Daniel Hubauer

💰 Current SDR/BDR salary benchmarks for Germany 61.364€ That's the first year's average OTE salary of SDRs/BDRs in Germany for 2024 so far. Interesting how the numbers have developed: 2022: 50,481€ OTE (35,802 base) 2023: 53,069€ OTE (39,694 base) 2024: 61.364€ OTE (42,622 base) >40k base and >15k variable is a must to be competitive. Disclaimer to the source: It's the actual numbers from >300 people we have placed (mostly SaaS, from 20 person startup to public) in Germany. Interested in more details or numbers for Full-Cycle / AE roles? 🙋‍♂️ Comment below or dm me. #sdr #saas #b2b

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I connected with 3 people on cold calls last week And booked 2 meetings The third was a German classic: "I am in a meeting" "where did you get my number from" "I do not take cold calls" beeeep Did not manage to book that one On the other hand, the two discussions I had very really good as well Here is the one on Friday, which was a call back: Me: "Patrick" Them: "Hey Patrick, it is Marlies at ACME University" Me: "Oh hi Maries. I called you didn't I?" Marlies: "Yes exactly" Me: "Thanks for calling me back. We actually do not know each other, I called you out of the blue. I was doing some research on your website and saw that you are responsible for e-learning." Marlies: "Yes I am indeed" Me: "Great. We are working with such Universities like ETH, EPFL, University St. Gallen because they have the following challenge: They not only use multiple choice questions in their exams but actually often use free text formats as well, which means that the professors have a lot of work correcting these exams - the answers of students can be really long and complex. At some Universities we work with, professors use up to 1 month every year for 2 exams and a total of 700 students to correct. Does that challenge sound familiar for you as well?" Marlies: "And I guess you solve that?" Me: "Exactly. We are using AI to either give feedback to students in case of a mock exam or we make a first correction of the exam and present that to the professors so that they can save 75% of the time the needed before Taskbase. Are free text formats something you use as well?" Marlies: "Yes absolutely. We use that format a lot. And we have a good platform for our teachers to have their exams published digitally. We also are looking into solutions to have content created automatically. However, we do not have a solution for what you propose as of yet. Can you send me something through email that I can study a bit?" Me: "Absolutely, I can definitely do that. Can I make a suggestion for next steps?" Marlies: "Sure" Me: "How about I send you something through email and we book a meeting in the next days with some people on the team so that you can also get insight into how exactly we do that with other Universities? That is usually easier for you as well other than reading emails and pdfs" Marlies: "Sounds good" Me: Booked a meeting with two people on her team PS: Always start your pitch with "they have the following challenge" so that you force yourself actually talking about a challenge rather than some features, functions or, even worse, marketing slang PPS: Sales leaders, you shall rehearse talking about that challenge again and again with your team. Every normal person should understand what they are talking about

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I connected with two cold calls yesterday Both said: "Now is not a good time because we just finalize a project" Me: “When is the right time for you to pick up the topic again?” Them: "After summer. You can call me in 3 months - mid September" Me: "How about we book already a meeting in? Is easier for both so that we do not have to remember." Them: "Yes sure - 12th September in the morning?" Me: "I sent you the invite. Did you get it?" Them: "Yes, I just accepted" Works almost every single time Don’t hoard tasks - hoard meetings It is easier to handle PS: Some may say that they might not show up now. I say: still better to have a meeting in the calendar they need to cancel rather than a task that you call them again in 3 months

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Why SaaS companies find it difficult to hire Sales professionals in Germany: - There's a huge supply & demand issue - Companies fail to empathise with the German culture - They don't have a data centre in Germany - They don't have translated marketing collateral - German sellers are more conservative - They don't have localised leadership - Hiring processes lack detail & transparency - Becoming a salesperson after getting a degree/masters is still stigmatised; there's still a lack of talent in the market To my German network, what other mistakes do SaaS companies make when trying to hire salespeople?

