No Discovery. No Demo. - EP 51 | Jan-Erik Jank

Funky Flywheels Show is a conversation for founders who have moved past the initial startup chaos and are now navigating the complex, costly stages of scaling a B2B SaaS or AI business in the DACH region, specifically those between one and ten million in annual recurring revenue. Hosted by Björn W. Schäfer, an entrepreneur, business angel, and author, this podcast digs into the operational realities that can stall growth and burn cash. You’ll hear frank discussions focused on the most expensive pitfalls, like building what he calls "Fake Sales Teams"-where founders hire a few sellers but still close most deals themselves, creating expensive revenue theater without a real engine. Another critical topic is "Symbolic Sales Leadership," where a seemingly perfect hire with a strong CV fails to deliver impact, costing a company a critical year and significant resources. This isn't about high-level theory; it's a practical, grounded look at sales and go-to-market execution for the scaling phase. Each episode aims to identify these specific friction points and explore actionable strategies to overcome them, making the podcast a resource for founders facing the tangible pressures of building a sustainable, growing company.