Today's guest is part of the reason Datadog (1bn valuation), Drift (1bn valuation) and Dooly ($300m) scaled so fast!

And now, Michelle Pietsch, Founding Partner at Minot Light Consulting, shares her best practices & insights with us.

She chats with Sammy about her approach to building successful go-to-market strategies, and aligning teams to one goal.

Here are 5 things you'll learn today:

1. How start-ups succeed in the Seed Stage with founder led sales
2. Whom to hire while scaling from Seed Stage to Series B
3. Best practice hiring processes to identify the right fit in a new sales development rep
4. How to achieve a 30% conversion rate through webinars and podcasts
5. What metrics Michelle uses to track Minot Light Consulting’s success, and unifies her team around revenue

About Michelle:
Over the last 10+ years, Michelle has spent her time at early-stage start-ups like Datadog, Drift, and Dooly, building sales and GTM functions from the ground up. She enjoys building in the rapid-growth sales SaaS world, and watching the organizations succeed, whether it's another round of funding or IPO. Over that time, she has built teams from 3 – 100, and grown revenue from $200K – $55M+. She enjoys taking the time to understand the GTM motion and putting the right processes in place from the top of the funnel down to Customer Success and Account Management, once the deals are closed.

Find Michelle on LinkedIn: https://www.linkedin.com/in/michelleheaney/
Michelle's business book recommendation:
Start with Why: How Great Leaders Inspire Everyone to Take Action – Simon Sinek Michelle's favorite podcast:Product-Led Podcast - __________About :Minot Light Consulting has great expertise in building GTM strategies for start-up and early stage companies to have efficient growth. Modern Go-to-market teams need a transformation from siloed Sales, Marketing and Customer Success teams to one team united around revenue. With their 30+ years of combined experience working across all parts of rapidly scaling early stage companies, Minot Light Consulting has the answers to grow revenue faster and build strong teams and operating strategies. Website: Industry: Business consulting and corporate servicesCompany size: 10Headquarters: Boston, MAFounded: 2022__________About the host :Sammy and SAWOO enable you to drive recruiting & employer branding via your hiring managers on LinkedIn. We can help you:- Speed up hiring - Reduce hiring costs - Create an authentic Employer Brand- Create a Talent Pool that you can tap into any timeGet in touch with Sammy on LinkedIn: __________Past guests on the include: Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more.

Ep 66 - Shawn Green - How B2B Partnerships Create an Ecosystem of Value for Your Business

Season 1 · Episode 66

Thursday, October 13, 2022 • Duration 01:15:32

When should you start building a B2B partnership ecosystem?

Immediately!

According to Shawn Green, Go-To-Market Advisor at Upflow and Chassi, there isn’t a better time to start finding key partners than the present.

In today’s episode with Sammy, he explains how building a partner ecosystem from the start helps you score those crucial first customers for your startup.

You’ll learn:

1. The right time to start building a partner ecosystem.
2. Shawn’s advice to anyone who wants to start a partnership program.
3. The 3 stages of CEO involvement in a growing startup.
4. The main characteristics of a successful CEO.
5. How to set up and utilize a customer advisory board to determine product-market-fit.

About Shawn:
Accomplished SVP/Chief Revenue Officer in the SaaS Cloud space with experience in all phases of a company's lifecycle – Startup to Publicly Traded companies. Product sets are ERP, CRM, PSA, Fintech, Marketing insights, and data platform technologies. I have a proven track record of developing and implementing successful sales initiatives leading sales organizations through their cloud journey, yielding over $1.800 Billion in ARR, acquiring 300 Fortune 500 companies, and managing over 1,000 account executives and managers over the last 15 years with multiple companies.

Find Shawn on LinkedIn: https://www.linkedin.com/in/sg8584/
Shawn's business book recommendation:
Who Moved My Cheese? An Amazing Way to Deal With Change In Your Work and In Your Life – Dr. Spencer Johnson https://amzn.to/3Mfcf8DShawn's favorite podcast:The Brutal Truth about Sales & Selling - __________About :Upflow is an SDN, multi-tenant AR platform that enables merchants to optimize cash collection, lowering DSO through analytics, collaborative workflows, and various payment methods. The outcomes for our merchants are predictable cash flow, modeling, and extended cash runway. Website: Industry: Financial Services, B2B and FintechCompany size: 100Headquarters: New York, United StatesFounded: 2018About :CHASSI tech helps Netsuite customers control their cash flow by showing real-time how they perform Q2C and understanding the sticking points contributing to lagging DSO "Days Sales Outstanding."Website: Industry: Software development, ERP, SaaS, Operations, TechnologyCompany size: 10Headquarters: Phoenix, ArizonaFounded: 2016__________About the host :Sammy and SAWOO enable you to drive recruiting & employer branding via your hiring managers on LinkedIn. We can help you:- Speed up hiring - Reduce hiring costs - Create an authentic Employer Brand- Create a Talent Pool that you can tap into any timeGet in touch with Sammy on LinkedIn: __________Past guests on the include: Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more.