Princess Treatment for your Sales Team.
Most B2B Sales Teams don't have a knowledge problem. They have an execution problem.
Bigger Deals.
Better Sellers.
I help B2B sales teams close that gap, through practical training, coaching and hands-on sales leadership.
The way buyers buy has changed.
Sales teams haven't.
Attention is harder to earn.
Buyers receive more outreach than ever. More activity alone does not create more relevance.
Buyers need Sales less often.
Information, alternatives and opinions are available before a buyer ever speaks to a salesperson. When buyers do speak to Sales, that conversation therefore needs to add real value.
Trust matters more.
People trust people, peers, customers and recommendations. Relationships and networks increasingly influence who gets considered in the first place.
Sales execution is still inconsistent.
Many teams have processes, tools and playbooks. But knowing what good looks like and consistently doing it are two different things.
Modern Sales does not mean replacing the fundamentals. Tools change. Channels change. Buyers change. But understanding people, asking better questions and building trust matter more, not less. The job is not to find the latest sales hack. It's to become consistently good at Sales.
Four expensive mistakes I keep seeing.
Building Pipeline Keeps Getting Harder
Outbound response rates keep dropping. Buyers do their own research long before anyone picks up the phone. What used to reliably fill the pipeline barely moves the needle anymore.
Deals Don't Close
Pipeline looks fine on paper. But deals sit in the same stage for months, and nobody can say with confidence what's actually going to close this quarter.
The Playbook Exists. Nobody Uses It.
MEDDIC, discovery frameworks, deal reviews: written down somewhere, followed by almost no one. Then the person who built it leaves, and it goes with them.
Quota Attainment Is a Coin Flip
One month at 130%. The next at 60%. Nobody can say with confidence what's really going to close, and the board wants an answer anyway.
High Standards.
Full Support.
I expect a lot from salespeople. Preparation. Curiosity. Ownership. Practice. The willingness to get better. But high expectations work both ways. If we expect sellers to perform, we need to give them the environment, coaching, training and leadership to do it.
That's Princess Treatment.
“I train like I've never won and I compete like I've never lost.”Eileen Gu
Sales requires both. The humility to know you can always get better. And the confidence to perform when it matters.
Too often, salespeople are expected to develop both while already performing in front of customers.
Why do we practice sales with our prospects?
A professional athlete would never use the tournament to learn a new technique. In Sales, we do it all the time.
- New pitch? Try it on the next prospect.
- New discovery approach? Try it in the next meeting.
- New negotiation technique? Try it when the deal is already on the line.
That is not how great performance is built. Sales is a craft. It needs practice, feedback, repetition and coaching before the important moment arrives.
Your network should be part of your go-to-market.
Most Go-to-Market strategies focus on channels: Outbound. Inbound. Paid. Events. Content. But some of the best opportunities start with something much simpler: someone trusted introducing you to someone else.
Christoph believes relationships, referrals and networks should be intentionally built into modern Go-to-Market.
Build Relationships
Earn Trust
Activate Networks
Referrals
Turning customers, partners and networks into a systematic source of qualified introductions. A practical application of the Go To Network philosophy.
- Referral Strategy & Process
- Network Activation
- Go To Network Philosophy
From knowing what to do
to actually doing it.
Sales Training
Knowledge transfer. Practical training on the skills your team needs, built around real situations rather than theory.
- Pipeline Generation
- Qualification & Discovery
- Negotiation & Closing
Sales Coaching
Implementation. Ongoing 1:1 or team coaching that turns knowledge into consistent execution, on real deals and real challenges.
- Weekly or Bi-Weekly 1:1s
- Deal Reviews
- Personal Development Topics
Fractional / Interim Leadership
Hands-on as your sales leader. Fixing process, building pipeline, leading the team. Not advice from the sidelines.
- Team Leadership
- Process & Pipeline
- Hiring & Onboarding
Speaker
Keynotes and talks on modern B2B sales: Princess Treatment, Go To Network, and what it actually takes to build high-performing sales teams.
- Keynotes & Talks
- Sales Kickoffs
- Panels
People I've trained work at
hyrise
WorkMotion
HubSpot
Salesforce
SoSafe
Eventbrite
Statista
Bookingkit
SDRs of Germany
Zeekr
Classtime
Matchory
Tableau
D.Velop
WDHB
Sopra Financial Technology
Pleo
M2. technology & project consulting
MeltwaterWhat people say.
“I hired Christoph to lead a two-day workshop for my 60+ FTE team at WorkMotion. He combined deep sales and leadership expertise with real flexibility, adapting the content on the fly to fit our needs. He also helped us implement MEDDIC from scratch, and we saw long-term improvements in pipeline quality as a direct result.”
“We hired Chris as interim Sales Lead during a critical phase for Zeekr Germany. Within days he won the team over, brought structure into our Inside Sales setup and helped us hit our targets immediately. Hands-on, direct, pragmatic and calm under pressure, he raised the execution standard and turned momentum into measurable results.”
“Chris supported me with effective training and coaching which helped me to accelerate my career when I moved into sales. Chris has always been selling, therefore his tactics and content are tested and proven to work. I can recommend his training and coaching to anyone who wants to level up her/his sales game.”
“Chris demonstrated a sharp, process-oriented mindset and quickly uncovered key insights we hadn't fully surfaced internally. He translated his findings into a clear, actionable roadmap that now forms the backbone of our efforts to strengthen the Sales team. I'd gladly work with Chris again.”
