Patrick Trümpi's Linkedin Analytics

First things first: All joy in the world comes from wanting others to be happy; all suffering in the world comes from wanting oneself to be happy Secondly: I am a CSO who still picks up the phone and cold calls - even with > 25 team members. Because it is fun and rewarding. In the first 10 years of my BtoB Sales career, I helped several startups in Europe to grow from < 500k ARR to > 10 Mio. ARR within < 5 years as AE, VP of Sales and CSO - and with one Exit so far. More to come. I went from full-cycle AE to CSO within 6 years - without having a clue about sales the first 2 years When I started in BtoB back in 2014, I really sucked at it. I did not reach my targets - not even close What did I do wrongly? 👉🏻 ...travelled 8 hours to a 1-hour meeting without prior discovery 👉🏻 ...never picked up the phone. Did everything via Email 👉🏻 ...asked on average 2 questions per meeting 👉🏻 ...did not know any Sales methodologies 👉🏻 ...had no clue how the sales process looked like 👉🏻 ...never booked a follow-up meeting right away 👉🏻 ...thousand of other mistakes I was lucky my company brought in two trainers, Max and Mike who helped me tremendously. I was able to completely change the way I sold - but not without heavily resisting that change at first I did not believe in discovery calls or asking too many questions - and had done sales too long without But I managed to change. And it was the best transformation I could have wished for In year no. 3, I reached 158% of my sales target (1.58 Mio. ARR) with a 2-month holiday during summer Since then, I have learned a lot more and realized that learning is the most important activity in our profession