We absolutely love interviewing Sellers to find what makes THEM great in Sales. Not an extra playbook, but simple daily life hacks of Sellers in DACH.
Last week I sat down with Felix Loch. And it was an absolute pleasure to listen to a Seller who is naturally calm, collected and strategic like him.
Today we're sharing the first of 3 Hacks Felix shared with us. (Subscribe if you want to know the rest! 🤫)
What does Reverse Reco mean
Ever had a deal in the final stage and then 🦗 crickety cricket silence 🦗.
You know you fixed your prospect's pain, and you know your prospect knows it! But for some unknown reason, they still ghost you.
In DACH specifically, it's not about creating more urgency or pushing harder on hype (the stereotype of American sale). Instead it's very much about removing the last bit of uncertainty and perceived risk (with a hint of FOMO 😉).
This is where Felix proactively offers what a lot of sellers hope they never get asked for:
A Referral.
Now, the big question arises: How do you get customers to become your referral. And ideally more than once...
Here is where Felix is King. He says relationship building in sales shouldn’t stop the moment the contract is signed, which is why after he closes a deal, he makes sure to regularly check in with his newly added customers.
That way, he grew a list of customers he can call up when he's in the final sales stages with someone who has the same problem like them.
His Exercise for you:
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Open your CRM today.
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Pick your top 5–10 existing customers.
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Create a recurring reminder to check in with them.
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Next time you have a strong late-stage opportunity, don’t automatically wait for the reference request.
Offer the Reverse Reco.
‼️ Disclaimer:
Make sure you really understand your prospect's situation before offering a referral. At the final sales stages, you know what they need and which customer actually fits to their needs!
Join the 2026 AI in DACH Sales Benchmark 🤖
There are a lot of opinions about AI in Sales right now. But instead of giving you the answers we want you to BE PART of the answers! That's why we’ve launched the 2026 AI in DACH Sales Benchmark.
It’s a 2 Min Survey for you to share your tool set up + best practices with AI
We’ll reveal the results on October 7th. 🥳
Together with Markus Gerlach, AI Strategist and Sales Manager at Doctolib, we’ll take the benchmark results and stress-test what sellers in DACH are actually doing.
We’ll go through the sales process stage by stage and ask:
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What should AI actually do here?
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When is a prompt enough?
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When does a dedicated tool make sense?
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Which tools should work together?
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And when are you simply adding another shiny AI tool that makes your setup more complicated rather than making you more productive?
So you have two jobs 👇
Because before we add another AI tool to our stack, maybe we should first figure out whether the ones we already have are actually doing the job. 🤷♀️
We're excited to see your results!
Your Sales in DACH Team ✨
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