“Christoph created a customized training experience for us that met all our needs and exceeded our expectations. He is a very engaging trainer and was very well received by our trainees. His approach to selling and training was creative, and goal-oriented, always with the participants' individual personal inclinations and comfort levels in mind. I will gladly work with Christoph again in the future!”
“As a key member of our Sales Academy, Chris has executed his role admirably, not only professionally but also personally. Over 30 SDRs have been coached by him to improve performance and gain self-confidence. In this way, they could think critically, gain access to the resources they might need, and enjoy successful careers in sales. As a result of his approach, Chris always made our participants feel safe and inspired.”
“Chris served as my sales coach during my time as a BDR at Salesforce, in collaboration with Hyrise. Through regular sparring sessions, he gave me the skills I needed to truly excel. I became the top-performing SDR at Tableau/Salesforce in 2022 and now lead the SDR team at Tacton.”
“Chris was my sales coach during a six-month program at Hyrise. Each session left me with actionable insights I could apply right away. His enthusiasm made every session both educational and motivating, and I was promoted from BDR to AE as a direct result.”
“Chris war mein Coach in den Working-Sessions der Hyrise-Academy. Sympathisch, lustig und fachlich extrem stark. Für jedes Problem hatte er eine Lösung. Ich konnte zum Beispiel meine E-Mail-Öffnungs- und Antwortraten massiv steigern. Jede Session war ein Highlight meiner Woche.”
It started with a cold call.
October 2007. My first cold call. I'd prepared for every objection I could think of. I was nervous. My mentor sat right next to me when I hit dial.
The call probably wasn't very good. But I had something a lot of new salespeople never get: someone next to me who helped me prepare, practice, reflect and get better.
Before that, I'd studied and spent a few years in financial advising, quite okay actually. Sitting at people's glass coffee tables, explaining retirement plans, investment funds and insurance. Once I finished studying, I asked myself if that was really what I wanted to keep doing.
It wasn't. The rest is history.
From there: sales roles at ticketscript and Eventbrite, then leading the DACH business at bookingkit and later Sparrks as VP Sales. Today I run SalesPlaybook, training, coaching and stepping in as interim sales leader for companies like Matchory, Classtime and Zeekr Europe, and host the Go To Network podcast.
That work spans three areas: more pipeline, bigger deals, better sellers. Depending on the challenge, it means training, ongoing coaching, or stepping in as a fractional sales leader.
I'm pragmatic about sales. I like frameworks and processes, but only when they actually help people perform better in the real world. No hack replaces getting the fundamentals right and getting better at them, again and again.
Outside of work, I'm probably at a CrossFit box, out running, or watching football. I'll watch pretty much any sport. I work remote by choice and take almost any excuse to travel, ideally somewhere with a beach and some sun. Grew up in Berlin. Still here.
Today I work with B2B sales teams as a:
- Sales practitioner
- Sales trainer
- Coach
- Fractional / interim sales leader
- Advisor
- Podcast host
Two podcasts.
Lots of sales conversations.
Go To Network |
Zwischen zwei Calls |
Classic outbound is dying. This show explores why trust, relationships and personal brand are becoming the new Go-to-Market. Hosted by Christoph Karger, in German. |
Chris and his friend Jan on sales, career, self-employment, AI and the deals that didn't work out. New episodes every Saturday, in German. For SDRs, AEs and leaders who want to hear what salespeople actually talk about when they're not selling. |
Also a guest on
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Beyond Quotawith Ben Bauer & Christopher StützelThe first time as a manager →
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Software Sales Formulawith Jiri Siklar (Former Deal Podcast)The future of outbound sales: tips from a top seller → Igniting the sales rocket with referrals →
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Funky Flywheels Showwith Björn W. SchäferReferrals: often underestimated, rarely systematized →
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Sales Career Podcastwith Tyrone Smith (his first-ever podcast)From financial services sales to software sales →
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Live Better Sell Betterwith Kevin "KD" DorseyGet an introduction and ask for referrals →
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Surf and Saleswith Scott Leese & Richard HarrisThe most underrated skill in sales →
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Authentischer Sales Podcastwith Ailyn Arnold & Bjørn AndresMental health in sales →
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Sales & Pepperwith Dominic KlingbergThe power of referrals: more revenue through recommendations →
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B2B Sales on Airwith Patrick MüllerThe power of good customer relationships →
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B2B Sales Masterwith Lars KrügerReferral marketing →
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HR is Hasswith Ika C. Amonath & Robin StabenowTry harder →
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Sales in DACHwith Helena KlausReferrals that actually work →
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Irgendwas mit Vertriebwith Leif MergenerNo more cold-call frustration: building your referral engine →
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Sales Branding und Espressowith DariusComing soon
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Sales Expressed by hyrisewith Dominic BlankComing soon
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Vertriebsfunkwith Christopher FunkComing soon
Selling
Playbook
Take something useful with you.
Referral Selling Playbook: a practical guide to turning customers, partners, investors and your existing network into a more systematic source of qualified introductions. Currently in the works.
Your Sales Team Deserves
More Than Another Playbook.
If you want to improve pipeline, win better deals or build stronger sellers, let's talk about what is actually holding the team back.
Book a Call