B2B Sales Trends: Recent Episodes
Global Performance Group
This podcast is dedicated to sales leaders in the B2B space, where we share conversations about innovative and successful sales transformations to keep you up to date on the latest trends that will help you to effectively tackle the challenge of constructing and executing a profitable and sustainable sales process.
and discover why buyers often choose their suppliers before the first sales meeting: https://globalperformancegroup.com/white-papers/day-zero-why-revenue-is-won-before-the-first-meeting/ 📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com🎙️ Want to be a guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy.Apply here: 👉 https://globalperformancegroup.com/guest-submission/
👉 https://globalperformancegroup.com/resources/#papers📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com🎙️ Want to be a guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy.Apply here: 👉 https://globalperformancegroup.com/guest-submission/#B2BSales #SalesLeadership #SalesIntelligence
👉 https://globalperformancegroup.com/resources/#papers📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com🎙️ Want to be a guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy.Apply here: 👉 https://globalperformancegroup.com/guest-submission/
👉 https://globalperformancegroup.com/resources/#papers📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com🎙️ Want to be a guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy.Apply here: 👉 https://globalperformancegroup.com/guest-submission/
👉 https://globalperformancegroup.com/resources/#papers📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com🎙️ Want to be a guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and go to market operators shaping the future of modern selling.If that's you, or someone you'd recommend, apply here:👉 https://globalperformancegroup.com/guest-submission/
: 👉 https://globalperformancegroup.com/resources/#papers📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy.If that's you, or someone you recommend, submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
👉 https://globalperformancegroup.com/resources/#papers📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy.If that's you, or someone you recommend, submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
: 👉 https://globalperformancegroup.com/resources/#papers📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy.If that's you, or someone you recommend, submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/
👉 https://globalperformancegroup.com/resources/#papers📈 Try the Revenue Accelerator:👉 https://revenueaccelerator.globalperformancegroup.com🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy.If that's you, or someone you recommend, submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
Most client briefs describe symptoms, not the real problem. In this episode, Emma Beckmann explains why Consultative Selling starts by challenging assumptions, uncovering hidden business challenges, and reframing the conversation before proposing a solution.Harry sits down with Emma Beckmann, Group Chief Growth Officer at Landor, to explore why many B2B sales teams, agencies, and consultants accidentally commoditize themselves by responding to briefs at face value. From sales discovery and value based selling to proposal strategy, growth strategy, and trusted advisor relationships, Emma shares a practical framework for uncovering what clients actually need rather than simply delivering what they ask for.🔗 Explore more insights: https://globalperformancegroup.com/📘 Download the whitepaper “You’re Entering the Deal Too Late”:👉 https://globalperformancegroup.com/resources/#papers📈 Try the Revenue Accelerator:👉 https://revenueaccelerator.globalperformancegroup.com⏱️ Timestamps:00:00 – Why most client briefs describe symptoms, not root causes03:21 – The RFP warning sign: when you're only a benchmarking exercise05:11 – Sales Discovery: uncovering the business challenge behind the request09:22 – How Trusted Advisors challenge assumptions without damaging relationships14:29 – Proposal Strategy: why great responses start with the client's problem26:08 – Sales Leadership Coaching: rewarding strategic thinking over busy workThis episode is for B2B sales leaders, business development professionals, consultants, agency leaders, and go to market teams looking to improve sales discovery, consultative selling, client relationships, and strategic selling. You'll learn:• Why responding perfectly to a brief can still lead to poor business outcomes• How to identify when an RFP is a genuine opportunity versus a benchmarking exercise• The proposal mistake that quietly pushes providers toward commoditization• How leaders can build cultures that prioritize strategic impact instead of activity💡 Key Takeaways• The fastest path to commoditization is responding exactly to what the client asks for without understanding why they asked for it.• Clients often define the solution before fully understanding the problem. The opportunity lies in helping them uncover what sits underneath the request.• Some RFPs are not buying processes at all. They are comparison exercises. The ability to recognize the difference can save enormous time and resources.• Strong proposals do not begin with credentials, capabilities, or expertise. They begin with a clear articulation of the client's business challenge.• Organizations that reward visible activity over strategic thinking may unintentionally discourage the very behaviors that create differentiation and long term growth.👤 About GuestEmma Beckmann is the Group Chief Growth Officer at Landor, where she leads complex growth and branding programs across EMEA and global markets. With nearly 30 years at Landor, she has helped build one of the industry's most integrated regional networks and has led transformative branding initiatives for organizations including BASF, the World Economic Forum, and PIF. Connect with Emma Beckmann on LinkedIn: https://www.linkedin.com/in/emmabeckmann/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at www.globalperformancegroup.com📘 Download the whitepaper “You’re Entering the Deal Too Late”:👉 https://globalperformancegroup.com/resources/#papers📈 Try the Revenue Accelerator:👉 https://revenueaccelerator.globalperformancegroup.com🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy.If that’s you or someone you recommend, submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
Most sales teams are using AI to do more. The best teams are using AI in Sales to do better.In this episode of the B2B Sales Trends Podcast, Harry sits down with Fred Schwark, Chief Growth Officer at Coderio, to discuss how AI is helping modern sellers become more prepared, more consultative, and more effective without losing the human connection that drives trust. From AI Sales Coaching and role play simulations to value based selling and objection handling, Fred shares how high performing B2B sales teams are using AI to enhance performance rather than replace people.🔗 Explore more insights: https://globalperformancegroup.com/📘 Download the whitepaper “You’re Entering the Deal Too Late”:👉 https://globalperformancegroup.com/resources/#papers📈 Try the Revenue Accelerator:👉 https://revenueaccelerator.globalperformancegroup.com⏱️ Timestamps:00:00 – AI in Sales: Why activity isn't the same as performance02:45 – Moving from activity metrics to Value-Based Selling07:00 – The balance between AI in Sales and authentic human connection11:20 – AI Sales Training, role play, and objection handling at scale16:50 – Sales Enablement: Using AI coaching to improve team performance24:20 – What elite B2B sellers do differently in 2026 and beyondThis episode is for B2B sales leaders, revenue executives, sales enablement professionals, and go to market teams looking to improve B2B Sales Strategy without losing the human element that drives trust.You'll learn:• Why AI should be a performance enhancement tool, not a headcount reduction strategy• How top sellers use AI for preparation, discovery, and objection handling• The role of AI Sales Coaching in improving sales conversations• How to combine AI insights with human trust to create better customer outcomes• What the future of B2B Selling looks like as buyers become increasingly AI enabled💡 Key Takeaways• AI is most effective when it augments sellers rather than replaces them.• The future of B2B Sales belongs to professionals who combine AI driven preparation with authentic human communication.• AI powered role play and coaching can dramatically improve objection handling and seller confidence.• Top performing sellers use AI to deepen discovery, understand stakeholder priorities, and personalize value conversations.• Radical preparation, objection resilience, and problem solving remain the defining traits of elite sales professionals.👤 About GuestFred Schwark is Chief Growth Officer at Coderio, where he helps organizations modernize their infrastructure and become AI ready. Known for his expertise in Revenue Growth, Sales Leadership, financial fluency, and go to market strategy, Fred focuses on helping organizations create measurable customer value while building high-performing sales teams.Connect with Fred Schwark on LinkedIn:https://www.linkedin.com/in/fredschwark/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at https://globalperformancegroup.com/📘 Download the whitepaper “You’re Entering the Deal Too Late”:👉 https://globalperformancegroup.com/resources/#papers📈 Try the Revenue Accelerator:👉 https://revenueaccelerator.globalperformancegroup.com🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy.If that’s you, or someone you recommend, submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
Marketing at BD. She leads large commercial teams focused on improving patient outcomes through innovative healthcare solutions. Known for her expertise in sales leadership, medical device sales, coaching, talent development, and market creation, Sharla has built a reputation for developing high performing teams and strong sales cultures.Connect with Sharla Wendt on LinkedIn: https://www.linkedin.com/in/sharla-wendt-9057858/ If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at https://globalperformancegroup.com/📘 Download the whitepaper “You’re Entering the Deal Too Late”:👉 https://globalperformancegroup.com/resources/#papers📈 Try the Revenue Accelerator:👉 https://revenueaccelerator.globalperformancegroup.com🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy.If that's you, or someone you recommend, submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
Sales pipeline management isn’t about tracking revenue. It’s about understanding what’s really happening inside your funnel before deals are won or lost. Most sales leaders are looking at the scoreboard when they should be studying the game.In this episode of the B2B Sales Trends Podcast, Harry sits down with Marcus Houston, SVP Customer Growth and Business Development at Transportation Insight, to unpack how top performing sales organizations use sales pipeline management, revenue forecasting, sales coaching, and revenue operations to improve forecast accuracy and drive consistent growth.Marcus shares why revenue is a lagging indicator, how hero deals distort reality, and what modern B2B sales leadership looks like when you measure the health of the entire funnel rather than just the outcome. 🔗 Explore more insights: https://globalperformancegroup.com/📘 Download the whitepaper “You’re Entering the Deal Too Late”: 👉 https://globalperformancegroup.com/resources/#papers📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com⏱️ Timestamps:00:00 – Why sales pipeline management matters more than revenue04:18 – Revenue forecasting mistakes caused by hero deals06:32 – Why B2B sales teams miss growth opportunities10:34 – The sales pipeline management metrics Marcus tracks14:32 – Sales coaching that improves performance at every stage23:44 – The sales leadership mindset shift from outcome to systemThis episode is for B2B sales leaders, revenue operators, sales managers, enablement professionals, and go to market teams who want to improve forecast accuracy, build healthier pipelines, and create more predictable growth.You’ll learn:• Why revenue is a lagging indicator• How top teams measure pipeline health• The forecasting mistakes hurting sales performance• How better sales coaching drives better outcomes• Why the best sellers focus on systems, not just results💡 Key Takeaways• Revenue can be misleading when a few large deals hide weaknesses elsewhere in the funnel.• Strong sales pipeline management requires visibility into every stage, not just closed revenue.• Deal aging, conversion rates, and stage progression are leading indicators of future performance.• The best sales coaching is highly specific and focused on the exact stage where a seller is struggling.• Consistent growth comes from building a repeatable system, not chasing individual wins. 👤 About GuestMarcus Houston is SVP Customer Growth and Business Development at Transportation Insight.With more than 15 years of experience in supply chain, logistics, customer growth, and revenue leadership, Marcus leads a comprehensive revenue ecosystem spanning marketing, business development, sales, and enablement. He is known for helping organizations improve sales performance through disciplined systems, data driven coaching, and a deep focus on pipeline health and forecast accuracy. Connect with Marcus Houston on LinkedIn: https://www.linkedin.com/in/marcus-houston-83667611/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at https://globalperformancegroup.com/📘 Download the whitepaper “You’re Entering the Deal Too Late”: 👉 https://globalperformancegroup.com/resources/#papers📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy.If that’s you or someone you recommend, submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
