MarTech teams I have worked with
Your product touches feeds, tracking, data and integrations. Your buyer might be a marketer, an e-commerce lead or someone in IT. And there is always a competitor one demo away. I train MarTech teams to sell in that environment, using their own calls.
MarTech looks like a marketing sale. In practice it is often a technical one, with a fast-moving competitive set.
Product feeds, tracking, data pipelines and integrations decide the deal. Reps who can only talk about campaigns lose credibility the moment the conversation turns technical.
The person who signs may sit in e-commerce, data or IT. Cold outreach to the wrong persona goes nowhere, so the best teams reach buyers through multipliers: agencies, implementation partners and technology partners.
Switching costs and lifetime values are lower than in many other SaaS categories. Competitors will try to replace you at every renewal, and you can replace them in every deal. Differentiation has to be sharp and specific.
In crowded categories, buyers compare on price when reps fail to connect the product to revenue. Value has to be built in discovery, or it gets negotiated away at the end.
Discovery that maps the buyer's stack and data flows, and demos that prove the integration story instead of skipping it.
See the training →Persona mapping beyond marketing, and outreach through partners and agencies that already have the buyer's trust.
See the training →Competitive discovery, clear differentiation and value anchored in revenue, so the final conversation is not only about price.
See the training →Account management that shows impact before the competitor does, and expands usage across teams and markets.
See the training →
"Nils trained and coached our young Sales team professionally in under four months, helping them grow into true Sales professionals by establishing best practices, supporting recruitment of new team members and a CCO, and laying the foundation for long-term growth."
No off-the-shelf curriculum. Before a single session gets designed, I look at how your team sells today.
I listen to your team's real calls and review pipeline, win rates and KPIs. That shows where deals stall in your market, not in a generic one.
Every exercise uses your buyers, your competitors and your product. Reps practise on the conversations they will have next week.
Follow-up sessions, call scorecards and manager coaching turn the training into how the team works, not a slide deck people forget.
Because many reps are trained to sell to marketers, while the deal depends on data, tracking and integrations. The training builds enough technical fluency to run discovery on the buyer's stack and to bring in specialists at the right moment.
Map the full buying group early and use multipliers: agencies, implementation partners and technology partners who already work with that buyer. Direct cold outreach to a non-marketing persona rarely works on its own.
By building value in discovery: what the current setup costs in revenue, time and missed opportunities. When that number is clear, price becomes one factor instead of the only one.
Yes. I train in English, German and Dutch, remote or on-site, for teams across the Netherlands, Belgium, Germany, Austria and Switzerland. English sales terminology stays in place, so the frameworks work across mixed teams.
Send me one call from your top rep and one from a mediocre performer. I'll show you the exact gap, specific to how your market buys.