Mastering Sales and Negotiations
Jun 1, 2026 · 11 min · 7 segments
Welcome back to the Mastering Sales and Negotiations podcast. This week on the podcast, we were joined by Claus Klein‑Ipsen, Chairman of the Board at Peak Systems and a long‑time advisor to…
Robin HoyleHostWill OckendenGuestNo entities detected.
How did you go about that? Because obviously you knew exac- exactly what you wanted to do, what you could do, what you w- what were you passionate about.
How do you en- enthuse those other people to take it into the, to the wider market?
Yeah, it's a good question, and I think if you get too obsessed with it, it's, it's problematic because at the end of the day, people aren't going to share your, uh, exactly your passion or y- exactly your knowledge of, of the business and of your products.
But really it's about, um, creating processes and, and trying to teach, um, teach things as much as possible, and I think without those kind of processes and without automating and systematizing things, there's no way you can possibly, um, possibly get a, a, a broader team to effectively sell.
The other kind of game changer for us was really identifying the value that we actually bring our clients.
So rather than just defaulting to selling products with-- albeit with passion-
... we actually looked at the value we brought our clients and, and the value we can actually, um, uh, do to their bottom lines at the end of the day.
And by identifying that process, and obviously there's an element of teaching technical knowledge, but it's about identifying the, the, the value, and it took a bit of a leap of faith.
How did you go about that? Because obviously you knew exac- exactly what you wanted to do, what you could do, what you w- what were you passionate about.
How do you en- enthuse those other people to take it into the, to the wider market?
Yeah, it's a good question, and I think if you get too obsessed with it, it's, it's problematic because at the end of the day, people aren't going to share your, uh, exactly your passion or y- exactly your knowledge of, of the business and of your products.
But really it's about, um, creating processes and, and trying to teach, um, teach things as much as possible, and I think without those kind of processes and without automating and systematizing things, there's no way you can possibly, um, possibly get a, a, a broader team to effectively sell.
The other kind of game changer for us was really identifying the value that we actually bring our clients.
So rather than just defaulting to selling products with-- albeit with passion-
... we actually looked at the value we brought our clients and, and the value we can actually, um, uh, do to their bottom lines at the end of the day.
And by identifying that process, and obviously there's an element of teaching technical knowledge, but it's about identifying the, the, the value, and it took a bit of a leap of faith.
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