future trendsYou’ll learn:– Why technical selling fails in modern B2B environments– How to adapt your sales strategy for enterprise and multi-stakeholder deals– What separates top performers in complex B2B sales today– How consultative selling drives real business impact💡 Key Takeaways- Technical expertise alone is no longer enough - modern B2B sales require business-level conversations- Consultative selling means translating value differently for each stakeholder, not repeating the same pitch- The biggest mistake in complex sales is retreating into product features instead of business outcomes- Sales transformation is a mindset shift - top performers actively build new skills, others resist change- Confidence in selling comes from preparation, repetition, and clarity on the value you deliver👤 About GuestYasha Mitrotti is Executive Vice President of Industrial Applications at bioMérieux. With nearly three decades of global sales leadership experience, he has led commercial organizations across regions and industries, helping teams transition from technical selling to value-based, enterprise sales strategies.Connect with Yasha Mitrotti on LinkedIn: https://www.linkedin.com/in/yasha-mitrotti-412aa313/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at http://www.globalperformancegroup.com/📘 Download the whitepaper “You’re Entering the Deal Too Late”:👉 https://globalperformancegroup.com/resources/#papers📈 Try the Revenue Accelerator:👉 https://revenueaccelerator.globalperformancegroup.com🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy.If that’s you - or someone you recommend - submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
Stakeholder management is the hidden factor behind success in complex B2B sales. Most deals aren't lost on price. They're lost because of internal misalignment, poor preparation, and failure to engage the right stakeholders at the right time.In this episode of the B2B Sales Trends Podcast, Harry sits down with Trushar Patel, GM Northwest Europe at Vantive, to explore what actually wins enterprise sales today.From stakeholder management and strategic partnerships to consultative selling and sales team collaboration, Trushar shares why modern B2B sales professionals must evolve from product promoters into trusted advisors and business coordinators.🔗 Explore more insights: https://globalperformancegroup.com/📘 Download the whitepaper “You’re Entering the Deal Too Late”: 👉 https://globalperformancegroup.com/resources/#papers📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com⏱️ Timestamps:00:00 – Why complex B2B sales are lost internally02:20 – Stakeholder management and organizational alignment04:20 – Understanding customer needs before you sell07:00 – Consultative selling and building strategic partnerships13:30 – Why preparation wins complex B2B deals23:05 – Why salespeople need to reinvent themselvesWhat You'll Learn:• Why stakeholder management matters more than price in complex B2B sales• How top sales leaders build strategic partnerships that survive uncertainty• The shift from traditional selling to consultative selling• How sales team collaboration improves enterprise sales outcomes• Why patience and preparation are critical in key account management💡 Key Takeaways• Complex B2B sales are won through stakeholder alignment, not better pitches.• The strongest sales teams coordinate experts rather than relying on individual sellers.• Modern sales leadership requires preparation, patience, and long term thinking.• Consultative selling creates trust and often uncovers opportunities customers haven't considered.• High performing sellers listen first, align teams effectively, and continuously reinvent themselves.👤 About GuestTrushar Patel is General Manager, Northwest Europe at Vantive. With more than 20 years of international experience across finance, business development, and general management, he specializes in business growth, commercial leadership, and building high performing teams across diverse markets. Connect with Trushar Patel on LinkedIn: https://www.linkedin.com/in/trusharpatel-be/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at https://globalperformancegroup.com/📘 Download the whitepaper “You’re Entering the Deal Too Late”: 👉 https://globalperformancegroup.com/resources/#papers📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy.If that’s you, or someone you recommend, submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
Sales team performance in modern B2B sales is no longer about forcing people into rigid roles. It is about aligning talent, leadership, and purpose to unlock stronger performance across enterprise sales and key account management.In this episode of the B2B Sales Trends Podcast, Harry sits down with Oliver Opitz, Global Head of Key Account Management at Würth Elektronik Group, to explore what modern B2B sales leadership actually looks like in today’s rapidly changing market.From strategic account management and enterprise sales to hiring, adaptability, and modern leadership, this conversation breaks down what actually drives high performing sales teams.🔗 Explore more insights: https://globalperformancegroup.com/📘 Download the whitepaper “You’re Entering the Deal Too Late”:👉 https://globalperformancegroup.com/resources/#papers📈 Try the Revenue Accelerator:👉 https://revenueaccelerator.globalperformancegroup.com⏱️ Timestamps:00:00 – Why sales team performance starts with alignment02:07 – Building modern key account management teams03:18 – How AI is changing enterprise sales and B2B selling04:53 – Hiring for adaptability instead of experience alone09:50 – From talent judgment to talent architecture18:40 – The entrepreneurial mindset behind B2B sales leadershipIn this episode, you’ll learn:- Why high performance comes from aligning strengths, not forcing fit- How enterprise sales teams are adapting to digital and AI driven buying behavior- The leadership mindset behind strategic account management success- What top performers consistently do differently in B2B selling💡 Key Takeaways• High sales team performance starts with understanding individual motivation and strengths• Modern B2B sales leadership requires adaptability, resilience, and emotional intelligence• Enterprise sales and key account management now demand hybrid digital and human engagement• Great leaders build environments where people evolve instead of forcing static roles• The best B2B sellers think like entrepreneurs and take ownership of outcomes👤 About GuestOliver Opitz is Global Head of Key Account Management at Würth Elektronik. With a background spanning engineering, infrastructure innovation, and global commercial leadership, Oliver is known for building high performance international teams and leading modern, people centered transformation across enterprise sales environments.Connect with Oliver Opitz on LinkedIn:https://www.linkedin.com/in/oopitz/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at https://globalperformancegroup.com/📘 Download the whitepaper “You’re Entering the Deal Too Late”:👉 https://globalperformancegroup.com/resources/#papers📈 Try the Revenue Accelerator:👉 https://revenueaccelerator.globalperformancegroup.com🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy.If that’s you, or someone you recommend, submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
Complex B2B sales are not won by scripts, CRMs, or luck. They are won by sales leaders who understand stakeholder management, relationship selling, enterprise sales strategy, and how decisions really get made inside large organizations.In this episode of the B2B Sales Trends Podcast, Harry sits down with Stuart Green, SVP and GM at Veradigm, to unpack the realities behind modern b2b selling. They explore how elite sales professionals navigate complex buying groups, use AI in sales without replacing human judgment, and build long term customer trust that drives real commercial outcomes. This episode is for anyone in sales leadership, account based selling, enterprise sales, or modern go to market strategy.🔗 Explore more insights: https://globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/⏱️ Timestamps: 00:00 – Why complex B2B sales are rarely “easy wins” 04:12 – Stakeholder management and target account selling strategies 09:06 – The hidden complexity behind enterprise sales strategy 14:42 – Customer driven demand vs transactional b2b selling 22:33 – How AI in sales and sales technology should support thinking 33:00 – The mindset elite sales leadership teams use to win complex dealsIn this episode, you’ll learn: • Why relationship selling still matters in modern B2B sales • How elite sellers navigate hidden decision makers in enterprise deals • Where sales technology and AI help sales teams perform better • The mindset shifts required for high performance sales leadership💡 Key Takeaways• Complex B2B sales are won through stakeholder alignment, not product pitches • Great salespeople focus on customer outcomes before pushing solutions • AI in sales should improve decision making, not replace critical thinking • Enterprise sales strategy requires early relationship building long before the deal appears • Elite sellers adapt quickly, stay resilient under pressure, and continuously challenge assumptions👤 About GuestStuart Green is SVP and GM at Veradigm. Known for his experience leading enterprise commercial teams and navigating highly complex sales environments, Stuart helps organizations improve strategic selling, customer alignment, and long-term account growth across large multinational markets.Connect with Stuart Green on LinkedIn: https://www.linkedin.com/in/stuartgreen22/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at https://globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy.If that’s you or someone you recommend, submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/
Sales negotiations often fail because sellers protect the deal instead of protecting the value. In this solo episode of the B2B Sales Trends Podcast, Harry breaks down how modern B2B sales professionals can protect profit margin, defend pricing confidently, and close deals without unnecessary discounting.This episode explores sales psychology, value proposition positioning, negotiation skills, and commercial discipline in modern B2B selling. You’ll learn practical ways to reinforce value throughout the sales cycle, reduce pricing pressure, and improve long term revenue growth without sacrificing trust.🔗 Explore more insights: www.globalperformancegroup.com📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/⏱️ Timestamps:00:00 – Why sales negotiations break down under pressure00:24 – How discounting weakens your value proposition00:52 – B2B sales strategy for protecting profit margin01:15 – Using consultative selling to reinforce customer outcomes01:42 – Nuggets of Value and the psychology of selling02:00 – Sales leadership lessons on defending pricing confidentlyYou’ll learn:- Why concession strategies reduce perceived value in B2B sales- How to strengthen negotiation skills without damaging relationships- Ways to reinforce value throughout the entire sales cycle- Practical sales training methods for defending pricing with confidence- How modern sales psychology influences pricing conversationsThis episode is for B2B sales leaders, revenue executives, go to market teams, and professionals looking to improve execution, communication, and performance in modern B2B selling. 💡 Key Takeaways- Discounting too early weakens positioning and trains buyers to expect concessions- Strong value based selling starts long before the closing conversation- Consistent communication reinforces trust and reduces pricing pressure- Sales teams need commercial discipline to protect both margin and credibility- Objection handling and negotiation role play improve pricing confidence in real conversationsIf this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at www.globalperformancegroup.com📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy.If that’s you or someone you recommend, submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
Johnson Innovative Medicine. She is known for building high performing teams, leading product launches, and championing emotionally intelligent leadership, mentorship, and health equity.Connect with Ritu Nadkarni on LinkedIn: https://www.linkedin.com/in/ritu-nadkarni/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at www.globalperformancegroup.com📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy.If that’s you or someone you recommend, submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
