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B2B SaaS sales coaching for small DACH teams

From startup speedto enterprise deals.

I help founders, Heads and VPs of Sales, and small AE teams develop larger SaaS opportunities in a structured way, with clear discovery, a customer specific value story and a credible decision path. We work directly on real calls, CRM signals and live deals.

Book a free deal checkView coaching formats

Active full cycle SaaS seller · SMB to corporate · Coaching in German & English

Evgenij Friederichs-Vaskevic
Evgenij Friederichs-VaskevicFull cycle SaaS seller & coach

Deal momentum check

Where is your opportunity losing momentum?

Choose the situation closest to your pipeline. You will get one concrete first lever and can discuss the matching bottleneck directly.

What is happening

The call felt good. The business case is still unclear.

The problem, impact and priority never become specific enough. The demo starts before there is a compelling reason for the customer to act.

What we work on

  • questions that reveal impact and priority
  • clear hypotheses and goals before the call
  • a solid transition from discovery to demo

Your first lever

Before the next demo, check whether the problem, business impact, priority and decision criterion are each documented in the customer’s own language.

Discuss the discovery bottleneck

What I bring

Startup speed meets enterprise clarity.

Small SaaS teams often start with short decision paths, close customer contact and a highly pragmatic sales motion. As accounts grow, buying committees, business cases, IT reviews, procurement and formal approvals enter the process.

I help you keep the speed of a small team while building the clarity that larger deals require.

Tap to open the details

Nearly three years of full cycle SaaS sales in an initially two person hunter team, from the first enquiry through closing and onboarding.

Current experience with tailored business cases, RFPs and buying committees spanning Legal, IT, Security, Procurement and C level.

Hands on experience selling both a comprehensive enterprise platform and a focused AI point solution. Not every product needs the same discovery, demo or value story.

From fast SaaS selling to a credible corporate deal.

A strong fit for youYou have a small closing team, want to win larger accounts, or find that your existing sales motion no longer holds up as opportunities become more complex.

Coaching formats

From one critical deal to a stronger team routine.

Three clearly defined formats. Each starts with your real conversations, opportunities and objectives; scope and outcome are agreed before the work begins.

Swipe or use the arrows
1 / 3
01
1 opportunity1–3 participants60–90 min

For one critical opportunity

Deal Clinic

We analyse a live deal and clarify buying motivation, risks, stakeholders and the next credible step.

  • Stakeholder and risk map
  • Decision path for the deal
  • Documented next step plan

Required: current deal status, known stakeholders and existing next steps.

Explore the Deal Clinic
02
1–6 participants2–4 weeks

For recurring call challenges

Discovery & Demo Sprint

We review real calls and sharpen questioning, value story and demo flow for the buying situation.

  • An agreed number of reviewed conversations
  • Individual feedback for each participant
  • Discovery questions or a demo structure for live deals

Required: usable calls or transcripts and current opportunities.

Explore discovery & demo
03
Team format6–12 weeksweekly or fortnightly

For sustainable team routines

Pipeline Coaching

Deal reviews and coaching work together. The team uses real opportunities and tests changes in day to day selling.

  • Recurring deal reviews
  • A shared scorecard for buying signals
  • Sales lead debrief and agreed progress measures

Required: an active pipeline, an accountable sales leader and application between sessions.

Explore pipeline coaching

Scope and investment depend on team size, duration and the number of conversations reviewed. After the bottleneck check, you receive a clearly defined proposal.

When it fits

Real sales situations. Clear, honest feedback.

01

A live pipeline

There are current calls, opportunities or lost deals we can work with.

02

Openness to feedback

The team wants to examine its own behaviour, not just hear about another methodology.

03

Application on the job

Changes are tested in real customer situations between sessions.

Not designed as a one off motivational talk without work on concrete sales situations.

How it works

Review it. Change it. Test it in the next deal.

Method neutral but structured: I start with the sales work you are actually doing and use only the tools that match the observed bottleneck.

01

Review the material

I review calls, CRM signals and live deals with you. Confidential material can be anonymised.

02

Choose the levers

Together, we decide which behaviours and deal steps should change first.

03

Test them on the job

The team applies the changes immediately. In the next session, we jointly review what actually worked.

Confidentiality

Real deals require clear handling of sensitive data.

Before the work begins, we agree which material may be used and how sensitive information is protected.

01

Calls only by agreement

Recordings or transcripts are used only with the necessary permission and prior agreement.

02

Use only necessary CRM data

The coaching reviews only the information genuinely required for the agreed bottleneck.

03

No reference without approval

Client names, results or material from the work are not published without explicit approval.

Evgenij Friederichs-Vaskevic · Legal Innovation Night · Vienna · 2025
Legal Innovation Night · Vienna · 2025

Why work with me?

From a small SaaS team to complex corporate deals.

I am Evgenij Friederichs-Vaskevic. My sales experience spans a two person SaaS hunter team through to complex legal tech and AI sales.

At Meisterwerk, I spent almost three years in what began as a two person hunter team, guiding customers through the full sales cycle, from qualification and demos to onboarding and closing. During that period, the platform served more than 600 trade businesses across the DACH region and completed a €6 million Series A.

Today, I work in corporate sales with two very different solutions: Legisway, a comprehensive legal management platform, and Legisway Advisor, a focused AI solution for contract review. This gives me first hand experience of both fast, pragmatic SaaS sales and complex processes involving business cases, RFPs, legal, IT, information security, procurement and C level stakeholders.

I bring that range into my coaching, not as an abstract textbook method, but as a structured view of what an opportunity actually needs at its current stage.

2022–2025Meisterwerk

Full cycle SaaS sales in a small hunter team, from qualification and demos through to closing and onboarding.

Since 2025Wolters Kluwer

Corporate sales for a legal management platform and a focused AI solution.

TodaySaaS coaching

Practical sparring using real calls, CRM signals and live opportunities.

LinkedIn profileMalt profile

Public expertise

Sales experience I also discuss in public.

As a speaker, webinar guest and podcast contributor, I discuss legal tech, AI and complex software sales.

Speaker

Legal Innovation Night

Live appearance in Vienna

FAQ

Key questions before the first conversation.

Who is the coaching for?

The main focus is B2B SaaS teams and sales leaders. Deal Clinics and individual sprints also work for account executives, SDRs and BDRs.

Is this traditional sales training?

No. We use real calls, opportunities, follow ups, objections and lost deals. Theory is added only where it improves the next action.

Can the coaching be remote?

Yes. Individual sessions and team formats can be delivered remotely. On site workshops are agreed separately based on scope and location.

What happens in the free deal check?

We discuss a specific opportunity and where it is currently stuck. I can then assess whether coaching makes sense and which format may fit.

How do we make progress visible?

That depends on the starting point. Possible signals include firmer next steps, less stage ageing, stronger discovery to demo transitions or broader stakeholder coverage.

Free deal check

Bring a real opportunity.

The free deal check is not a general sales conversation. We look at the specific bottleneck: discovery, demo, business case, buying committee or next step. Afterwards, you will know whether coaching makes sense and which format fits.

Prefer to email me

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