our full program

Join Chris in a high-impact workshop as you will discuss the secrets of leveraging trust and relationships in prospecting to build a thriving pipeline through referrals. Discover why referrals are a game-changer in today's sales landscape and learn how to cultivate relationships that go beyond mere transactions. Get actionable tips on effective referral requests and ensure a steady influx of valuable referrals. Don't miss this opportunity to revolutionize your sales approach and unlock the growth potential based on trust and relationships!

In this engaging session, Niklas will share practical tips and frameworks by using two real-life examples of large enterprise deals. You'll learn the importance of stakeholder mapping, how to qualify opportunities at the organizational level, common mistakes that sales professionals transitioning from SMB or Mid-Market into enterprise sales make, and how to avoid them

In this Workshop from Patrick Trümpi focussing on enterprise accounts you will learn: The first 30s in the call (What to say). How to have a conversation. How to never lose control. When and how to book the meeting. Come in and step up your game.

What remains of presales when you strip away the demo? In an early stage start-up, product complexity and scope tends to be low enough for sales to take care of demoing to prospects. Therefore it’s commonly taught that you don’t need a presales function, and that you should only build it up at a later stage. In this session I‘ll give you an overview of which presales skills and capabilities are essential to the success of an early stage startup and translate how this can be applied to stand out as a strategic function within a midsize or large organisation

Keeping your audience engaged is key to a successful demo, and asking questions is your best tool for making it a two-way conversation. But let's bust a myth: not all questions are good! Too many of us default to empty phrases like 'Does this make sense to you?' that don't contribute much. In this keynote, we'll delve into the good, the bad, and the ugly of question-asking, guiding you on how to use effective questions in various demo scenarios. The aim is to help you ignite meaningful dialogues, discover your customers' true needs, and sustain momentum throughout your demo."

What remains of presales when you strip away the demo? In an early stage start-up, product complexity and scope tends to be low enough for sales to take care of demoing to prospects. Therefore it’s commonly taught that you don’t need a presales function, and that you should only build it up at a later stage. In this session I‘ll give you an overview of which presales skills and capabilities are essential to the success of an early stage startup and translate how this can be applied to stand out as a strategic function within a midsize or large organisation

World-class artists/athletes don't simply show up on stage/court and deliver "magic". They put in countless hours of practice to ensure they maintain their edge. Why do we expect SEs and practitioners of sales to simply flit from one high-stakes meeting to another and deliver "magic"? A workshop on how you could start a culture of practice with your team.

In this interactive workshop, craft your PreSales team's scaling toolbox with Sarah Halley's expert guidance. Explore scaling scenarios from startup to enterprise-level presales, covering multiple product brands and lines. Bring your burning topics and simulate scaling challenges. Define your organization's scaling vision. Address People, Process, and Technology needs for success. Learn to advocate a high-impact PreSales team for budget approval and talent/tech investments. Align strategic goals with individual ownership using OKRs and NPS, fostering change from within. Sarah's assistance will help you create a scaling plan by the session's end. Join Sarah Halley, Global Director of Solution Engineers at Momentus Technologies, and achieve a win-win for all PreSales stakeholders!

Join Sarah Halley, Sr. Global Director of Solution Engineers at Momentus Technologies, as she shares her scaling journey. Whether you're building high-performance teams from scratch, integrating post-merger teams, or expanding into new markets, employee engagement, NPS, and well-being are crucial for future growth. Achieving this balance isn't Mission: Impossible, but it requires agility and effective change management. Learn how to empower employees, drive change, and create a dynamic organization that fosters personal growth and collaboration while exceeding targets. Explore Sarah's scaling toolbox and prepare your organization/team for growth. Don't miss her workshop, offering practical insights, methodologies, and tools later today.

Presales professionals hold so much information about deal health, but are so often not including in revenue forecasting. How can we change this in a way that doesn't create conflict between our sales and customer success counterparts? What role should presales play in increasing the accuracy of revenue forecasts in your business?

To be announced.

This hands-on workshop will lead you into the details of crafting messages that resonate with your prospects. You will learn how to turn technical features into emotions. But we won't stop there and use a secret copywriting tool to create a compelling story that your prospect won't be able to resist.

To be announced.