Sales culture is the hidden driver behind customer trust, enterprise sales performance, and long-term B2B growth.In this episode of the B2B Sales Trends Podcast, Harry sits down with Liat Shentser, VP Solutions Engineering at SentinelOne, to unpack why culture is no longer a soft topic in modern B2B selling.From cybersecurity sales and sales engineering to go to market strategy and customer trust, this conversation explores what actually creates alignment inside high performing teams. Liat shares practical leadership frameworks, the psychology behind trusted advisor selling, and why elite B2B sales leadership starts with intent, clarity, and purpose.🔗 Explore more at www.globalperformancegroup.com⏱️ Timestamps:00:00 – Why sales culture directly impacts revenue in B2B sales02:36 – Customer trust and the future of enterprise sales04:21 – Why sales engineering is now critical in cybersecurity sales06:42 – The leadership principles behind high performance teams10:23 – The three pillar framework for modern B2B selling22:46 – Measuring sales culture through business performance metricsThis episode is for B2B sales leaders, sales engineers, go to market teams, and enterprise revenue operators who want to improve customer trust, sales culture, and high performance execution in modern B2B selling. You’ll learn:• Why sales culture is a measurable performance driver• How solution engineers become trusted advisors in enterprise sales• The role emotional intelligence plays in B2B sales leadership• How customer trust reduces friction and shortens sales cycles• Why go to market strategy should always start with the customer💡 Key Takeaways• Sales culture is not a soft skill initiative. It directly impacts win rates, retention, and customer trust.• Modern sales engineering requires emotional intelligence, storytelling, and business outcome alignment, not just technical expertise.• High performing go to market teams align around customer outcomes instead of internal KPIs.• The strongest B2B sales leaders create intentional cultures built on clarity, focus, and vulnerability based trust.• Enterprise sales success increasingly depends on human connection, even in an AI driven world.👤 About GuestLiat Shentser is the VP of Solutions Engineering at SentinelOne and a global technology leader with experience across cybersecurity, cloud transformation, and go to market leadership at companies including SentinelOne, Zscaler, Juniper Networks, and Cisco.She is known for building high-performance sales engineering teams that connect technical innovation with customer trust, business outcomes, and modern enterprise growth. Connect with Liat Shentser on LinkedIn: https://www.linkedin.com/in/liatshentser/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at www.globalperformancegroup.com📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy.If that’s you - or someone you recommend - submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
How to stop competing on price is the defining challenge in modern B2B sales and in this episode we break down how top performers shift from price pressure to value based selling and real differentiation strategy.In this episode of the B2B Sales Trends Podcast, Harry sits down with Rich Van Sprang, General Manager and Vice President of Sales, Americas at Hitachi Vantara, to explore how enterprise sales teams can move beyond commoditized conversations and create value driven outcomes. From changing buying behavior to discovery questions, qualification discipline, and the cost of inaction, this conversation offers a clear lens on what separates average sellers from elite performers in today’s remote sales environment.🔗 Explore more insights: https://www.globalperformancegroup.com/⏱️ Timestamps: 00:00 – Why B2B sales is stuck competing on price 03:50 – Buying behavior changes and remote sales impact 06:15 – Value based selling vs technical selling in enterprise sales 10:00 – Discovery questions that drive real differentiation strategy 15:00 – Cost of inaction and why deals stall 22:30 – Internal champions and qualifying real opportunities You’ll learn: – How to stop competing on price and lead with value – Why discovery questions define your sales process – How internal champions influence enterprise sales outcomes – How to qualify real opportunities and avoid stalled deals💡 Key Takeaways- If you lead with “what” instead of “why”, you will be forced into price competition- The real competitor in B2B selling is often doing nothing, not another vendor- Strong discovery questions create differentiation before pricing ever comes up- Internal champions are critical to carrying your value message inside the account- Confidence and belief in your value proposition directly impact sales outcomes👤 About GuestRich Van Sprang is General Manager and Vice President of Sales, Americas at Hitachi Vantara. With 18+ years of experience across sales, partner management, and executive leadership, he specializes in aligning go to market strategy with business outcomes and helping teams move from technical conversations to value based selling. Connect with Rich Van Sprang on LinkedIn: https://www.linkedin.com/in/richard-van-sprang-bbb8744/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at http://www.globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy.If that’s you or someone you recommend, submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/
Urgency in sales is often missing in B2B deals because buyers default to the status quo. The real driver isn’t ROI, it’s the cost of inaction and the risks of doing nothing.In this solo episode of the B2B Sales Trends Podcast, Harry breaks down why deals stall, how status quo bias shapes B2B sales psychology, and how to create urgency by making consequences visible. You’ll learn practical ways to uncover unconsidered needs, highlight the risks of inaction, and move enterprise sales conversations forward.🔗 Explore more insights: https://www.globalperformancegroup.com/⏱️ Timestamps:00:00 – Why urgency is missing in B2B sales00:25 – The comfort of the status quo in B2B deals00:50 – Highlighting the cost of inaction in sales01:20 – Uncovering hidden needs in B2B sales01:50 – Building urgency to move deals forwardYou’ll learn: – Why buyers default to inaction even when change is needed – How to clearly communicate the cost of inaction – How to uncover unconsidered needs in complex sales – How to shift conversations beyond ROI to real business risk💡 Key Takeaways- The cost of inaction is often more persuasive than ROI in B2B sales- Status quo bias is the primary reason deals stall, not lack of value- Urgency is created by making risk visible, not by applying pressure- Unconsidered needs are the key to reframing buyer priorities- Sales leaders who understand decision psychology close more complex dealsIf this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at http://www.globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy.If that’s you or someone you recommend, submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/
Outcome based selling is now the edge in modern B2B sales. Buyers want business results, financial impact, and strategic value, not another product pitch. In this B2B Sales Trends Podcast episode, Harry sits down with Monia Munari, Senior Vice President of Sales, Grid Technologies at Siemens Energy, to unpack how technical sales teams evolve into trusted business partners.From enterprise sales and consultative selling to AI in sales and stakeholder engagement, this conversation breaks down the mindset shift behind modern B2B selling and sales leadership performance.🔗 Explore more insights: www.globalperformancegroup.com📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/⏱️ Timestamps: 00:00 – Why outcome based selling is replacing feature selling 03:25 – Sales transformation inside Siemens Energy 04:53 – How elite sellers prepare for enterprise sales meetings 07:08 – Stakeholder engagement and building a business case 15:25 – AI in sales: automate admin, protect human value 23:04 – The 3 sales skills top performers need nowYou’ll learn: • Why technical expertise alone no longer wins B2B sales • How consultative selling creates larger opportunities • Where AI in sales adds value without hurting trust • The mindset shift from seller to owner of customer outcomes💡 Key Takeaways • Outcome based selling means leading with results, not products. • The best sellers understand balance sheets, market pressure, and executive priorities. • AI should remove low value tasks so sellers can focus on human conversations. • Strong qualification saves time and increases win rates. • Curiosity, empathy, and disciplined execution define elite sales talent.👤 About GuestMonia Munari is Senior Vice President of Sales, Grid Technologies at Siemens Energy. With 15+ years of international leadership experience across technical, operational, and commercial roles, she specializes in sales transformation, profitable growth, and leading high-performing teams. Connect with Monia Munari on LinkedIn: https://www.linkedin.com/in/monia-munari-26b5b542/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at www.globalperformancegroup.com📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy.If that’s you or someone you recommend, submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/
Procurement strategy decides many deals before the RFP ever lands. In this episode of the B2B Sales Trends Podcast, Harry sits down with Raymond Chow to unpack why most B2B sales are lost long before formal procurement begins.If you lead complex deals, enterprise sales strategy, or sales enablement teams, this conversation will sharpen how you approach stakeholder mapping, procurement process dynamics, and modern B2B selling. Raymond shares practical lessons from Asia Pacific markets that apply globally.🔗 Explore more insights: www.globalperformancegroup.com📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/⏱️ Timestamps: 00:00 – Why procurement strategy starts before the RFP 03:10 – How buying committees changed B2B sales 05:50 – Stakeholder mapping in complex enterprise sales 10:20 – Why late stage RFP bids rarely win 13:35 – Procurement process tactics to get involved early 23:35 – The habits of elite B2B sales leadersYou’ll learn: • Why most sellers enter deals too late • How to win trust with procurement instead of fighting them • How stakeholder mapping improves win rates • The traits top sales leadership teams build consistently💡 Key Takeaways • If the first time you hear about a deal is the RFP, your odds are already low. • Procurement is not the enemy. Strong sellers treat them as partners in the buying process. • Stakeholder mapping is essential in modern B2B sales because decisions are shared across finance, technical, and user groups. • Great enterprise sales strategy means shaping deals early, not reacting late. • Listening, continuous learning, and grit remain timeless traits of top performers.👤 About GuestRaymond Chow is a senior leader with up to 30 years of experience across sales, marketing, operations, and commercial leadership in the healthcare and life science industry. He is known for building high performing teams, developing partner networks, and driving accelerated growth across regional markets.Connect with Raymond Chow on LinkedIn: https://www.linkedin.com/in/raymond-chow-5b97488/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at www.globalperformancegroup.com📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy.If that’s you or someone you recommend, submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/
Business acquisition strategy is not about buying companies. It is about what happens after the deal closes.In this episode of the B2B Sales Trends Podcast, Harry sits down with Marie Szymanski, General Manager at Atlas Copco, to unpack how smart companies turn acquisitions into competitive advantage through alignment, innovation strategy, and customer experience strategy.From portfolio management to strategic partnerships, Marie shares how Atlas Copco avoids commoditization, equips modern sales teams, and creates real value based sales outcomes in manufacturing markets. If you lead B2B sales, growth strategy, or integration after acquisition, this conversation is highly relevant.🔗 Explore more insights: www.globalperformancegroup.com📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/⏱️ Timestamps: 00:00 – Business acquisition strategy nobody talks about 03:10 – Why Atlas Copco wins through innovation strategy 08:55 – How to avoid becoming a commodity in B2B sales 14:40 – Portfolio management that creates competitive advantage 20:15 – Value based sales and proving ROI to customers 29:25 – Building sales teams for strategic partnershipsYou’ll learn: • Why acquisitions fail when alignment is ignored • How innovation strategy drives customer value • What modern B2B selling looks like after integration • How elite sales teams stay relevant in complex markets💡 Key Takeaways • Buying companies is easy compared with integrating culture, systems, and go to market execution. • Customers do not buy broad portfolios. They buy clear outcomes and reduced risk. • Innovation matters most when it solves real operational problems. • Value based sales requires measurable ROI, not generic claims. • Strong post acquisition growth depends on talent development and internal alignment.👤 About GuestMarie Szymanski is General Manager at Atlas Copco. Known for leading growth through innovation, portfolio expansion, and customer focused commercial strategy, she helps organizations turn acquisitions into market advantage while building high performing teams.Connect with Marie Szymanski on LinkedIn: https://www.linkedin.com/in/marie-szymanski-ab174426/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at www.globalperformancegroup.com📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy.If that’s you or someone you recommend, submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/
