Entrepreneurs in B2B Sales

Josefina Saarinen is the Head of Sales Excellence & SME Sales at PostNord, which is a leading provider of parcel and logistics services to, from, and within the Nordic region. In 2020, the Group had around 28,000 employees and sales of SEK 38.7 billion and in this interview we're going to dive deeper into their sales process and strategy.

Ulrika Gregorsson is the CEO of Copiax which is a Swedish security wholesaler that offers safety installers a complete range in the areas of mechanics, electromechanical, and electronics. In this interview, you'll learn more about how they grew to 85 employees with a revenue of around 140 Million EUR, what was their digital transformation like, and much more.

Sverre Bjerkeli is the CEO of Protector Forsikring ASA which is a Scandinavian insurance company listed on the Oslo Stock Exchange. The company delivers land-based insurance to the commercial and public sector, and they distribute their products through insurance brokers. In this interview, you'll learn more about their distribution model, what is their competitive advantage and how the pandemic impacted their insurance business.

What is the role of a Chief Revenue Officer at a B2B startup SurveySparrow.

A few weeks ago I joined a Salesforce consultancy as a full-time Enterprise Sales Director. Visit www.enehano.com

I think I owe you an explanation of why I haven't been posting new episodes lately so here you go.

Steven Benson is the CEO of Badger Maps, which is the #1 app for route planning that enables field sales teams to manage their territory by combining Google Maps, data from their CRM, route optimization, schedule planning, and lead generation. In this episode, Steven elaborates on term field sales, explains why the field sales process neglected by the software companies, shares how salespeople can cope with the frozen budgets of their prospects , and talks bout the post-COVID-19 future of the outside sales. Show-notes: http://entrepreneursinb2bsales.com/steven-benson/interviews

Mark Rickmeier is a Chair Forbes Chicago Business Council and the CEO at Table XI, which is a UX design and custom software development firm with 16 years of experience building integrated web applications, mobile apps, and custom digital experiences. In this episode, Mark explains how the usage of the word "just" helps to determine the right client fit, talks whereby CCR metrics help Table XI to diversify their client portfolio and discusses the importance of directories for the agencies. Show-notes: http://entrepreneursinb2bsales.com/mark-rickmeier/interviews

Laura Schaack is a VP of Strategy at Majestyk Apps, which is a New York-based digital agency that builds digital technologies to enable the innovation of businesses looking toward the future. In this episode, Laura is going to talk about her role as a VP of Strategy at the fast-growing agency, classify the efficiency of each of the lead generation channels, tell us about Majestyk Ventures, and share her vision for the next 2 years at Majestyk. Show-notes: http://entrepreneursinb2bsales.com/laura-schaack/interviews

Dylan McKee is a Co-Founder of Nebula Labs, which is an engineering-driven Software House based in Newcastle that specializes in mobile app and platform development for startups, SMEs, and government organizations. In this episode, Dylan talks about his background before co-founding Nebula Labs, explains how they balance recruiting and inflow of new projects, and shares why he prefers running an agency rather than working on a startup.   Show-notes: http://entrepreneursinb2bsales.com/dylan-mckee/interviews

Alex Collins is an Owner and Lead Designer at Ether Creative, which is one of Kent's leading creative agencies that specialize in all things digital and have exceptional taste in Graphic Design. In this episode, Alex talks about his journey into the agency business, explains the individual approaches to 2 common client types, and shares how cms plugin development can drive a lot of leads for the agency service. Show-notes: http://entrepreneursinb2bsales.com/alex-collins/interviews

Steve Grainger is an Owner of Enigma Interactive, which is an award-winning, Digital Development Agency helping its clients establish highly effective digital strategies based in the UK. In this episode, Steve talks about specialized vs generalized agency in the software world, shares his lead generation strategy at Enigma, and explains how they keep prospects engaged throughout the entire sales cycle. Show-notes: http://entrepreneursinb2bsales.com/steve-grainger/interviews

Luis Shemtov is a Co-Founder of Lunar Ventures, a Berlin-based seed fund run solely by R&D experts that invests in globally ambitious cryptocurrencies, blockchain, software, and algorithmic technology startups across Europe. In this episode, Luis elaborates on the term deep technology startups, describes the due diligence process at Lunar Ventures upon investing in sophisticated tech companies, and explains the reasons why VC funds do not need to scale up. Show-notes: http://entrepreneursinb2bsales.com/luis-shemtov/interviews

