I sold Excel for $1,000,000 🤯 How to close Enterprise deals in B2B | Sales Mates Podcast #92

💸 Friends, hello!

In Episode 92 of the Sales Mates Podcast – the full truth about going global and Enterprise sales. Can you sell a simple Excel file for $1,000,000 – and why do clients buy a solution to a problem, not technical features? We break down why, during a crisis, paying salespeople becomes a higher priority than paying developers.

You’ll learn how AI and a customized HubSpot replace hours of manual work, and why it’s worth hunting for the perfect candidate for years. An honest conversation about customer acquisition cost, the transformation from outsourcing to product, and the realities of the U.S. market – no sugarcoating.

📌 In this episode:

00:00:00 – Intro

00:02:17 – Moving into Enterprise: how Competera raised the average deal size to $70K+

00:08:11 – Mistakes when building a sales team

00:10:34 – High-performer culture in the U.S.: “the last one at the table leaves the company”

00:29:03 – AI in sales: how Competera uses Gemini and call transcription

00:30:37 – How to automatically personalize an offer for each client

00:35:30 – Hyper-personalized follow-ups with AI

00:36:46 – What Ukrainian salespeople are missing and where to find talent

00:39:05 – Why sales should be prioritized over engineers

Summary

In this podcast episode, the hosts discuss Oleksandr Galkin’s journey in the B2B and SaaS world, his sales experience, how SaaS sales have evolved, challenges in customer retention, and the cultural differences between sales in Ukraine and the U.S. Sashko shares his experience of hiring his first salesperson and gives practical advice on how to approach that process.

The conversation also covers key sales topics such as contracts, top-performer mindsets and behaviors, client communication, and the role of modern technologies in sales. The speakers explore personalization and process automation, sharing real-world insights and recommendations on effective sales strategies – emphasizing the importance of deeply understanding customer needs and building strong, long-term relationships.

Takeaways

• Oleksandr Galkin started in engineering and transitioned into sales.

• SaaS sales are evolving and require adapting to different customer types.

• Customer retention is critical for long-term business success.

• Sales culture in Ukraine differs from the U.S., and that impacts results.

• Hiring the first salesperson is a major milestone for any startup.

• Great salespeople rarely look for jobs actively – they’re hard to find on the market.

• Transactional sellers rarely become strong Enterprise sellers; Enterprise requires a different mindset.

• In Ukraine, there has been a “don’t pay sales” culture, which slows down growth.

• A sales-driven/proposal-led approach is normal and healthy for a business.

• Recruiters should be motivated not only by commission, but also by a stable base salary.

• Contracts can be flexible and tailored to the client’s needs.

• Top performers use unique approaches to selling.

• Client communication is a key factor in success.

• Modern technologies significantly simplify sales processes.

• Personalization is essential to attract and engage clients.

• Understanding customer needs helps shape stronger offers.

• Effective sales strategies are built on trust and relationships.

• Automation frees up time to focus on the most important business priorities.

• Sales culture should be customer-centric.

• Experimentation in sales can unlock new opportunities.

Guest:

Oleksandr Galkin – CEO (Competera)

B2B sales expert across the U.S. and European markets.

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Hosts: Anton Fedulov and Oleksii Sinichenko.

Practical advice from two successful sales managers who share the secrets behind their success, personal experience, and strategies – plus great guests, funny stories from everyday sales life.

Watch and listen online on our Sales Mates Podcast YouTube channel.

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Anton Fedulov:

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