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MySalesCoach Cold Call Power Hour today @ 2 pm UK/ 3 pm CET/ 9 am ET A daily session packed with focus, support, and just the right dose of pressure to keep you motivated! 🔥 Any industry, any role – this Power Hour is for you: • SDRs 💼 • AEs 💪 • Sales Leaders 🎯 • Founders 🚀 • We've even had CSMs join us too! 👤 Whether you’re dealing with remote work isolation, pre-call nerves, or just missing the energy of a team – we’re here to help you crush it! Every weekday, we bring together sales pros like you to dial, share wins, and tackle challenges together. This isn’t about where you work or your job title – it’s about creating a community where we push each other to beat targets and keep that momentum high. Here’s what to expect: • Power Hour to boost cold call effectiveness • Join others dialling at the same time • Kickoff with motivation and quick tips • 45 minutes of focused calling • Live Zoom chat to share wins, objections, and advice 🕑 When? Daily at 2 pm UK (1 hr) 📅 How to Join? Grab your spot here: https://lnkd.in/ewutt5pa FAQ: • What if I miss it? No worries – just join when you can. • Cost? Free till year-end. • What do I need? Yourself, your call list, and a ready mindset! Next Session: Today at 2 pm UK / 3 pm CET / 9 am ET. Don’t dial alone – join us and make those calls count! PS - Big thank you to Bec Turton for helping us create this "Wall of Fame" of those who've been joining us each day - Can you spot yourself? #ColdCallPowerHour #SalesMotivation #MySalesCoach

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Leading sales teams remotely isn't easy Neither for the leaders nor for salespeople One important thing I learned leading > 30 salespeople all over Europe over the last 2 years: You should schedule time together rather often Here are a few regular sessions I usually put in our calendars: 1️⃣ Cold Calling Day (once a month): The whole team (SDRs, AEs, Operations) meets to call for one full day. Set a target for the day and see what the team can achieve together We often booked > 25 meetings on one day. Also helped us getting closer to the revenue target 2️⃣ Outreach / Cold Calling Sessions (2-3 hours, two times a week): The whole team focuses on outreach. These blockers are important for all salespeople so as to not lose focus on pipeline creation You might as well be doing it with the whole team? At the beginning of the session, we usually do a warmup with some mock calls 3️⃣ Weekly Sales Team Meeting (1-1.5 hours): Everybody shares what they achieved last week (most important advancements and new pipeline) There is usually a list of topics that needs to be discussed And knowledge should be shared (especially in early-stage companies) Everybody contributes 4️⃣ Weekly Call Coachings (1 hour): A sales rep is sharing a recorded call with everyone beforehand And the whole team is giving feedback on that call By showing parts of the recording 5️⃣ Weekly or Bi-weekly 1on1s wither every sales rep (30 min) Agenda: 1. How are you doing? 2. What is going well / where do we have room for improvement? 3. What do you need help with? 4. Career & personal development 5. Other topics? 6️⃣ Weekly 5-Ps coaching with the whole sales team (60 min): Someone prepares a late-stage deal by answering the questions below 👇🏻 The team asks questions Result: 2-3 immediate action items that help mitigate the risk to lose the deal Any other regular meetings you deemed useful with the sales team?

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when a first time head of sales/vp of sales says they are planning on the "running an ad and going through the apps/messages" approach to finding a founding account executive top performers are performing and rarely sitting on LinkedIn waiting for open jobs just sayin reactive hiring < proactive recruiting #passivetalent #nichesellers #relationshipsfirst #fishemout #talentreach

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I wish I had known that before I started a company! When we started SDRs of Germany we had a clear roadmap. The next 3 years were sorted (so we thought... 😅). And then... our value proposition evolved based on customer feedback. Our sales cycle evolved based on our deal analysis. Our team grew based on the revenue we made and the need we had. Within less than 12 months we had built a completely different version of our company than we first had imagined. By then we have spent money on long-term contracts and wasted energy on making things work with the wrong tools. If you're working for a start-up or are planning to start one, learn from our mistakes. Set yourself up for success by allowing yourself to stay flexible. That's why I am such a big fan of softwares like Pipedrive that allows Start-Ups like us to grow, adapt and change where needed while staying flexible on the way. You're looking for the right solution for your business? Awesome! Feel free to dm me or check out the link below for more infos on our CRM. #salestech #inspo #2024

