Start-up Development & Technical Sales Excellence

I know the path from a blank page to an exit from my own experience, from founding a company to selling it successfully. On top of that comes the theory: an MBA focused on start-up development. And I am well connected across the start-up ecosystem, from founders to business angels and VCs to early-adopter customers.

In that role I have taken companies, Laokoon Security above all, successfully through pitch events, pitched into accelerator programs and represented them there. I know what matters when an idea has to convince in a few minutes.

Highly complex technical products and services cannot be sold without genuine technical expertise. Not rarely, deep technical questions are on the table in the very first conversation, because the customer wants to know whether their challenge will reliably be solved by what they are buying. That is exactly where understanding what I am talking about pays off.

My sales experience spans sales management, marketing and positioning, and hands-on acquisition. In concrete terms: building a CRM, creating proposals and steering sales cycles; pricing, niche positioning and public visibility, for example on LinkedIn and at trade fairs; and the full cycle from first conversation, discovery and qualification through objection handling to closing, framework contracts and tenders.

Standard sales was never the goal. In this field you do not win customers through pressure or empty phrases, but through a clear demonstration of expertise and quality. That stance produces the kind of sales technical buyers trust.

I increasingly pass this experience on, as a basis for coaching and go-to-market support, especially for technical founders who build excellent products and are looking for the right way into the market.