Sales process problems often hide behind activity. The real issue is whether buyers are committing to change. In this episode, Harry breaks down how buyer commitment, cost of inaction, and stronger conversations can improve win rates and strengthen your B2B sales strategy.Too many teams mistake meetings, emails, and pipeline movement for real progress. In this solo episode of B2B Sales Trends, Harry shares how modern sellers shift from internal stages to buyer agreements, uncover business pain points, and create momentum that actually closes deals.🔗 Explore more insights: https://globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/⏱️ Timestamps: 00:00 – Why your sales process may be hurting win rates 00:32 – Activity vs agreement in B2B sales 01:00 – Why unchecked stages waste time 01:16 – How to map a stronger sales process 01:42 – Shift from milestones to buyer agreements 02:05 – High performing teams build mutual commitment 02:23 – Striker questions and uncovering pain points 02:55 – Using cost of inaction to create urgency 03:20 – Why real buyer change improves win ratesYou’ll learn:– Why busy pipelines can still be weak pipelines – How top teams gain commitment instead of chasing updates – How to uncover real business pain points – Why cost of inaction is a powerful lever in B2B salesIf this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at https://globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy.If that’s you or someone you recommend, submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
Sales KPI mistakes are costing teams growth. Sales performance improves when leaders measure progress, pipeline health, and forecasting accuracy instead of relying only on revenue.In this episode of the B2B Sales Trends Podcast, Harry sits down with John Glennon, SVP of Sales, North America at Sinch, to unpack why outdated scorecards hurt modern B2B sales teams. They explore the Five Cs framework, better coaching systems, MEDDIC sales methodology, and how elite leaders create predictable revenue through smarter measurement.🔗 Explore more insights: www.globalperformancegroup.com📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/⏱️ Timestamps:00:00 – Why revenue is a flawed sales KPI for modern sales leadership02:05 – The hidden sales performance problem most leaders miss07:57 – John Glennon’s Five Cs sales KPI framework explained12:11 – Sales pipeline management signals that predict future wins17:10 – MEDDIC sales methodology and stronger enterprise sales process30:15 – How B2B sales leadership teams should measure what mattersYou’ll learn:• Why lagging metrics create reactive leadership• How to improve forecast accuracy and pipeline visibility• What separates scalable sellers from streaky sellers• How better key performance indicators drive stronger coaching💡 Key Takeaways• Revenue tells you what happened, not what is about to happen.• Great sales KPI systems track pipeline creation, commit accuracy, and progress.• Forecast discipline improves when sellers use clear qualification frameworks.• Managers become better coaches when they stop acting as historians.• Consistent pipeline creation is one of the clearest signals of elite sellers.👤 About GuestJohn Glennon is SVP of Sales, North America at Sinch. He leads high performing B2B sales teams across multiple segments and is known for building practical systems that improve forecasting, coaching, and long term sales performance.Connect with John Glennon on LinkedIn: https://www.linkedin.com/in/johnglennon/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at www.globalperformancegroup.com📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy.If that’s you or someone you recommend, submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
AI in sales is reshaping modern selling, but the best B2B sales professionals still win through judgment, trust, and business acumen. In this episode of the B2B Sales Trends podcast, Harry sits down with Dave Hirsch, Regional Director at Bloomberg Industry Group, to unpack what sales leadership teams get wrong about sales technology, why deals stall, and how elite sellers use AI without losing the human edge.From complex B2B sales to enterprise sales strategy, this conversation explores how modern sellers can use tools to prepare smarter, reduce buyer risk, and create real confidence at decision time. If you care about B2B selling, sales enablement, and the future of consultative selling, this episode is for you.🔗 Explore more insights: www.globalperformancegroup.com📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/⏱️ Timestamps:00:00 – Why AI in sales exposes weak selling habits03:45 – Bloomberg, complex B2B sales, and high risk buyers08:55 – Sales technology overload and why more tools can hurt11:40 – How elite sellers use AI in sales for prep and insights24:00 – Sales leadership mistakes in AI adoption35:00 – Human skills that still win enterprise sales strategyYou’ll learn:• Why buyers still need human confidence before decisions• How top reps use AI without becoming dependent on tools• What sales leaders should focus on before buying new tech• Why business acumen is now a competitive advantage💡 Key Takeaways• AI in sales should enhance judgment, not replace it.• Too many tools create noise when teams need clarity.• Great sellers use technology for prep, prioritization, and timing.• Buyers make decisions when risk feels reduced.• Human skills like empathy, trust, and business understanding are increasing in value.👤 About GuestDave Hirsch is a Regional Director at Bloomberg. He leads teams serving Bloomberg Law clients and works closely with organizations navigating complex buying decisions where credibility, risk management, and long term value matter most.Connect with Dave: https://www.linkedin.com/in/davehirschprofile/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at www.globalperformancegroup.com📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy.If that’s you or someone you recommend, submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
Enterprise sales deals don’t stall because of your solution. They stall because of misaligned stakeholders and hidden friction inside the buying group.In this solo episode, Harry breaks down the real reason complex B2B sales slow down and what high performing sales leadership teams do differently. Drawing from outcome based selling and real enterprise sales experience, this episode gives you a clear framework to improve stakeholder management and move deals forward with confidence.🔗 Explore more insights: https://www.globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/⏱️ Timestamps:00:00 – Why enterprise sales deals stall after a great demo00:45 – The reality of 10+ stakeholder buying groups01:30 – Mistake 1: Technical agreement vs real alignment02:20 – Mistake 2: Why teams never say yes together03:30 – Mistake 3: Comfort zone selling kills momentum04:30 – Mistake 4: The danger of unmapped stakeholdersYou’ll learn:– How to navigate multi stakeholder enterprise sales environments– Why outcome based selling requires full organizational alignment– How to improve stakeholder management and reduce deal risk– What separates high performing sales leadership from average execution💡 Key Takeaways- Enterprise sales success depends on alignment not just agreement- Stakeholder management is the core discipline in complex B2B sales- Avoiding difficult stakeholders introduces hidden risk into your sales pipeline- Momentum is not progress unless decision ownership is clearly mapped- High performing teams engineer consensus instead of relying on championsIf this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at http://www.globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy.If that’s you or someone you recommend submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
Most teams get b2b sales strategy wrong by chasing more deals instead of focusing on key account management and real growth opportunities.In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher sits down with Ole Gerkensmeyer, Chief Strategy Officer at Nexperia, to unpack why top-performing teams win by doing less, not more. This conversation challenges conventional b2b selling and shows how strategic focus drives sales growth and long-term impact.📘 Get the 26 Sales Trends for 2026 report:https://globalperformancegroup.com/26-sales-trends/⏱️ Timestamps:00:00 – Why most b2b sales strategy fails (b2b sales, sales leadership)03:40 – The hidden cost of chasing too many deals (sales productivity, complex b2b sales)09:40 – Key account management and the 80 percent revenue insight (key account management, enterprise sales)13:20 – Winning bigger deals by involving the full organization (enterprise sales, go-to-market strategy)18:00 – Building real partnerships that drive sales growth (customer centric selling, b2b selling)25:30 – Stop chasing everything and think strategically first (sales coaching, sales leadership)You’ll learn:– Why focusing on fewer accounts increases revenue and impact– How to identify high-value opportunities in complex b2b sales– What separates top sales teams from average performers– How to align go-to-market strategy with real customer needs💡 Key Takeaways- Most sales teams are not short on opportunities, they are short on focus- A small number of accounts typically drive the majority of revenue- Saying no is a strategic advantage in complex b2b sales- High performance comes from thinking before acting, not doing more- Real growth comes from deep partnerships, not surface-level activity👤 About GuestOle Gerkensmeyer is Chief Strategy Officer at Nexperia. Known for his expertise in enterprise sales, go-to-market strategy, and key account management, he helps organizations focus their sales efforts to drive sustainable growth and market leadership.Connect with Ole Gerkensmeyer on LinkedIn: https://www.linkedin.com/in/ole-gerkensmeyer-785884/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at www.globalperformancegroup.com📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy.If that’s you - or someone you recommend - submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
winning without benchmarkingYou’ll learn:– Why RFP processes hurt your b2b sales strategy– How outcome based selling changes client conversations– What modern sales leadership must shift in GTM strategy– How AI in sales is accelerating decision-making and expectations💡 Key Takeaways- RFPs are often benchmarking exercises - not real buying decisions- In complex B2B sales, outcomes matter more than capabilities- Co-creation with clients dramatically increases win probability- AI is accelerating the shift toward faster, outcome-driven decisions- Trusted advisor positioning is now a requirement - not a differentiatorAbout GuestKaran Chetal is Global Chief Growth Officer at Monks. Known for driving large-scale transformation and growth, he helps organizations align go-to-market strategy with outcome based selling and AI-driven innovation.Connect with Karan Chetal on LinkedIn: https://www.linkedin.com/in/karan-chetal-490639134/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at http://www.globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy.If that’s you - or someone you recommend - submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
Employee retention strategies and sales growth strategies are more connected than most leaders think - and getting this wrong is costing you revenue. Fixing employee turnover is the fastest path to sustainable growth in B2B sales.The future of B2B selling isn’t about pushing harder - it’s about removing friction. This conversation explores how leaders can build scalable systems, improve retention, and win in today’s complex buying behavior environment.In this episode of the B2B Sales Trends Podcast by Global Performance Group, Harry sits down with Chris Kowalewski, Chief Growth Officer at Compass Group, to explore why leadership, sales organization design, and simplification - not more pressure - drive long-term growth.📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/🔗 Explore more insights: https://www.globalperformancegroup.com/⏱️ Timestamps:00:00 – The real problem behind employee turnover in B2B sales03:30 – Why sales organization design drives sales growth strategy08:15 – Employee retention strategies that reduce turnover13:40 – Simplifying processes to improve B2B sales performance18:20 – Leadership, complexity, and sustainable growth27:10 – Modern buying behavior and multi-stakeholder B2B sellingYou’ll learn:– How to reduce employee turnover in sales teams– Why simplification beats adding more tools and processes– What modern buying behavior means for B2B sales strategy– How leadership impacts long-term growth and performance💡 Key Takeaways- High employee turnover is usually a system design problem—not a hiring problem- Sales growth strategy improves when you remove friction, not add pressure- The best teams shift support work away from sellers to increase selling time- Sustainable growth comes from retention, tenure, and continuous simplification- Modern B2B buying behavior requires lower risk and better stakeholder alignmentAbout GuestChris Kowalewski is Chief Growth Officer at Compass Group, where he has driven over $20B in organic growth by redesigning sales organizations for performance and scale. He’s known for reducing employee turnover from 20%+ to under 6% and building high-performance teams through a people-first, simplicity-driven approach to leadership.Connect with Chris Kowalewski on LinkedIn: https://www.linkedin.com/in/chris-kowalewski/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at https://www.globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy.If that’s you - or someone you recommend - submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