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💼 Behind the Sales Video Call: Where Deals Are Made 💼 Ever wonder what it takes to close a deal in the digital age? Here’s a behind-the-scenes look at our sales video calls at Timly Software AG where relationships are built, and success stories begin. 🎯 Preparation is Key: Before we hit "Join Meeting," there’s a lot of groundwork. We dive deep into understanding our client's needs, fine-tune our pitch, and ensure our solutions align perfectly with their goals. The prep work sets the stage for a successful call. 🎥 Lights, Camera, Action: When the video call starts, it’s showtime. We focus on creating a personal connection, listening carefully, and tailoring our approach to each client. Building trust is the foundation of our sales strategy. 💬 The Art of the Conversation: Sales is about more than just presenting—it’s about engaging. We ask questions, listen actively, and adapt on the fly to address any concerns. It’s a dynamic exchange where understanding the client’s needs is the top priority. 🤝 Closing the Deal: Every successful sales call ends with clear next steps. Whether it’s a handshake (virtually, of course) or a signed agreement, we ensure that both parties are aligned and ready to move forward. 🎉 Celebrating Success: After the call, it’s time to debrief, learn, and celebrate. Each deal closed is a win for both sides, and we make sure to acknowledge the hard work and dedication that goes into every sale. From the initial pitch to the final close, our sales team thrives on building strong relationships and delivering value. Here’s to the power of connection, even through a screen! Timly Software AG #SalesSuccess #BehindTheScenes #RemoteSales #CustomerEngagement #Teamwork

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MySalesCoach Cold Call Power Hour today @ 2 pm UK/ 3 pm CET/ 9 am ET A daily session packed with focus, support, and just the right dose of pressure to keep you motivated! 🔥 Any industry, any role – this Power Hour is for you: • SDRs 💼 • AEs 💪 • Sales Leaders 🎯 • Founders 🚀 Whether you’re dealing with remote work isolation, pre-call nerves, or just missing the energy of a team – we’re here to help you crush it! Every weekday, we bring together sales pros like you to dial, share wins, and tackle challenges together. This isn’t about where you work or your job title – it’s about creating a community where we push each other to beat targets and keep that momentum high. Here’s what to expect: • Power Hour to boost cold call effectiveness • Join others dialling at the same time • Kickoff with motivation and quick tips • 45 minutes of focused calling • Live Zoom chat to share wins, objections, and advice 🕑 When? Daily at 2 pm UK (1 hr) 📅 How to Join? Grab your spot here: https://lnkd.in/ewutt5pa FAQ: • What if I miss it? No worries – just join when you can. • Cost? Free till year-end. • What do I need? Yourself, your call list, and a ready mindset! Next Session: Today at 2 pm UK / 3 pm CET / 9 am ET. Don’t dial alone – join us and make those calls count! #ColdCallPowerHour #SalesMotivation #MySalesCoach

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Good vs bad hiring processes for SDRs/BDRs ✅ ❌ Which one do you think attracts the best talent? A - gives feedback after each stage B - doesn't give feedback to candidates at all A - let candidates know the salary range and keep to a small variance b - doesn't make the salary clear in the job description and has a large range A - 2-4 stage process and includes a task/role play B - 5-8 stage process that feels like a repetitive interrogation A - offers as soon as they have the right person B - waits a few days/even weeks and keeps the candidate in the dark It doesn't take much to provide a great candidate experience. But people remember how you made them feel. #sales #salescareers #hiring #interviews P.S. Have you had a good/bad interview experience before?

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How to hire top German SaaS Sales Execs 🇩🇪 : What doesn't work: - Hype - Being pushy - Relying on job adverts - No German legal entity - Overselling the opportunity - Little understanding of Germany - Talking about clients you won in US - Selling Enterprise Software to Germany from another country What works: - A great hiring process - Paying the correct salaries - Strong Data Privacy policies - Offering examples of DACH clients - Showing a firm business plan for Germany - Understanding that Germany is not the UK, or USA 🔥 Hiring in Germany is a unique experience. PS:- DM me "DACH" if you need support with German hiring.

