How TAP generated 2x qualified pipeline within less than 5 months

Approximately 50% less administrative work through HubSpot CRM optimization

We had bought the CRM—HubSpot, for example—but simply were not using it effectively yet. From the very beginning, you genuinely helped us establish a proper data process, safeguard data quality, and introduce workflows, which naturally made the administrative side much easier for me. Statistically, only around 36% of time in Sales is often spent actually selling; the rest is administrative. You took an enormous amount of that weight off my shoulders. Based on my gut feeling, I would say the administrative work fell by almost half. (01:50–02:50)

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100% more opportunities generated through highly specific message-market-fit work

We did not define the target market using the kind of very broad ICP framework people usually know. We went into genuine detail. We looked at which podcasts and newsletters the relevant persona consumes, then became even more specific—not simply Europe, but who in Europe and why they truly make sense. We built everything from the target market to the ICP and the persona, then developed the messaging accordingly. The way I speak to an HR manager today is completely different from the way I speak to a CEO because they have different intentions when using our service. This genuinely helped us increase our opportunities—our qualification calls—significantly. I would estimate that they more than doubled. (03:30–04:10)

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Taking off the “SaaS glasses” to deliver fast, customer-specific value as a “ChatGPT for Sales”

You genuinely took off the SaaS glasses, put yourselves into our situation, and adapted incredibly quickly. The way the SalesPlaybook colleagues connected the work with experience from previous roles was remarkable. I often say that Moritz is the ChatGPT of Sales for me: you feed him a few bullet points and he immediately produces a 30- or 60-second pitch for the relevant person, with a level of precision I have rarely seen before. (05:30–06:30)

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Professionalize Sales Before Scaling Headcount

My strong advice would be to first build a proper process with SalesPlaybook. Invest the money and make Sales effective, because ultimately every sales rep should hit their targets. If the target is eight opportunities, there is no value in having 30 reps who each reach only five. I would recommend the exact opposite: invest the money in a sustainable process that you can then build on internally. (07:50–08:15)