To be announced.

In this session, I'll share practical insights from my tenure at SAP and Akeneo, focusing on a well-structured Sales and PreSales Engagement model to boost the customer experience. We'll explore key components, from Qualification to Lessons Learned, fostering effective collaboration between Sales and Presales for improved customer interactions. Join me to optimize your sales process and enhance customer satisfaction.

Uncover the secret sauce of successful sales conversations. Join this masterclass to learn proven techniques and strategies that will elevate your discovery calls to new heights, empowering you to close more deals and drive exponential growth.

Discovery is where most deals get lost or go dark. Especially in enterprise business. It's often done superficially and sellers never get to impact stage. In this masterclass, we are sharing best practices from our Academy on how to structure end-to-end discovery in more complex enterprise sales to really get to where the magic happens. Hosted by hyrise cofounder Dominic and senior sales trainer Max this masterclass will include super fun and hands-on roleplaying during the session.

In this inspiring talk, join Kyan as he shares his incredible story of going from a Business Development Representative (BDR) to a successful Account Executive in just 8 months. It's a path that usually takes 2 to 3 years, but Kyan broke records and built strong relationships to get there faster.Through exciting stories and personal experiences, Kyan will show you the steps he took and the people he connected with to make this leap in his career. He'll reveal the strategies he used to surpass expectations and achieve remarkable success in the sales world.Kyan's talk is all about determination, networking, and setting goals. You'll learn how he made the most of opportunities, built valuable connections, and stayed focused on his ambitions. Universities and aspiring professionals have left with valuable insights on accelerating their own careers, knowing that with the right mindset, anything is possible.

Your conversion rate should be higher? Many of your deals end up in oblivion? Your customers are ghosting you? This is NOT due to your "closing" skills, but rather your discovery skills. In this masterclass, I will reveal to you 3 question techniques from Neuro-Linguistic Programming (NLP) that uncover the true nature of your problems and thus increase your closing rates.

In her presentation, Britta will teach you the latest hacks and successful strategies for taking social selling to the next level. She will show you the finer points and workarounds of the LinkedIn Sales Navigator and other ingenious sales tools. You will learn how to use LinkedIn events for lead acquisition and which exciting innovations LinkedIn has in store for social sellers. Don't miss these social selling impulses.

You sure know how to win a customer! But do you know how you win in job interviews? And how can you find out if the job is the right one for you? Christian has the experience of more than 500 job interviews as a hiring manager at Microsoft, Personio and finway. In this workshop he will share how to succeed in the hiring process and how to avoid common mistakes.

Customer Success has started to carve a niche for itself in the recent past. Having taken over and transformed Customer Success teams in organizations of various levels of maturity, I have come to realise Customer Success does not have a shared meaning across the board. In 45 minutes, we will cover what the main ingredients are to build world class Customer Success teams.

Have you always wondered how exactly you manage the balance between automation and individuality in the sales process? Is it worth the time and effort to individualize everything in a highly professional and tailor-made way after extensive research? When do I use which instrument and what is more efficient? How can I balance the conflicting goals of the topics? We look at the numbers!

Join Chris in a high-impact workshop as you will discuss the secrets of leveraging trust and relationships in prospecting to build a thriving pipeline through referrals. Discover why referrals are a game-changer in today's sales landscape and learn how to cultivate relationships that go beyond mere transactions. Get actionable tips on effective referral requests and ensure a steady influx of valuable referrals. Don't miss this opportunity to revolutionize your sales approach and unlock the growth potential based on trust and relationships!

Are you tired of losing out on sales and deals because of weak negotiation skills? It's time to up your game and become a master negotiator! In this comprehensive and practical course, you'll learn the key principles of effective negotiation and discover proven strategies for closing more deals and increasing your sales success. Led by Benedikt Meuthen, Head of Sales at one of the fastest growing Scale-Ups in Europe and seasoned sales trainer, you'll get hands-on experience negotiating in a supportive and engaging environment, and receive expert feedback to help you improve your skills and confidence. Whether you're new to negotiation or looking to take your skills to the next level, this course is a must-attend for anyone looking to close more sales and achieve greater success.