Tamas Feldman is the founder of Ameisenhaufen, which is a mid-size web & app development agency based in Vienna that delivers top-notch digital solutions for an affordable and fair price. In this episode, Tamas talks about the most effective lead generation channels for the agency, explains the importance of building a single point of contact for all customer needs in the service industry and shares his vision for the future of Ameisenhaufen. Show-notes: http://entrepreneursinb2bsales.com/tamas-feldman/interviews

Ryan Floyd is a founding Managing Director of Storm Ventures, which is a Silicon Valley-based VC firm that invests in infrastructure, B2B SaaS, networking, digital technology, networking equipment, and industries. In this episode, Ryan talks about the 20-year journey of Storm Ventures, breaks apart the challenges and advantages of B2B and B2C focused startups, and shares his tips on writing a stand out email to an investor. Show-notes: http://entrepreneursinb2bsales.com/ryan-floyd/interviews

Janic Frölicher is a Founding Partner at BackBone Ventures, which is a Swiss-based VC firm that focuses on pre-seed, seed, and early-stage investments in the area of ​innovative ICT, FoodTech, and disruptive technologies. In this episode, Janic talks about a due diligence process at BackBone Ventures, shares his tips on writing a stand out email to an investor, and explains when should founders raise funding and bootstrap their startups. Show-notes: http://entrepreneursinb2bsales.com/janic-frölicher/interviews

Karl Mulligan is the CEO of Appify Digital, which is a leading mobile app development and consultancy agency specializing in providing digital product development services. In this episode, Karl talks about his background before joining the agency world, explains the reasons for scaling down Appify Digital from 35 to 2 only to employees, shares the current operational model of Appify, and reveals the benefits of keeping company small in the agency business. Show-notes: http://entrepreneursinb2bsales.com/karl-mulligan/interviews

Andrew Yates is the Founder and CEO at Artesian, an A.I. powered client intelligence and sales surveillance solutions for B2B sales teams. In this episode, Andrew talks about the core value proposition of the Artesian, describes the types of clients that use the customer intelligence platform, and explains how Artesian complements current sales software and automates the prospect research for B2B companies. Show-notes: http://entrepreneursinb2bsales.com/andrew-yates/interviews

Jeremy Chan is the Founder and Senior VP at The Jonah Group, a software consulting firm that designs and builds high-performance custom solutions with an emphasis on great user experience, robust architecture, and perfect fit. In this episode, Jeremy talks about The Jonah Group's solution-focused approach in custom software development, shares his opinion on the effectiveness of content marketing and lead nurturing for their industry, describes the organic growth strategy of his firm, and explains how investing in the sales process can boost the growth. Show-notes: http://entrepreneursinb2bsales.com/jeremy-chan/interviews

Chuck Pettid is the CEO of the Republic Crowdfunding Portal, which is an investment platform where everyone can invest as little as $10 in cutting-edge startups. In this episode, Chuck talks about the vision behind the Republic Crowdfunding, explains the value proposition of their platform for founders and investors, describes how they handle the invested funds, and shares why they do not allow every startup to participate in their crowdfunding. Show-notes: http://entrepreneursinb2bsales.com/chuck-pettid/interviews

Fiaz Mohammed is the CEO and President at Griffon Webstudios Inc, which is the fastest-growing digital marketing company in New York offering the best SEO, Website Design & Mobile App Development services. In this episode, Fiaz is going to talk about the journey of his company, talks about social selling as the most effective lead generation technique, and tells how they promote their social media content to prospects in different sectors. Show-notes: http://entrepreneursinb2bsales.com/fiaz-mohammed/interviews

Timothy Dick is a Managing Director at Startup Capital Ventures, a venture capital firm focussed on early-stage, capital-efficient companies, that require relatively small amounts of capital to achieve success. In this episode, Tim talks about the influence of his engineering background on his VC career, mentions his investments into the largest public matchmaking service Match.com, shares about the primary investment sectors for Startup Capital Ventures, explains the lifecycle of the fund, reveals the factors that he looks for in startups. Show-notes: http://entrepreneursinb2bsales.com/tim-dick/interviews