Enterprise sales is shifting - and outcome-based selling is now the difference between stalled deals and real business impact. In this episode, we break down how modern B2B sales teams must move beyond products to outcomes.The future of B2B selling isn’t about features - it’s about outcomes. Harry sits down with Matt Leighton, VP Enterprise Sales EMEA at TeamViewer, to explore how enterprise sales teams can break out of commodity conversations and lead with real business impact.📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/🔗 Explore more insights: https://www.globalperformancegroup.com/⏱️Timestamps:00:00 – Enterprise sales shift: from product to outcome-based selling03:45 – TeamViewer’s evolution and value-based selling approach09:10 – The confidence gap in tech investments (b2b sales strategy)15:00 – From reactive to proactive selling in B2B sales22:40 – Sales coaching techniques to build consistent performance29:30 – Sales leadership lessons: what top performers do differentlyYou’ll learn:– How to shift from value-based selling to true outcome-based selling– Why most enterprise deals stall before they ever become real decisions– How sales coaching and leadership drive consistent performance– What it takes to engage C-suite buyers with confidence💡 Key Takeaways- Most deals don’t fail at the end - they fail because the problem was never strong enough to drive action.- Outcome-based selling reframes conversations from product features to measurable business impact.- Leading with price immediately weakens your position and commoditizes your offer.- Proactive, insight-led selling is replacing reactive, transactional approaches in modern B2B sales.- Coaching, consistency, and mindset shifts are critical to sustaining high performance.👤About GuestMatt Leighton is VP of Enterprise Sales, EMEA at TeamViewer. A builder of high-performing sales teams with over 25 years in tech, he has led and transformed enterprise sales organizations across SaaS, cloud, and software—shaping teams at companies like IBM and Salesforce.Connect with Matt on LinkedIn: https://www.linkedin.com/in/matthew-leighton/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at http://www.globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy.If that’s you - or someone you recommend - submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
outcome05:20 – Sales leadership: raising standards and disqualifying deals06:40 – Sales process improvement: fixing pipeline for better forecastingYou’ll learn:– Why weak sales qualification leads to “no decision” deals– How better sales discovery creates urgency and movement– What high-performing B2B sales teams do differently in their sales process– How to improve sales pipeline management for predictable growth💡 Key Takeaways- Most lost deals aren’t lost to competitors - they end in “no decision” due to weak qualification- High-performing teams qualify problems, not just accounts- Urgency comes from connecting decisions to risk or outcome, not features- Surface-level sales discovery leads to comparison, not action- Disqualifying early improves win rates, forecasting accuracy, and deal velocityIf this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at http://www.globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy.If that’s you - or someone you recommend - submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
B2B sales is changing fast - and AI in sales is raising the bar for every seller. Roli Agrawal of NTT Data explains how modern enterprise sales, complex B2B deals, and evolving buyer behavior are reshaping how sellers create value in today’s market.The future of B2B selling isn’t about pushing harder - it’s about helping buyers think better. Host Harry speaks with Roli about how AI in sales, sales enablement, and sales leadership are redefining how high-performing teams navigate complex decisions and win enterprise deals.🔗 Explore more insights: https://www.globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/⏱️Timestamps00:00 – Why B2B sales is getting harder in complex enterprise sales cycles04:30 – How enterprise sales buying behavior has changed07:48 – Rethinking discovery in modern consultative selling10:14 – Why complex B2B deals are lost to indecision17:13 – The real impact of AI in sales on sellers and buyers24:18 – Sales leadership and sales transformation in modern organizationsYou’ll learn:– Why modern B2B sales strategy must adapt to new buying behavior– How AI in sales is changing seller expectations– Why complex enterprise deals stall - and how to move decisions forward– How sales coaching and sales leadership drive real sales transformation💡 Key Takeaways- Complex B2B deals are often lost to indecision, not competitors - because organizations struggle to align stakeholders.- Modern sellers must move from information sharing to hypothesis-led discovery to create real buyer value.- AI in sales raises the bar - sellers must rely more on judgment, context, and decision guidance.- Winning enterprise sales requires helping buyers navigate uncertainty and competing priorities.- Real sales transformation happens through leadership, coaching, incentives, and role modeling - not strategy decks.About GuestRoli Agrawal is Chief of the CEO Office, AI Strategy and Sales Transformation at NTT Data. She leads global initiatives helping organizations adapt their enterprise sales strategy, sales enablement, and AI adoption in complex B2B environments.At NTT Data, Roli works at the intersection of AI in sales, sales leadership, and sales transformation, helping global teams navigate increasingly complex buying environments and enterprise decision systems.Connect with Roli Agrawal on LinkedIn:https://www.linkedin.com/in/roli-agrawal-1347914/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at https://www.globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy.If that’s you - or someone you recommend - submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
ales leadership and sales pipeline management determine whether B2B teams create real revenue growth - or simply stay busy. In this episode of the B2B Sales Trends Podcast, Andreas Hammer shares why many sales organizations work harder than ever yet still struggle to deliver consistent results.Host Harry sits down with Andreas Hammer, SVP Global Sales at YAGEO Group, to explore how modern sales leaders turn strategy into execution. From customer prioritization and pipeline discipline to leadership mindset shifts, Andreas explains how focused sales management drives long-term growth.This conversation unpacks the leadership decisions that shape high-performing B2B sales teams- and why the most effective leaders stop measuring activity and start managing impact.🔗 Explore more insights: https://www.globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/⏱️Timestamps00:00 – Why most B2B sales teams stay busy but miss revenue growth02:00 – Modern sales leadership challenges in B2B sales organizations04:05 – Prioritizing customers: key account management vs small deals07:20 – Sales strategy and forward-looking pipeline generation09:35 – The role of sales forecasting, KPIs, and pipeline metrics16:45 – Leading long-term sales transformation and coaching teamsYou’ll learn:– Why being busy is not a sales strategy– How leaders prioritize customers for real revenue growth– The role of sales pipeline management in scaling B2B organizations– How great leaders move from “super seller” to strategic coach💡 Key Takeaways• Sales teams often confuse activity with progress—true sales leadership focuses time on the highest-impact opportunities.• Strategic sales pipeline management requires a forward-looking view of customer potential, not just past revenue performance.• Clear KPIs and consistent reviews are essential to turning sales strategy into daily execution.• Long-term sales transformation requires coaching, communication, and new habits across the organization.• The best sales leaders stop acting like “super account managers” and focus on developing their teams.About GuestAndreas Hammer is SVP Global Sales at YAGEO Group, a global leader in electronic components. Known for building high-performing global sales organizations, Andreas specializes in sales strategy, pipeline management, and scalable B2B revenue growth.Connect with Andreas Hammer on LinkedIn:https://de.linkedin.com/in/andreas-hammer-21a5221If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at http://www.globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy.If that’s you - or someone you recommend - submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
Business pain points in complex B2B deals often stem from misalignment between direct sellers, partners, and the wider customer ecosystem - not from the product itself. In this episode, we examine how B2B sales strategy, leadership skills, and customer centricity influence whether enterprise opportunities move forward or stall.On the B2B Sales Trends Podcast, Harry speaks with John Carey, SVP Global Channels at SAS, about how leading organizations structure collaboration between direct sales teams and partners to solve meaningful customer challenges.John shares practical perspectives on navigating channel conflict, clarifying ownership in hybrid sales environments, and building the trust and alignment required to execute complex enterprise deals successfully.You’ll learn:– Why unclear ownership creates hidden business pain points in enterprise deals– Why clear account segmentation is the starting point for effective partner engagement– The leadership skills required to run a successful partner ecosystem– Why customer centricity must guide collaboration across the sales and partner ecosystem⏱ Timestamps00:00 – Why business pain points often come from partner misalignment01:27 – John Carey on leading global channels at SAS04:01 – The real pressure behind modern B2B sales strategy05:50 – A real-world example of channel conflict in enterprise deals10:09 – Customer centricity as the foundation of partner collaboration15:05 – Sales enablement: segmentation and partner role clarity30:15 – Leadership skills top performers use to close complex deals💡 Key Takeaways- Alignment beats ownership. Modern enterprise deals require coordinated ecosystems of sellers, partners, and technical teams.- Segmentation drives clarity. Clear account segmentation determines which partners should be involved and why.- Customer centricity is the anchor. When every stakeholder aligns around customer outcomes, channel conflict decreases dramatically.- Great sellers actively test whether their deals will fail early to improve forecasting and focus on real opportunities.- Trust plus technical capability wins. Partners succeed when they combine relationship credibility with implementation expertise.About GuestJohn Carey is SVP of Global Channels at SAS, where he leads global partner strategy and ecosystem development. Known for building high-impact partner programs, he helps organizations align direct sales teams, channel partners, and technical experts to deliver complex enterprise solutions.Connect with John Carey on LinkedIn: linkedin.com/in/johnmichaelcareyIf this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at http://www.globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy.Submit a guest application here:👉 https://globalperformancegroup.com/guest-submission/
Enterprise sales today demands customer-centric selling. SAP Global GTM leader Laz Uriza explains why modern enterprise deals depend on ecosystem collaboration, consultative selling, and stakeholder management across complex organizations.On the B2B Sales Trends Podcast, Harry sits down with Laz Uriza, Global GTM Leader for SAP Business Technology Platform, to explore how enterprise selling is evolving in a world of ecosystems, AI, and recurring customer success models.Rather than pushing individual solutions, modern sellers must coordinate across partners, platforms, and stakeholders to deliver real customer outcomes. As Laz explains, the future of enterprise sales is collaborative, customer-centric, and deeply human.📘 Get the 26 Sales Trends for 2026 report:https://globalperformancegroup.com/26-sales-trends/⏱ Timestamps00:00 – Why enterprise sales changed in the cloud era04:00 – Customer-centric selling in modern enterprise deals08:20 – Risks of pushing solutions before stakeholder alignment12:05 – Consultative selling inside multi-vendor ecosystems16:40 – Sales enablement, leadership and coaching modern sellers21:30 – The future of enterprise sales and ecosystem GTM strategyYou’ll learn:– Why customer-centric selling is replacing traditional enterprise sales tactics– How consultative selling and stakeholder management shape modern deals– Why sales enablement and leadership development are critical for future sellers– How SAP’s GTM strategy approaches ecosystem-driven enterprise sales💡 Key Takeaways• Enterprise sales has fundamentally shifted to customer success. Vendors now win when customers consume and succeed with the solution, not just when contracts are signed.• Customer-centric selling requires ecosystem collaboration. No vendor solves enterprise problems alone - partners, platforms, and trusted advisors must align around outcomes.• Feature-driven selling is losing relevance. Modern sellers must understand business processes, strategic initiatives, and the broader technology landscape.• Leadership and enablement must evolve. Sales organizations need proactive coaching, role-play training, and deeper sales enablement - not reactive training after missed quarters.• Human skills are becoming more important in AI-driven selling. Listening, empathy, and relationship building now differentiate elite enterprise sellers.About GuestLaz Uriza is Global Go-To-Market Leader for SAP Business Technology Platform (BTP). He focuses on building enterprise GTM strategies that help organizations integrate platforms, partners, and data ecosystems to drive real business transformation.Known for his perspective on ecosystem-driven selling, Laz works at the intersection of enterprise sales strategy, customer-centric selling, and global GTM leadership.Connect with Laz Uriza on LinkedIn:https://www.linkedin.com/in/lazarouriza/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at: http://www.globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report:https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders and GTM executives shaping modern sales strategy.Submit an application:https://globalperformancegroup.com/guest-submission/