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Taking ownership over your own progress is what makes you a top performer. That's why giving sellers a place to get the expertise they really need is my mission! We have spent the past 3 months expanding our SDRs of Germany Academy, adding more topics with new Masterclasses to help all the sellers out there taking ownership. Pick the topic that is relevant to your situation, rather than being pushed into another training course designed by someone who has no idea where you're at right now. Get 1:1 coaching with someone who has been through what you're going through right now to manoeuvre any difficult situation successfully. How that looked like? Let me show you ⬇️ 👏

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Consulting or Coaching: Which Path Drives Your Business Forward? Imagine this: Your SaaS company is scaling fast. Sales are thriving, but customer success is struggling to keep pace. You know you need external expertise, but here’s the big question—consultant or coach? Consulting delivers fast, actionable solutions. It’s like bringing in an expert to diagnose, strategize, and even implement changes for you. Perfect for quick fixes and immediate results. Coaching takes a different approach. It empowers your team to build skills and tackle challenges independently, creating long-term success and resilience. Instead of just solving today’s issues, you’re investing in a stronger tomorrow. Both paths have their place, but the choice depends on your goals: a swift solution or lasting transformation? Explore this deeper in the newsletter: “Consulting vs. Coaching: Choosing the Right Delivery Model to Achieve Your Business Goals.”: https://hubs.ly/Q02Z9sRp0

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STOP only giving SDRs new tools to improve performance GIVE them - Essential soft skills - Deep industry knowledge - Critical market insights - Competitor analysis - Confidence to have meaningful conversations - Time in your different departments - Opportunities to learn directly from your customers - Compelling success stories to tell - Involvement in the full sales process An SDR is not only as good as their tools. Their value is beyond that. Whilst some tools are necessary, knowing how to engage with your ICP is more important. SDRs should understand: - Why prospects are buying - or not buying - What challenges do you solve (past, present and future) - How you differentiate from your competitors - Why is XYZ your prospects biggest pain point - How are external factors impacting your customers Let me know what I've missed 👇

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Old-school channels outperform automated noise I had Giulio Segantini from Underdog Sales who is the expert within Cold Calling📞 We talked about the power of a GREAT cold call. Other topics covered in Ep. 34 of Hot SaaS: 📲 Master cold calling, regardless of experience 📲 Create an outbound culture and make calling fun 📲 Cold call hit rates & benchmarks KPIs 📲 What goals to set and create small wins 📲 Coach your team to convert through cold calls Available where you listen to pods and watch videos. Search for Hot SaaS or climb the linktree in my profile 🤙🏼 #HotSaaS 🌶🚀

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🎉 Last week I booked a meeting with great feedback on my outreach from the prospect. Compliments on our sales process: some of my favorite messages. What I sent to her (translated to EN): “Hey Karolin, you hired 50% of your sales team within the last 12 months (if LinkedIn’s data is right). Many scaling SaaS sales leaders we work with were previously struggling to get their new reps on quota bc they just didn’t have the bandwidth for training internally. Especially for advanced disco frameworks like MEDDICC that you are also using. How is this going for you so far? Dominic” ✅ Find the most relevant 2-3 use cases for your product ✅ Segment your ICP search by these ✅ Use those triggers doing problem based outreach What can you add? #sales #salestraining #socialselling

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We get a lot of people asking us: What services do we actually offer? Cold email. We send 1000s of high-quality emails on your behalf to consistently generate high-quality leads for you. Together, Felix and I bring: ✅ 15+ years in B2B outbound sales ✅ 10+ years active in the B2B sales community  ✅ 4+ years of monitoring & using the latest sales-tech. So when it comes to creating a solid sales email... We combine the copywriting AND technical expertise to ensure your emails not only grab attention, but also get delivered, opened and acted upon. The right message to the right prospects. StackOptimise ⚙️

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Hello SDRs - a good old hokeyism that I enjoy is "you can bring a horse to water, but you can't make him drink". What this saying is missing is how you choose to drink is up to you, but you need to drink. Own your process. Want to know more about the product/market, (yes i think this helps sdrs), go to your Sales engineering team. Want to learn more about top SDRs across all industries, find a mentor. So many of us are all to willing to help, as we've been in your shoes before. Lastly, own your persona learning. GPT tools make what use to be an exhausting and drawn out, possibly innacurate process, and turns it into minutes not hours. It's Wednesday, time to make the rest of the week awesome. #sdr #hokeyism

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