Author name: Julian

Design thinking originates from product design and development. It involves gathering insights in a structured manner and using these insights to identify clear problems. These problems then become the focus for developing a product. In my experience, organizations often forget the key actors they serve: their customers. Whether in Sales, Marketing, or other support functions, […]

How do you know if the deal you’re working on will close, and when? How can you ensure the forecasted money will be available for your company to budget, hire new staff, and avoid liquidity issues, help your customer efficient and effective – and for you to make your commission? Qualifying engagements is crucial for

For everyone who knows me, I love processes. Having a clear plan and structure gives me the freedom to think creatively while driving my actions with a clear end in mind. My entire career in Sales has been in a playbook and process-oriented Enterprise Sales environment. As a result, I’ve often been asked if such

Glossophobia, or the fear of public speaking, affects about 75% of people. However, there’s one fear that often surpasses it: talking to strangers over the phone. For me personally, this fear was very real. Coming from a background in Economics and Big Data, transitioning to software sales meant stepping out of my comfort zone, especially

At MongoDB I have been responsible for a German Car Manufacturer and the Robert Bosch Group. I am very grateful for having given this opportunity, as I did not have direct sales experience (other than pre-sales) before taking over these customers. What I did have though, was entrepreneurial experience, management consulting skill set and technical