Why B2B deals stall isn’t about competition - it’s about buyer indecision.Consultative selling, value-based selling, and traditional B2B sales strategy fail when sellers focus on solutions instead of driving buyer decisions.Harry breaks down why sales momentum disappears even in engaged deals. Buyers don’t go quiet because they lack information - they stall because they haven’t resolved the consequences of change. When the cost of inaction isn’t made explicit, doing nothing feels rational.For sales leadership teams, sales coaching cultures, and anyone serious about modern B2B selling, this is a reset on how to create urgency without pressure.🔗 Explore more insights: https://www.globalperformancegroup.com/⏱ Timestamps 00:00 – Why B2B deals stall 02:10 – Why consultative selling alone isn’t enough 04:30 – Outcome-based selling vs solution selling 07:45 – Stakeholder management at senior level 10:20 – Sales discovery questions that surface business pain points 13:40 – Creating sales momentum by clarifying the cost of inactionYou’ll learn: – Why sales momentum comes from resolution, not excitement – How to elevate sales discovery beyond surface business pain points – What outcome-based selling requires in senior stakeholder conversations – How to surface the cost of inaction without damaging trust💡 Key Takeaways- Buyers don’t disappear because of competition. They stall because indecision feels safer than change.- Reassurance does not resolve hesitation. Strategic clarity does.- Value-based selling only works when tied to financial and strategic consequences.- Stakeholder management requires moving conversations to trade-offs and timing - not features.- The real role of consultative selling is facilitating decisions, not presenting solutions.If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at http://www.globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy.If that’s you - or someone you recommend - submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
improve sales performance15:10 – Using storytelling in sales enablement and relationship selling24:40 – Coaching sales leadership to build reference habits38:40 – The 3 skills that separate elite enterprise sellersYou’ll learn:– How to operationalize customer advocacy inside your sales enablement motion– Why reference selling improves sales process optimization and sustainable revenue– How strong customer retention strategy fuels new enterprise sales– The leadership behaviors that build trust at scale💡 Key Takeaways- Customer references should be embedded across the full enterprise sales strategy - not saved for the final negotiation.- Reference-driven selling increases win rates and shortens sales cycles by shifting the conversation from features to outcomes.- Sales leadership must model the behavior: build your own reference stories and lead by example.- Sustainable revenue and 90%+ renewal rates are reinforced by consistent customer touchpoints.- Elite enterprise sellers master three things: listening deeply, building domain content expertise, and maintaining disciplined pipeline management.👤 About the GuestJan Duthoo is Chief Revenue Officer EMEA at SAP SuccessFactors, leading one of the largest HR cloud portfolios globally. He oversees sales, pre-sales, value advisors, business development, and customer success teams across a highly complex international region.Jan specializes in building high-performance enterprise sales organizations focused on customer advocacy, sales enablement, and long-term sustainable revenue.Connect with Jan Duthoo on LinkedIn:https://www.linkedin.com/in/janduthoo/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at http://www.globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy.If that’s you - or someone you recommend - submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
rcm=ACoAAAG-SA4BAe8LLkM02b3JmhFFQqNxDUUFNyUThis recognition reflects not only Simona’s commercial leadership in healthcare sales, but her growing influence in shaping the future of European board and executive leadership.Connect with Simona Grandits on LinkedIn:https://www.linkedin.com/in/simona-grandits-global-leader-emea-diagnostics-pharma-managing-director/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at http://www.globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy.If that’s you - or someone you recommend - submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
scaling sales teams the right wayYou’ll learn:– Why not every inbound signup deserves a sales conversation– How CAC optimization and lifetime value should guide scaling decisions– When AI in sales increases efficiency - and when it shouldn’t replace people– How product qualified leads help sales teams focus where they add value💡 Key Takeaways- Product-led growth requires disciplined prioritization - not more activity.- CAC to LTV is the economic guardrail for scaling sales teams sustainably.- Product signals should determine when human intervention creates value.- AI in sales should remove repetitive work, not remove the human connection.- High-volume environments demand clarity, not more effort.About GuestAmit Shalev is VP of Growth at Navan, where he leads the SMB revenue engine at the intersection of product led growth and sales strategy. He specializes in using product qualified leads, CAC to LTV modeling, and data-driven prioritization to scale sales teams without unnecessary headcount growth.Connect with Amit Shalev on LinkedIn:https://www.linkedin.com/in/amitshalev/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern B2B sales, leadership, and performance.🔗 Explore more at http://www.globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy.If that’s you - or someone you recommend - submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
provoking new needs08:40 – Sales culture, trust, and leadership impactYou’ll learn:– Why comfortable conversations destroy sales performance– How outcome-based selling shifts you from product to ROI conversations– What real confidence in selling actually looks like– Why strategic selling requires engaging senior stakeholders and the C-suite– How sales coaching and sales culture determine long-term performance📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/💡 Key Takeaways- Sales performance drops when sellers retreat into safe, technical conversations instead of engaging in strategic selling.- Sales psychology - not just sales enablement - determines whether deals move forward.- Confidence in selling comes from competence and deliberate practice, not motivation.- Outcome-based selling requires engaging stakeholders who can shape ROI and business impact.- High-performing B2B sales teams build a culture where uncomfortable conversations are normalized.If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern B2B selling, leadership, and performance.🔗 Explore more at https://www.globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy.If that’s you - or someone you recommend - submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
patience in sales leadershipYou’ll learn:- Why many “consultative selling” models still operate with a product mindset- What sales leadership must change to drive true customer centricity- How sales accountability shifts in multi-year enterprise sales strategy- Why value-based selling requires operating model change - not just new language💡 Key Takeaways- If your solution story collapses without your product at the center, you’re not selling solutions- Sales transformation fails in the “messy middle” - not at kickoff- Outcome-based selling requires courage to change metrics, roles, and funding- Enterprise sales strategy must optimize around customer outcomes - not product features- Leadership consistency, courage, and patience determine whether transformation sticksAbout GuestMichael Oren is SVP Americas Sales at Dematic, a global leader in warehouse automation. Formerly EVP of Global Services at Xerox, he has led large-scale commercial reinvention - from product selling to services-led, outcome-based models. Michael specializes in sales transformation, enterprise sales strategy, and aligning sales culture to customer outcomes.Connect with Michael on LinkedIn: https://www.linkedin.com/in/michaeloren/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern B2B selling, leadership, and performance.🔗 Explore more at https://www.globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/🎙️ Want to Be a Guest on B2B Sales Trends?We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy.If that’s you - or someone you recommend - submit a short application here:👉 https://globalperformancegroup.com/guest-submission/
Cross-functional teams in B2B sales decide whether complex deals move forward or fall apart. In this episode, we explore how high-performing sales teams, stakeholder collaboration, and shared accountability shape modern B2B sales strategy at scale.In this episode, host Harry Kendlbacher sits down with Bassem Salameh, Head of Network North Europe at Ericsson, to unpack what truly drives performance in complex B2B environments. Together, they explore why alignment between sales, technical, and delivery teams is no longer optional - and how leaders can build high-performing sales teams that move as one.🔗 Explore more insights: https://www.globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/00:00 – Why sales never really “ends” in complex B2B04:30 – How miscommunication kills B2B sales deals09:00 – The cross-functional triangle: sales, technical, delivery14:40 – Building stakeholder collaboration at scale20:00 – Leadership, accountability, and shared KPIs31:50 – The future of B2B sales and AI’s roleYou’ll learn how to:- Align cross-functional teams across the entire B2B sales lifecycle- Prevent miscommunication that quietly derails enterprise deals- Build stakeholder collaboration without slowing execution- Create sales accountability without silos or blame💡 Key Takeaways- Cross-functional alignment matters more than product or price in complex B2B sales- Miscommunication - internally and externally - is the biggest hidden deal risk- High-performing sales teams rotate leadership based on deal stage, not hierarchy- Sales accountability improves when teams share outcomes, not just targets- Confidence in B2B selling comes from preparation, listening, and inclusionAbout GuestBassem Salameh is Head of Network North Europe at Ericsson, where he leads large-scale technical, sales, and delivery organizations in complex enterprise environments. Known for his techno-commercial leadership approach, Bassem helps organizations align cross-functional teams to deliver sustainable B2B sales performance at scale.Connect with Bassem on LinkedIn: https://www.linkedin.com/in/bassem-salameh-4311894/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern B2B selling, leadership, and performance.🔗 Explore more at https://www.globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/
Build trust for sales through relationship selling - not rigid process.In this episode of B2B Sales Trends, Blanca Galletero explains why trust, transparency, and leadership authenticity are the real growth levers in modern B2B sales and channel partnerships. The future of B2B selling isn’t about tighter control or more dashboards - it’s about relationship selling at scale. In this episode, host Harry Kendlbacher sits down with Blanca Galletero, VP EMEA Channels at SentinelOne, to unpack how trust is built, lost, and rebuilt across complex partner ecosystems.Together, they explore how sales leaders can move beyond old-school tactics, use soft skills in sales as a competitive advantage, and increase results by offering real value and transparency - even in high-pressure moments.📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/🔗 Explore more insights: https://www.globalperformancegroup.com/⏱️ Timestamps00:00 – Why build trust for sales before pipeline and process03:40 – Relationship selling vs. sales process: what actually scales07:25 – Transparency + predictability: the trust formula for sales leaders11:10 – Channel partnerships, credibility, and leadership authenticity16:55 – Repairing trust when deals break down20:45 – AI in B2B sales: why trust still beats automationYou’ll learn:- How to build trust for sales without overpromising- Why relationship selling outperforms process-heavy sales models- How leadership authenticity drives long-term partner success- Where AI supports selling - and where it can’t replace human trust💡 Key Takeaways- Trust is not a KPI - it’s a daily leadership decision- Relationship selling scales when predictability replaces perfection- Transparency only works when it’s practiced, not presented- Strong channel partnerships are built on honesty, not opportunism- AI can scale process, but trust scales relationshipsAbout the GuestBlanca Galletero is VP EMEA Channels at SentinelOne, leading go-to-market and partner ecosystems across Europe. With 20+ years of experience across companies like Amazon, Microsoft, Oracle, Salesforce, and SentinelOne, she’s known for building high-trust relationships through leadership authenticity, value-based selling, and transparency.Connect with Blanca on LinkedIn: https://www.linkedin.com/in/blanca-galletero/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at https://www.globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/
