#124 How to do AI Startup sales with close to zero industry knowledge with Christian Fontius, Co-Founder & Co-CEO Turbit

Europe's B2B SaaS Sales Podcast

Christian Fontius studied business, but learnt 0 about B2B Sales there.

So he went “learning by doing” as StackFuel’s 1st business employee (shout out to Leo Marose)

Here are 3 Insights on how he’s bringing innovation with AI to a traditional market (wind industry) from our dialogue in our Europe’s B2B SaaS Sales Podcast:

1️⃣ Sales is Service & Stories

Detach from the outcome & embrace a service mindset.

Give your buyer’s champion a nice story to tell internally.

If this does not work out, don’t get frustrated, but ask “Can you help me understand better”

2️⃣ Rehearse your 30 second intro for cold calls

When cold calling, you face a strong attention constraint.

You therefore want to have a rock-solid, sharp intro pitch.

Christian even uses bao (a Conversational Intelligence solution to iterate quickly here.

3️⃣ Be hyper-precise when framing the buyer journey.

“This is how we run things. After this call, here’s what will happen next.

We will run an initial collaboration for 10 wind turbines for a low 5-figure investment.

When this works well, we roll-out the solution company-wide for a 6-figure investment.

“BONUS”: Christian sees a misunderstanding in DACH about sales being about “only money” instead of solving customer problems.

P.S. Turbit closed 2 deals on the day of the recording & is looking for a Senior Account Executive

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