Mike Maynard is the Owner and Managing Director at Napier, a European B2B Technology PR agency that uses market insight to design and implement creative campaigns, which drive their clients’ commercial success. In this episode, Mike talks about how Napier helps companies sell highly technical products to technical decision-makers, describes the best content types throughout different sales funnel stages, discloses the most efficient content distribution channels, shares his opinion on the effectiveness of customer stories and makes predictions for marketing technologies in ABM and Automations spheres. Show-notes: http://entrepreneursinb2bsales.com/mike-maynard/interviews

Marc Fischer is the CEO & Co-Founder at Dogtown Media, which is a mobile technology studio that partners with founders and Fortune 500 companies to turn app ideas into thriving businesses. In this episode, Marc talks about his app development background, describes IoT Development as one of the favorite services in Dogtown Media, shares the marketing techniques that allowed to partner with the United Nations, explains the importance of SEO for the agencies, reveals the mHealth products built inhouse, and discusses the regulations in the healthcare industry. Show-notes: http://entrepreneursinb2bsales.com/marc-fischer/interviews

Alon Hillel-Tuch is Managing Partner at Stacked Capital, which is a New York-based venture capital firm investing in early-stage, post-seed companies, including venture accelerators, incubators, seed funds, as well as direct investments. In this episode, Alon talks about the influence of his background as an entrepreneur on his VC career, describes Stacked Capital strategy on co-investment, breaks down their portfolio, explains the favor behind investing in business-focused rather than consumer-focused startups, shares about the importance of pursuing the right KPIs early on and gives advice for founders trying to raise an early-stage round. Show-notes: http://entrepreneursinb2bsales.com/alon-hillel-tuch/interviews

Nicolas Vandenberghe is a Co-Founder and CEO of Chili Piper, which is a suite of automated scheduling tools that offer a simple way for prospects to book a meeting or start a phone call immediately after submitting a form on a website. In this episode, Nicolas talks about the Idea behind Chili Piper, explains how their scheduling tools increase the conversion rate, makes a distinction between their collaborative inbox tool vs Hubspot, describes a bullseye strategy, and shares how this strategy enabled Chili Piper to bootstrap. Show-notes: http://entrepreneursinb2bsales.com/nicolas-vandenberghe/interviews

Felix van de Sand is a Co-Founder and Managing Director at COBE, a multidisciplinary digital agency that specializes in customer experience design, UI/UX, and software development. They combine a user-centered design approach with its own User Experience Identity Method (UXi). In this episode, Felix is going to talk about his background in design, share his strategy of preserving common organizational structure during expansion, touch the main challenges of managing offices in two different locations, describe the ideal type of client, and share his vision for the future of his agency. Show-notes: http://entrepreneursinb2bsales.com/felix-van-de-sand/interviews

Peter Craddock is a Co-Founder and Managing Director at Shoreline Venture Management, which is an early-stage venture fund established in 1998 and focused on enterprise software and medical technology. In this episode, Peter is going to talk about his work as a VC, explain the importance of investing in the industries you understand, tell about the due diligence process at Shoreline Venture, disclose the critical mistakes founders make when raising funds, and share his vision for the future of the early-stage investments. Show-notes: http://entrepreneursinb2bsales.com/peter-craddock/interviews

Lee Gladish is the former Co-Founder at Reply.io and the current CEO at AirborneApp, which is the industry's first sales engagement application purpose-built for Agencies. In this episode, Lee talks about his journey into sales, shares the importance of common values, mission in the company, tells his vision for the future of the sales engagement space, and explains the unique value AirborneApp can provide to agencies worldwide. Show-notes: http://entrepreneursinb2bsales.com/lee-gladish/interviews

Julian Ereth is the Executive Director at pragmatic_apps, which is a Stuttgart based digital agency that is focused on building and running individual business solutions. In this episode, we are going to discuss the most effective marketing channels for pragmatic_apps, talk about the best pricing strategy, and discover how to scale the agency but maintain the same company culture. Show-notes: http://entrepreneursinb2bsales.com/julian-ereth/interviews