A modern sales enablement strategy is no longer about quarterly training or feature decks. In fast-moving AI markets, credibility is fragile, buyers are overwhelmed, and sales teams need real-time learning to stay relevant. In this episode of the B2B Sales Trends Podcast, we explore how enablement, go-to-market strategy, and outcome-based selling must evolve when markets change weekly.In this episode, Harry Kendlbacher sits down with Phil Manez, VP of Go-To-Market Execution at VAST Data, to unpack how modern sales teams can stay credible when products, markets, and customer expectations evolve faster than ever. Drawing from real examples in AI-driven environments, Phil shares how enablement, messaging discipline, and execution come together to support confidence in selling.📘 Get the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/🔗 Explore more insights: https://www.globalperformancegroup.com/Timestamps:00:00 – Why credibility is fragile in AI-driven B2B sales03:30 – Sales enablement strategy in fast-moving markets06:10 – Go-to-market strategy: precision over coverage09:45 – Turning reps into outcome-based sellers14:10 – Continuous enablement vs. one-off sales training18:20 – What elite sellers must unlearn in the AI eraYou’ll learn:– Why traditional sales enablement strategies fall apart in AI markets– How go-to-market execution creates focus instead of noise– What outcome-based selling actually looks like in complex deals– How continuous enablement keeps teams relevant and credible💡 Key Takeaways- Sales enablement strategy must be continuous, not event-based- Credibility is the true currency in AI-driven B2B selling- Go-to-market strategy works best when it prioritizes precision over volume- Outcome-based selling reframes deals away from features and toward value- Leaders must model learning to keep teams relevant as markets accelerateAbout the GuestPhil Manez is VP of Go-To-Market Execution at VAST Data, where he operates at the intersection of product, engineering, marketing, and sales enablement. Known for building enablement systems that keep pace with rapidly evolving AI markets, Phil helps sales teams stay credible, focused, and outcome-driven in complex B2B environments.Connect with Phil Manez on LinkedIn: https://www.linkedin.com/in/philmanez/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at https://www.globalperformancegroup.com/📘 Download the 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/
B2B sales leaders lose deals not in the RFP-but long before it arrives.In this episode, we unpack why RFPs fail in B2B sales, how sales leadership must rethink RFP strategy, and what outcome-based selling looks like in complex enterprise sales environments.RFPs trigger pressure, speed, and reaction - but that instinct is exactly what kills win rates. Host Harry Kendlbacher sits down with Patrick Oestreich, a senior commercial leader preparing to assume a CEO role, to break down how elite B2B sales teams approach RFPs with discipline, clarity, and leadership judgment.This episode is a masterclass in B2B sales strategy, qualification, and modern sales leadership - especially for teams operating in procurement-driven, enterprise environments.🔗 Explore more insights: https://www.globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/⏱️ Timestamps:00:00 – Why RFPs fail in B2B sales03:45 – RFPs are the end of the sales cycle08:30 – Outcome-based selling vs reactive RFPs14:10 – Enterprise sales strategy: shaping deals early20:25 – When sales leadership should walk away from RFPs27:40 – Coaching teams to increase RFP win ratesYou’ll learn how to:- Stop wasting time on unwinnable RFPs- Shift from reactive selling to outcome-based selling- Build a healthier B2B sales pipeline with higher win rates- Lead sales teams with intention - not pressure💡 Key Takeaways- RFPs are not the start of the sale - they are the final checkpoint.- High-performing B2B sales teams shape opportunities months before procurement gets involved.- Inflated pipelines don’t drive results - disciplined qualification does.- Sales leadership must reward impact, not activity.- Walking away from the wrong RFP is a strategic advantage, not a failure.About the GuestPatrick Oestreich is a senior commercial leader with decades of experience in RFP-driven, highly competitive enterprise environments. Most recently, he served as Chief Commercial Officer (CCO) and Executive Board Member at Hellmann Worldwide Logistics and is preparing to assume a CEO role at a mid-sized, family-owned business.Known for combining strategic clarity with human leadership, Patrick helps organizations rethink how they sell, qualify, and lead in complex B2B environments.🔗 Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrick-oestreich-54b2ab56/If this episode challenged how you think about RFPs, share it with your sales leadership team.🎧 Subscribe to the B2B Sales Trends Podcast for weekly insights on modern selling, leadership, and performance.🔗 Explore more at https://www.globalperformancegroup.com/📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/
Increasing sales performance and confidence in selling doesn’t come from more pressure - it comes from better leadership design. In this special 100th episode of the B2B Sales Trends Podcast, Harry breaks down the systems, structures, and leadership shifts shaping sales trends 2026, and why modern B2B sales strategy must move beyond urgency and intensity.This solo milestone episode marks 100 episodes of pattern recognition across sales leaders, first-line managers, and go-to-market teams. Harry Kendlbacher distills the first three insights from the 26 Sales Trends for 2026 report - explaining why pressure no longer works, how leadership design drives consistency, and what buyers truly respond to today.🔗 Explore more insights: https://www.globalperformancegroup.com/👉Download the report here: https://globalperformancegroup.com/26-sales-trends/Timestamps:00:00 – Why increasing sales performance feels harder today02:18 – Sales trends 2026 and what they reveal about modern selling04:40 – Predictability vs pressure in B2B sales strategy06:55 – Sales manager coaching as the real performance lever08:20 – Confidence in selling and the consultative sales approach09:30 – Final reflections + the future of sales leadershipYou’ll learn:– Why pressure-based sales training is breaking performance– How predictability increases confidence in selling– The growing impact of sales manager coaching– What modern buyers expect from consultative sales conversations💡 Key Takeaways- Increasing sales performance today depends more on systems than effort- Predictable environments outperform pressure-driven sales cultures- First-line sales managers are the true drivers of behavior change- Confidence in selling comes from clarity, not urgency- Sales trends 2026 reward consistency over intensityAbout the EpisodeThis is a solo 100th episode special hosted by Harry Kendlbacher, founder of Global Performance Group and host of the B2B Sales Trends Podcast. Drawing from hundreds of conversations with sales leaders worldwide, Harry shares the foundational shifts redefining performance, leadership, and trust in modern B2B sales.If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.📘 Download the full 26 Sales Trends for 2026 report:👉 https://globalperformancegroup.com/26-sales-trends/🔗 Explore more at https://www.globalperformancegroup.com/
Sales technique today is about impact, not activity. In this Best Of episode, we break down high performance in sales, sales enablement best practices, and buyer psychology - including how AI in sales enablement is reshaping modern B2B selling.On the B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Brian North, Sr. Vice President of Strategic Brand Partnerships at Hearst, to unpack why most sales strategies fail in execution - and what separates teams that sustain high performance. This is a conversation from our archive we’re resurfacing because its insights on sales techniques, sales enablement, and AI in sales enablement are more relevant than ever.🔗 Explore more insights: https://www.globalperformancegroup.com/You’ll learn:- Why sales strategies fail in execution - and how to fix it- How elite sellers move from product pitching to problem solving- What buyer psychology reveals about modern purchase decisions- How sales enablement best practices drive consistent execution⏱ Timestamps00:00 – What High Performance in Sales Really Means Today04:35 – Why Sales Strategy Breaks Down in Execution09:05 – Measuring Impact vs Activity in B2B Sales11:15 – From Product Pushing to Problem Solving Sales Technique13:30 – Buyer Psychology and Modern Purchase Decisions24:20 – AI in Sales Enablement and the Future of Selling💡 Key Takeaways- High performance in sales comes from impact, not volume- Sales techniques must align with how buyers actually make decisions- Sales enablement best practices fail without coaching and reinforcement- Buyer psychology explains why activity alone doesn’t move deals- AI in sales enablement amplifies skill — it doesn’t replace judgmentAbout the GuestBrian North is Senior Vice President of Strategic Brand Partnerships at Hearst, where he focuses on performance, innovation, and consultative selling across a complex, fast-moving media landscape. With over 25 years of experience, Brian helps organizations translate data, audience insights, and buyer psychology into sales techniques that drive real business outcomes.Connect with Brian on LinkedIn: https://www.linkedin.com/in/brian-n-85b2682/If this episode sparked new thinking, share it with a sales leader or enablement partner focused on execution - not just strategy.🎧 Subscribe for weekly insights on modern B2B selling, leadership, and performance.🔗 Explore more at https://www.globalperformancegroup.com/
Sales team culture building is what turns sales strategy for B2B into real performance - not tools, not talk, and not one-off initiatives. This episode explores how leaders build organizational culture that actually executes.On the B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Susana Klotz, VP of Global New Client Acquisition at Kaseya, to unpack how high-performing sales teams move from process to performance by obsessing over culture, habits, and the buyer journey. This is a standout conversation from our archive - resurfaced because its lessons remain highly relevant for today’s B2B leaders.🔗 Explore more insights: https://www.globalperformancegroup.com/You’ll learn:- Why sales team culture building determines execution quality- How organizational culture connects directly to revenue outcomes- What “buyer journey thinking” really means for modern B2B sales- How leaders turn strategy into consistent daily behavior⏱ Timestamps00:00 – Why Sales Team Culture Building Drives Performance03:20 – Turning Sales Strategy for B2B Into Daily Habits07:20 – Organizational Culture vs. Slide-Deck Strategy11:50 – What the Buyer Journey Really Looks Like in Practice16:30 – Moving Beyond the First Deal in B2B Sales22:45 – The Habits That Separate Average and Elite Sales Teams💡 Key Takeaways- Sales team culture building is the foundation of sustainable performance- The best sales strategy for B2B lives in habits, not frameworks- Organizational culture shows up in how teams behave under pressure- Understanding the buyer journey prevents transactional selling- Consistency and clarity matter more than motivation or incentivesAbout the GuestSusana Klotz is VP of Global New Client Acquisition at Kaseya, where she leads global go-to-market teams focused on growth, execution, and culture. Known for her disciplined, people-first leadership approach, Susana helps organizations translate strategy into repeatable behaviors that drive long-term results.Connect with Susana on LinkedIn: https://www.linkedin.com/in/susana-klotz/If this episode sparked new thinking, share it with a sales leader or enablement partner focused on building culture that performs.🎧 Subscribe for weekly insights on modern B2B selling, leadership, and performance.🔗 Explore more at https://www.globalperformancegroup.com/
