Nobody Wanted His Sales Playbooks. They Wanted the Recorder. (Gerald Zankl)

We Built It Because We Had To - Tech Founder Backstories · Sep 10, 2026 · 31m

Gerald Zankl and his co-founders spent three years selling sales playbooks. The playbooks were good. Almost nobody bought them. So they built a recorder to prove to sales reps that they needed the playbooks, and the customers told them to keep the recorder and throw the playbooks away.

In this episode of We Built It Because We Had To, host Jonathan W. Buckley is joined by Gerald Zankl, founder of Kickscale, the conversation and revenue intelligence platform built for European B2B sales teams. Gerald opens with the two numbers the company exists to attack: sales teams lose roughly 66 percent…