Ewelina will use a mix of her experience from the CS Leadership roles from 3 different organizations (Europe and Australia) and combines it with the latest research on achieving a flow state at work to support CSMs with strategies to increase effectiveness and decrease burnout. The topic is especially relevant in the world of economic crisis and ai threatening more customer-facing jobs, which adds additional pressure on the CS teams.

Neil's personal journey from college dropout to becoming a top SDR, AE, CSM and then CEO of his own SDR company.

Do you feel the general persona description on your company's library is not enough for you to PROPERLY understand your prospects? You're not alone. In this session, SDRs will learn questioning techniques for insightful interviews. Learn to ask the right questions, gain relevant customer insights, and get an accurate overview of your buyer persona that will help you craft an effective outreach strategy.

Join me at the ARRtist circus to discuss about the power of a Success Plan - a shared document that ensures a smooth transition from sales to customer success and setting your customers up for success. We will explore the key principles behind designing a success plan that establishes common goals, aligns expectations, and sets the framework for an enduring partnership with your new clients. Gain practical insights and real-life examples on designing a comprehensive Success Plan tailored to your clients' unique needs. Learn and share your experience how integrating a Success Plan enhances collaboration, accountability and client satisfaction. Elevate your client relationships and drive business growth through a success plan.

You know what outstanding athletes have in common? Yes, they all have talent. But even more importantly: • They train the basics all day long • They work with the best coaches & mentors • They don’t stop improving and adopting All this results in their outstanding performance. You are in sales? Great. You know about performing better than anyone else. Your performance can make the difference in a deal. But how to stand out with your software demo? In this session, we will give you 5 hacks combined with real examples you can apply right away to your demo pitch. This will lead to more meaningful engagement with your customer, more fun for you and a higher win rate. Sneak in. Be awake. It will be interactive!

Step right up and become an AI juggler in the modern sales arena! Join our masterclass and uncover the power of AI for lead generation, outreach, and deal conversion. Discover the magic of Dealcode AI, a groundbreaking solution that transforms how sales professionals engage with leads. Learn to balance the key elements of a successful sales strategy, from identifying potential leads to scaling personalized outreach and closing deals. With Dealcode AI, automate your sales act and focus on making sales and wowing the crowd. This masterclass goes beyond theory—walk away with a lead list, a ready-to-launch campaign, and real-time responses. Learn the art of juggling sales activities like a seasoned ringmaster and turn the seemingly impossible into an exciting and rewarding spectacle!

I bet that your potential clients have seen a lot of terrible demos already. With repeating patterns. But hey, it’s easy to bore your customers and prospects. The good news is: it is also possible to excite your audience with every demo. For this, you need a bulletproof structure through preparation and delivery. This is what you will get for your demo in this workshop. Working, repeatable concepts that will work for you and your organization on scale. Join us and delight your customers with your demos!

"Ich weiß nicht was für mich der nächste Step ist.", “Meine Firma investiert nicht in mich.”, “Mein Manager coacht mich nicht.” Wir alle kennen diese Aussagen. Ich jedenfalls, weil ich mich früher genauso gefühlt habe: Im Stich gelassen. Nicht unterstützt. Ohne Plan. Nach 10 Jahren dieses Gefühls weiß ich inzwischen, dass ich im Driver Seat meiner Karriere sitze. In dieser Keynote will ich dir verraten, wie ich zu diesem Learning gekommen bin und welche Dinge mir geholfen haben, speziell im Tech Sales meinen eigenen Karrierepfad zu definieren.

In diesem Workshop erstellen Teilnehmer, zusammen mit Mattia Schaper (Co-Founderin bei SDRs of Germany und Ex-Salesloft) gemeinsam kreative Outbound Cadences, die definitiv für Aufmerksamkeit bei Prospects sorgen.

Unlock the Power of Meaningful Outreach: Seid dabei, wenn Jan seine Geheimnisse verrät, wie Er in seiner Rolle als SDR mit dem Konzept “Meaningful Outreach” Sinn und Freude im täglichen Arbeiten gefunden hat. Meaningfulness ist Personalisierung und Relevanz in jedem Touchpoint. Für dich persönlich aber besonders für deine Prospects. Deshalb möchte Janmit euch heute teilen, wie auch Ihr Meaningfulness in Eurer Arbeit als SDRs finden könnt und dabei gleichzeitig jede Menge Spaß habt.

