Manuel Hartmann

Founder & CEO@SalesPlaybook | Build & scale B2B sales without trial & error

Transforming B2B SaaS Sales in the DACH Region

With over 5 years of experience, I built SalesPlaybook from CHF0 to 30k MRR in under 18 months and scaled it to a 7-figure annual revenue with fewer than 6 FTEs. I’ve supported 300+ B2B SaaS and Professional Service Entrepreneurs to:
- Achieve EUR 0-10 Mio. ARR in under 3 years profitably
- Accelerate ARR growth by over 5x from 0-1 Mio. in less than 18 months
- Close 10-50x larger deals through Message-Market-Fit & Value Selling
- Implement & optimize HubSpot Sales Hub & Outbound Sales from scratch

Career Highlights:
- 2009: Launched sales career with 3-figure NPO donations
- 2012: Reached 6-figure sales with sportscars@Tesla
- 2014-2016: Led 7-figure CRM transformations@Accenture
- 2017-2019: Managed 5-figure AI SaaS@Onedot
- Present: Driving 5-figure deals@SalesPlaybook

What I Offer:
- Pipeline Generation: Developing and executing strategies to build robust sales pipelines.
- Sales Enablement: Equipping sales teams with the tools and training needed for success.
- HubSpot Services: Comprehensive implementation and optimization of HubSpot CRM

Personal Interests: 
- I’m an avid UFC fan, active (kick)boxer, snowboarder, and musician (piano + e-guitar). 
- I enjoy taking on challenges like writing a book in under 30 days or completing 1,000 push-ups

Education: Master’s Degree in Business Innovation from HSG with MBA Exchange in Canada

Let’s connect if: 
- You're a B2B entrepreneur looking to scale sales quickly, efficiently & without 6-figure mistakes
- You identify as a Top 1% talent on hunger & drive, urgent curiosity, intelligence & integrity

Founder & CEO

Join 220+ customers to build & scale sales with the #1 B2B SaaS Startup Sales Journey Partner in DACH.

All the expert sales help you need to fast forward your B2B SaaS Startup.

👉 Book a 1:1 Sales Assessment Call: https://thesalesplaybook.com/bookacall
👉 Get proven hands-on sales resources: https://thesalesplaybook.com/resources
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Track Record:
❖ 0-2M booked ARR in <15 months by finding message-market-fit in <9 months (boostbar)
❖ 0-7 figure ARR in <12 months by hitting message-market fit, setting up outbound sales engine & more (Kyan Health)
❖ 0-7 figure ARR in <18 months by hitting message-market-fit, building outbound sales & training first sales hires (Archlet)
❖ >10 projects to 50+ subscriptions to exit after building outbound sales from 0 (Airica)
❖ 0-2M+ ARR in <18 months by building a sales team from scratch (rready)
❖ 5x MRR by building scalable sales & hiring first sales rep (Turbit)
❖ Ramp 5 SDRs to quota in less than 3 months (Beekeeper)
❖ 4x annual revenue after closing 700k deal with Fortune 500 company by leveraging value-selling (novoMOF)
❖ 2x MRR in 6 months by niching down on Ideal Customer Profile (Houston & Ko)
❖ 370k+ deal closed through hands-on support, approaching 7-figure revenue (56k.Cloud)
❖ 2x ARR in 9 months by 10x'ing ACV by 10x, winning 100K+ deals & hitting 90% reply rates (Classtime)
❖ 2x MRR in 3 months, from 5-10k deals to EUR 150k contract, hitting 30% booking rates (wowflow)
❖ 2x MRR in 6 months from group coaching sessions & more (Houston & Ko)
❖ 250k ARR deal closed by changing their positioning & negotiation approach (Linimex)
❖ <5% to 80% opening and 30%+ reply rates on scalable outbound sales (TRESIO)
❖ 2x MRR in 6 months by niching down on Ideal Customer Profile (Houston & Ko)

Engineered Selling

20% of BDM's are top performers

I'm the top 20% because I was trained, performed and over-achieved at Salesforce, Google, Symantec and many more companies

You can a BDM for $300k+ OTE and "hope" they perform, or hire me at 20% of that cost, so you can then win up to 100% of your deals

80% of BDM's don't consistently make target - don't cap your business by "nurturing" a non-performer

Chief Executive Officer

Gigya

We built Australian brand recognition for an otherwise unknown company. When I arrived, Gigya had 2 staff, limited local reach, and a poor customer engagement track record. Worked collaboratively to transform their territory, execute a local target customer marketing plan, and secure business for the enterprise software which Gigya develops.

Led strategic planning and direction-setting, developing processes to drive new business acquisition in a highly competitive market. Coordinated the recruitment of key team members, driving collaboration and the delivery of high-quality client service.

Established a partner referral program, developed highly effective marketing and communication collateral, oversaw a calendar of client engagement events, and spear-headed the definition and implementation of business development plans. 

Won new business – and worked closely – with brands including the Seven Network, Woolworths, Fairfax Media, Metcash / IGA, and Nova Entertainment. Received the company’s Top Achiever award for business growth in 2016.

Director Of Sales

Google

Proud to have achieved amazing outcomes during my time at Google that assisted many businesses in Google’s Channel Business, and major brands and large businesses using Google’s Enterprise Technology.

Enterprise Account Executive

Salesforce

Helped medium-to-large enterprises to analyse their strengths and weaknesses, improve and grow from their own corporate knowledge, and leverage knowledge acquired from engaging with their market.

Secured new business with clients such as Allianz, Macquarie Telecom, Hudson Recruitment, FoxSports, Procter & Gamble, Data#3, iSentia, and Ingram Micro. Received Peak Performance Awards in both 2010 and 2011, for excellence in Customer Management.

Senior Sales Account Executive

Symantec (formerly Altiris)

Helped Altiris enter the Australian market and build relationships with Dell and HP. Secured new business with major brands including Macquarie Bank, AGL, the Seven Network, Coates Hire and many more.

Business Development Manager

For over two decades, I helped companies achieve multi-million dollars in sales, and two were acquired for their ($B) recurring sales and clients.

Then, in 2017, I lost focus.

So, I decided to walk away from my high-paying executive Sales Director job.

But, before I could, I had a realization.

I believed building a sales practice would be an incredible asset. The expertise I’d built over two decades was far more valuable to people that found sales difficult, daunting or those that just hate sales. I wanted to show the simple side of sales that works.

So, I started building the sales practice in mid 2017. 

And the results were very encouraging.

In just 6 months I acquired 4 clients from nothing, and I was an unknown outside of my “job”.

And on 1st December 2017, I walked away from my executive role at a fast-growing startup.

Since that day, I've spent my time building a sales practice that companies can use to scale their own sales.

My mission is to be the "Virtual Sales Coach" 

My results:

→ $270M in pipeline created by clients and students
→ $110M+ of sales won by clients and their sales people
→ BDM efficiency improvements from 50+ hr weeks to 2 hrs / day of specific results and wins
→ 1 win per day for every Business Development Manager and Sales Person that’s worked with me

If you want help to close your Sales Deals:

1- Click here (or paste url) to check if you're right for this:

→ GO HERE: https://calendly.com/perrypapast/discuss-sales

or

2- You have lots of time and just want some simple tactics & resources to DIY:

→ GO HERE: https://www.perrypapast.com/blog 

Email: support@perrypapast.com
YouTube: https://www.youtube.com/@perrypapast/

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Manuel Hartmann

Perry Papast

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