Jasper Masemann is Principal at Holtzbrinck Ventures, which is one of the largest and most experienced independent European early-stage venture funds. They invested in over 160 companies, including unicorns like Zalando, Delivery Hero, HelloFresh, Flixbus, SumUp, Scalable Capital, and many others. In this episode, Jasper talks about his work as a VC at Germany’s most iconic VC firm, breaks down his early-stage investments, shares great tips for founders that are seeking funding, and reveals the things that he looks for in startups. Show-notes: http://entrepreneursinb2bsales.com/jasper-masemann/interviews

Saksham Sharda is the Creative Director at Outgrow.co, which is a platform that lets marketers build & launch interactive calculators that boost customer engagement and lead to higher conversion. In this episode, we are going to dive deep into the value that interactive content provides for customers, how online calculators can increase the conversion rates for companies, and how to integrate Outgrow with other sales and marketing software. Show-notes: http://entrepreneursinb2bsales.com/saksham-sharda/interviews

Anna-Lisa Natchev is the Vice President of Marketing and Sales at Analyste, which is market-leading cash management & treasury solutions to SME’s and large enterprises, globally. In this episode, we are going to dive deep into the cash management & treasury solution that Analyste provides for companies of all sizes, which channels they use for effective inbound marketing, and why they do not offer free trials of their products. Show-notes: http://entrepreneursinb2bsales.com/anna-lisa-natchev/interviews

Chad Pytel is the CEO of thoughtbot, which is a team of expert design and development consultants that bring web and mobile products from validation to success. We are going to discuss the development of a common belief system in thoughtbot, how open sharing of expertise helps his agency to build a relationship with clients and the developer community. Show-notes: http://entrepreneursinb2bsales.com/chad-pytel/interviews

Bas Godska is a Founder and General Partner at Acrobator Ventures, which is the world's first growth hack venture fund targeting early-stage tech startups in CIS, CEE and Benelux. In this episode, we are going to discuss how his extensive background helped to create the world's first growth hack venture fund, unique bottom-up investing strategy, and his advice for the founders looking to raise money. Show-notes: http://entrepreneursinb2bsales.com/bas-godska/interviews

Michael Custers is a Chief Marketing Officer at SD Worx, which is a leading European payroll service provider that helps its clients to harmonize the entire management of international employment. In this episode, we are going to discuss the competitive advantage of SD Worx services versus services that small local payroll companies provide, how cloud technologies lead to faster adoption of payroll software among all types of companies, and more. Show-notes: http://entrepreneursinb2bsales.com/michael-custers/interviews

Nick Ellison is the founder and managing director of Purr, which is a digital technology consultancy that offers onshore web, app, and mobile development services. In this episode, we are going to discuss the transition of Purr, from a web and app development agency into a wider group of companies, why the British agency stays competitive for offshoring developers, and how Nick plans to turn internal job management software into a product for other agencies. Show-notes: http://entrepreneursinb2bsales.com/nick-ellison/interviews

Simon Shah is the Chief Marketing Officer of Redwood Software, which is a global workload automation Software as a service (SaaS) platform. In this episode, we are going to discuss how their products automate report distribution and job scheduling, what allows them to compete with big-name enterprises, and how to balance short term demand generation and building brand awareness. Show-notes: http://entrepreneursinb2bsales.com/simon-shah/interviews

Dermot Daly is the founder of Tapadoo, which is a mobile app development agency founded in 2009 just after the release of the iOS SDK. Since then, they have become Ireland's leading developers of mobile applications. In this episode, we are going to discuss Tapadoo's strategy of approaching the prospect before they need their service, why cross-platform technologies harm the product quality, and what are 3 reasons for companies to choose an agency for building the 2nd version of their app. Show-notes: http://entrepreneursinb2bsales.com/dermot-daly/interviews

Anne Gherini is a VP of Marketing and Partnerships at Affinity, which is a relationship intelligence platform helping professionals leverage their networks to achieve their business priorities. In this episode, we are going to discuss the patented technology that differentiates them from the traditional CRMs, how do they market their innovative solution to customers, and why they used Series B funds mostly on communications data engineering. Show-notes: http://entrepreneursinb2bsales.com/anne-gherini/interviews