BANT, SUGAR, SPIN, NEAT - wir kennen Sie alle. Und irgendwie machen wir auch alle etwas daraus, aber so wirklich funktionieren wills halt nicht. Denn wenn wir alle alles umsetzen würden, was in diesen Frameworks steht, hätten wir eine Conversion von nahezu 100% und die hat dann doch keiner. Woran liegt es aber, dass manche SDRs und AEs eine viel höhere Conversion haben als andere - und dann sind das auch noch die, die gar kein Framework anwenden?!

Viele Unternehmen erwarten bis heute noch einen abgeschlossenen Bachelor in der Wirtschaft, damit sie Kandidaten überhaupt in Erwägung ziehen. Helena hat als Schauspielerin begonnen und damit in ihrer Sales Karriere ihre SDR Ziele 10/12 Monaten übertroffen und als AE über 340% ihrer Jahresquota erreicht. Sales ist nicht ein Ort für nur ein Typ Mensch, sondern ein Circus für alle Farben und Künste, die es gibt. Wieso besprecht ihr mit Helena in ihrer Masterclass!

Erst wer verstanden hat, warum Menschen kaufen, wird in der Lage sein das eigene Angebot verkaufen zu können. Von Überzeugungstechnik bis Manipulation. Dieser Talk gibt einen Einblick in die Menschliche Psyche und zeigt wie dadurch mehr Umsatz generiert wird.

Wie man als AE ab dem ersten Monat Deals closed, Leadership Skills beweist und strukturiert an sein Ziel kommt! Mit der Hilfe des 30-60-90 Plans gibt Anika wertvolle Einblicke in einen praxisnahen Plan, der nicht nur ihr, sondern bereits vielen anderen AEs geholfen hat, ab dem ersten Monat an erfolgreich durchzustarten.

Linus rüttelt und in seiner Master-Class wach und zeigt, wie Ihr durch Übernahme von Verantwortung für Umsatz einen Impact für Eure Kunden UND Euer Unternehmen gestalten könnt.

Join Lena to explore the transformative power of the Helix Growth Model in driving customer success and business growth. Discover how to effectively combine personalized customer interactions, technology-driven processes, and cross-department collaboration to unlock the full potential of your Customer Success efforts.

Sales enablement is much more than some training sessions with pizza 🍕 and beer 🍻 on a Friday afternoon. After our interactive workshop you will know how to turn data insights into continuous improvements and how to win together as a sales and revenue team.

Wie sieht die Reise eines Customer Success Manager (CSM) eigentlich aus? Welche Stufen durchläuft er in der Entwicklung, welche Skills sind nötig und welche Stufen in einer Orga müssen erklommen werden?

Discover the secrets to unlocking unparalleled growth with the presentation on "How to Maximize Product-Led Growth with Customer Success!" Join us as we dive into proven strategies that align your sales efforts with a product-led approach, fueling rapid expansion and customer acquisition. Gain expert insights on leveraging your product's value proposition, optimizing sales processes, and driving revenue through customer-centric sales strategies. Don't miss this opportunity to revolutionize your growth strategy.

In einer zunehmend digitalisierten Welt bleibt die menschliche Kommunikation im Verkaufsprozess unerlässlich. Vom ersten Cold Call bis zum abschließenden Vertragsabschluss ist der persönliche Kontakt der entscheidende Faktor, der über Erfolg oder Misserfolg entscheidet. Masterclass für effektives Prospecting und Sales Konversation

There are tons of advice about prospecting out there. In Sales time is money. That’s why working efficiently will make all the difference between successful and unsuccessful prospecting, especially for AEs. I will show you how to implement a prospecting routine that allows you to get 1% better every day without wasting time.

The times of "growth at all costs" are over. Investors, founders, CEOs and sales leaders stopped to "throw more bodies at the revenue problem". They are still willing to establish extraordinary careers & compensation - for extraordinary results. This masterclass will equip you with unique insights from working with 250+ B2B SaaS ventures and interviewing 50+ Top 0.1% Sales Leaders on what it takes to earn 7-figures per year and how you could also get there within less than a decade.