Marius Mathiesen is the CEO of Shortcut, which is a leading mobile app development agency in the Nordics with more than 90 employees. In this episode, we are going to discuss how the Scandinavian company competes with offshoring developers, why cross-platform technologies harm the product quality, and what is the best way to generate sales for an app development agency. Show-notes: http://entrepreneursinb2bsales.com/marius-mathiesen/interviews

Mark Walker is the CRO of Attest, the world's leading consumer growth platform that makes client research simple and accessible. In this episode, we are going to discuss how their SaaS solution enables companies to engage directly with over 100 million consumers and what are the ways they use Series A investment for the long term Brand Building. Show-notes: http://entrepreneursinb2bsales.com/mark-walker/interviews

Paul Crowe is the CEO of Intersect, which is a product development company based in Canada that delivers large and complex software deployments for the fortune 100 and well-funded start-ups. In this episode, we are going to discuss how they got into the position of delivering the software products for large enterprises, what differentiates them from the service providers with big names and how they are balancing recruitment. Show-notes: http://entrepreneursinb2bsales.com/paul-crowe/interviews

Michael Benjamin is a CMO of Office Freedom, which is a world’s first commercial property agent that matches businesses with their ideal workspace. In this episode, we are going to discuss the additional value Office Freedom provides for its clients, the transformation of the company over the years and the most effective online marketing channels in the commercial real estate industry. Show-notes: http://entrepreneursinb2bsales.com/michael-benjamin/interviews

Richard Rutter is a Co-Founder and Managing Director of Clearleft, which is one of the most respectful and influential independent digital design consultancies in the UK. Wired Magazine named Richard and his co-founder as two of the 100 most influential people in the UK digital sector. In this episode, we are going to discuss what made Clearleft one of the most influential design agencies in the UK, what kind of value they provide for clients that have designers in-house and what type of marketing is the most effective for design agencies. Show-notes: http://entrepreneursinb2bsales.com/richard-rutter/interviews

Pia Meling is a Vice President of Sales and Marketing at Massterly, which is the first company in the world set up to operate zero-emission, autonomous vessels. In this episode, we are going to be talking about Massterly's vision behind building autonomous maritime logistics. How do government regulations affect their business? Which sales strategy do they use to reach the right people in their industry? And how long does the sales cycle take? Show-notes: http://entrepreneursinb2bsales.com/pia-meling/interviews

Nino Chanev is a Chief Marketing & Business Development Officer at game development company XS Software. The company created blockbuster titles Lady Popular & Khan Wars, with over 50 million registered players. In this episode, we're going to discuss why did XS Software bring game publishing in-house, how did the mobile gaming industry change and how does he markets new gaming projects? Show-notes: http://entrepreneursinb2bsales.com/Nino-Chanev/interviews

Jacobo Koenig is the CTO and founder of Binary Mango, which is a mobile app development agency working with innovative founders to solve some of the most interesting problems. He partners with established companies and startups to transform the way things work and we're gonna dive deep into his agency business setup as well as a taboo subject of mental health within the founder's community. Show-notes: http://entrepreneursinb2bsales.com/Jacobo-Koenig/interviews    

Francois de Bie is a Senior Marketing Director at Total Corbion, which is a global leader in the production of biobased and biodegradable PLA polymers. In this episode, we're going to discuss the current status of the biotech industry, what are the differences in marketing a traditional product vs software, which marketing channels are the most effective for these types of companies and how does the sales process look like in Total Corbion? Show-notes: http://entrepreneursinb2bsales.com/Francois-de-Bie/interviews  

Kristina Flickinger is a Marketing Director at Kallik, which is a labeling enterprise that provides regulated industries with definitive, end-to-end label management platform they can trust. In this episode, we're going to discuss how does Kristina markets Veracity platform to big enterprises, which digital solutions do they use for marketing and what's her take on ABM in 2020. Show-notes: http://entrepreneursinb2bsales.com/kristina-flickinger/interviews

Richard Kacerek is the CEO of Empire Elements, which is a web and mobile app development agency based in London that specializes in the development of progressive web applications and mobile apps. In this episode, we're going to discuss the way he positions his company, which strategy does he use to acquire more projects, why does not he believe in the power of a niche, and why is he doing content marketing by himself? Show-notes: http://entrepreneursinb2bsales.com/richard-kacerek/interviews