Sales Engineering and Business Development are no longer support functions - they are central to how modern B2B deals are won. In this episode, we explore how Sales Engineers drive real business outcomes, not just technical validation.On the B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Nirav Sheth, VP of Global Sales Engineering at Pure Storage, to unpack how Sales Engineers evolve into trusted advisors across the full sales cycle — from discovery to long-term value creation. This episode is part of our Best Of series, highlighting timeless conversations from the B2B Sales Trends Podcast.🔗 Explore more insights: https://www.globalperformancegroup.com/You’ll learn:- How Sales Engineers elevate Business Development beyond demos- Why consultative discovery is the new competitive advantage- How Sales Enablement scales SE impact across global teams- What strong SE–AE collaboration looks like in practice⏱ Timestamps00:00 – Why Sales Engineering Is Now Core to Business Development04:50 – From Technical Demos to Consultative Sales Engineering09:40 – Discovery, Curiosity, and Business Outcomes in Enterprise Deals14:55 – Scaling Sales Enablement Across Global SE Teams18:05 – How Sales Engineers and Sellers Co-Own Accounts25:10 – The Top Skills Every Elite Sales Engineer Needs💡 Key Takeaways- Sales Engineering has evolved from technical support into strategic - Business Development- Great Sales Engineers uncover unconsidered needs, not just stated requirements- Sales Enablement is critical to scaling SE excellence across large organizations- Trust, curiosity, and inspiration matter as much as technical depth- Long-term customer value is created through proactive, ongoing engagementAbout the GuestNirav Sheth is VP of Global Sales Engineering at Pure Storage, where he leads a worldwide organization of Sales Engineers supporting enterprise, mid-market, and emerging customers. Known for transforming Sales Engineering into a consultative, outcome-driven function, Nirav helps organizations connect technology investment directly to business impact.Connect with Nirav on LinkedIn: https://www.linkedin.com/in/niravsheth3/If this episode sparked new thinking, share it with a Sales Engineer, seller, or enablement leader on your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at https://www.globalperformancegroup.com/
Sales Discovery and business pain are the real drivers behind deal momentum - not pressure, not persuasion, and not better slides. In this episode, we break down how modern B2B sales teams use discovery to turn passive buyers into decisive action.In this B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Lisa DeCristofaro, Sales Director at UKG, to unpack how elite sellers uncover real business pain points, create sales momentum, and lead consultative selling conversations that actually move deals forward.🔗 Explore more insights: https://www.globalperformancegroup.com/You’ll learn:- How sales discovery questions uncover urgency without pressure- Why “cost of inaction” beats ROI in complex B2B selling- How sales coaching and role play drive consistent performance- The outbound prospecting strategy that activates buyers early⏱ Timestamps00:00 – Why Sales Discovery (Not Pitching) Creates Momentum03:55 – Turning Passive Buyers Into Active Buyers Through Discovery08:40 – Finding Real Business Pain Points and the Cost of Inaction13:30 – Sales Discovery Questions That Drive Consultative Selling18:50 – Sales Coaching, Role Play, and Building Sales Momentum24:45 – Outbound Prospecting Strategy and Sustaining Performance💡 Key Takeaways- Sales discovery works when it uncovers business pain tied to outcomes, not surface-level problems- The biggest threat to deals isn’t rejection - it’s buyer inaction- Consultative selling requires curiosity, discipline, and deep listening- Sales coaching only sticks when leaders model, practice, and repeat- Strong outbound prospecting activates buyers before competition entersAbout the GuestLisa DeCristofaro is a Sales Director at UKG, where she leads and scales high-performing B2B sales teams in highly competitive markets. Known for her practical approach to sales discovery, coaching, and leadership development, Lisa helps organizations move from stalled deals to consistent execution through trust, clarity, and disciplined practice.Connect with Lisa on LinkedIn: https://www.linkedin.com/in/lisadecristofaro/If this episode sparked new thinking, share it with your team or a sales leader navigating stalled deals.🎧 Subscribe for weekly insights on modern B2B selling, leadership, and performance.🔗 Explore more at https://www.globalperformancegroup.com/
When demand is high, the real advantage isn’t doing more - it’s choosing better. This episode explores a consultative selling approach and how disciplined sales leaders improve performance by focusing on the sales funnel they already have.In this episode, Harry Kendlbacher sits down with Hans van der Eijk, SVP Commercial Western Europe at DP World, to unpack how modern sales leaders navigate high inbound demand without sacrificing focus, margins, or credibility.You’ll hear how consultative selling replaces activity-driven selling, why not every RFQ deserves pursuit, and how disciplined sales strategy leads to stronger win rates in complex B2B environments.🔗 Explore more insights: https://www.globalperformancegroup.com/Timestamps:00:00 – When an overflowing sales funnel becomes a problem03:10 – Fast vs slow sales motions and why mindset matters07:15 – Turning brand demand into real sales qualification11:40 – RFQs, margins, and deciding when to say no16:30 – Consultative selling, value-based selling, and trust22:45 – Procurement, demand management, and winning complex dealsYou’ll learn:- How a consultative selling approach sharpens sales qualification- Why the sales funnel performs better when teams pursue fewer deals- How to evaluate RFQs through value-based selling, not urgency- What demand management looks like in complex B2B sales cycles💡 Key Takeaways- Strong brands fill the sales funnel, but disciplined qualification converts it- Consultative selling wins trust by focusing on customer value, not volume- Saying no to the wrong RFQs protects margins and boosts win rates- Value-based selling outperforms generic responses in complex deals- Early procurement engagement reduces risk and improves outcomesAbout GuestHans van der Eijk is SVP Commercial for Western Europe at DP World, where he leads commercial strategy across fast-moving freight forwarding and long-cycle contract logistics businesses. With decades of experience in complex B2B sales environments, Hans is known for building disciplined sales teams that win through consultative selling, value articulation, and focused demand management.Connect with Hans van der Eijk on LinkedIn:https://www.linkedin.com/in/hansvandereijk/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at https://www.globalperformancegroup.com/
Public sector sales leadership demands clarity in chaos - and this episode shows how ROI in B2B is driven through outcome-based selling, not speed or pressure. Bill Rowan breaks down how modern sales leadership wins complex sales cycles by simplifying strategy and focusing on what truly matters.In this episode, Harry Kendlbacher sits down with Bill Rowan, VP of Public Sector at Splunk, to unpack how sales leaders can bring discipline and focus to some of the most complex sales environments in the world. From public transparency to long buying cycles, Bill shares a leadership framework that turns uncertainty into sustainable performance.🔗 Explore more insights: https://www.globalperformancegroup.com/Timestamps:00:00 – Why public sector sales are uniquely complex03:45 – Outcome-based selling as the ultimate ROI in B2B07:50 – Sales leadership as coaching, not control12:30 – Using ecosystem intelligence in complex sales cycles17:45 – The three Ps: participation, productivity, pricing discipline24:30 – Enterprise sales planning and consistency at scaleYou’ll learn:- How outcome-based selling drives ROI in B2B and public sector sales- Why sales leadership is the biggest lever in complex sales cycles- A simple framework for enterprise sales planning and consistency- How to navigate partners, competitors, and stakeholders with clarity💡 Key Takeaways- ROI in B2B is best proven through outcomes, not features or speed- Public sector sales reward simplicity, repeatability, and discipline- Strong sales leadership shows up as coaching, planning, and execution- Complex sales cycles are won through ecosystem intelligence- Consistent performance comes from participation, productivity, and pricing disciplineAbout GuestBill Rowan is VP of Public Sector at Splunk, where he leads large-scale government and public sector sales organizations across highly complex, regulated environments. Known for building disciplined, outcome-focused teams, Bill helps sales leaders simplify complexity, drive ROI in B2B, and deliver long-term value through modern sales leadership.Connect with Bill Rowan on LinkedIn: https://www.linkedin.com/in/browan/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, sales leadership, and performance.🔗 Explore more at https://www.globalperformancegroup.com/
A modern sales enablement strategy isn’t about more activity - it’s about better preparation. In this episode of B2B Sales Trends, we explore why preparation has become the true differentiator in B2B selling and enterprise sales strategy.In this conversation, host Harry Kendlbacher sits down with Gena Dakos, a seasoned sales enablement leader, to unpack how high-quality outreach, customer empathy, and thoughtful preparation help sellers stand out in a noisy, AI-driven market. From executive discovery to enterprise-scale deals, this episode reframes enablement as confidence, clarity, and credibility - not just training.🔗 Explore more insights: https://www.globalperformancegroup.com/You’ll learn:- Why preparation beats volume in modern B2B sales- How sales enablement strategy builds confidence with executives- What customer empathy really means in enterprise selling- How AI supports preparation without replacing human judgment⏱️ Timestamps00:00 – Why preparation is the new sales differentiator04:45 – High-quality outreach vs volume in B2B selling08:55 – Customer empathy as a core sales enablement strategy13:40 – Preparing for executive discovery conversations18:50 – Enterprise sales strategy and multi-stakeholder deals24:10 – Enablement, confidence, and long-term performance💡 Key Takeaways- Sales enablement strategy succeeds when it prioritizes preparation over activity- Buyers are informed - sellers must add insight, not ask generic questions- Customer empathy is built through research, not scripts- Executive conversations demand clarity, relevance, and conviction- Enablement works best when it builds confidence, not compliance👤 About the GuestGena Dakos is a Sales Enablement Leader specializing in revenue enablement and enterprise sales strategy. With experience at Stripe, Rippling, FIS, and Gartner, Gena is known for building high-performing teams by deeply understanding sellers and designing the structure, preparation, and support they need to succeed in complex B2B environments.Connect with Gena on LinkedIn: https://www.linkedin.com/in/gena-dakos-3a12ab5b/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/
Data integration in healthcare is redefining AI in sales and how sales enablement teams create real customer value.In this episode of B2B Sales Trends, we explore how modern sales leaders cut through dashboard noise, align sales and operations, and use AI to strengthen focus and trust - not replace human judgment.Harry Kendlbacher sits down with Robert Brandt, Vice President of Sales Operations at Medline Industries, to unpack how healthcare buying behavior is evolving - and what it takes to keep sellers focused on value instead of fire drills. This is a grounded, real-world conversation about customer perception, data integration, and the future of AI in B2B sales.🔗 Learn more: https://www.globalperformancegroup.comYou’ll learn:- How data integration in healthcare impacts customer retention strategy- Why AI in B2B sales only works when it drives action- How sales enablement clears friction to unlock growth- What supply chain resilience really means to modern buyers⏱ Timestamps 00:00 – Why customer perception matters more than perfect data 04:10 – From selling to sales enablement in healthcare 07:50 – Data integration in healthcare and supply chain resilience 12:05 – Navigating AI in sales without losing trust 16:30 – How sales operations clear the road for revenue growth 22:10 – The future of AI in B2B sales and human decision-making💡 Key Takeaways- Customer perception outweighs internal dashboards in complex B2B sales- Data integration only matters if it drives meaningful action- Sales enablement fuels growth by removing friction, not adding process- AI in sales should focus attention, not overwhelm teams- Trust, ownership, and clarity remain the human edge in healthcare salesAbout the GuestRobert Brandt is Vice President of Sales Operations at Medline Industries, Inc., one of the largest healthcare suppliers in the United States. With a background in frontline selling and sales leadership, Robert now leads large-scale sales enablement and operations teams focused on revenue growth, customer retention, and operational excellence in healthcare.He is known for bridging data, process, and human behavior to help sellers perform at their best - especially in complex, high-stakes environments.Connect with Robert Brandt on LinkedIn: https://www.linkedin.com/in/robert-brandt-55248092/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, sales enablement, and leadership. 🔗 Explore more at https://www.globalperformancegroup.com
Sales performance doesn’t start with numbers - it starts with people. In this episode, we explore why people-first leadership is the real driver of sustainable sales motivation, especially in complex, high-pressure sales environments.In this conversation, Harry Kendlbacher sits down with Courtney Tranberg, VP of Sales (Trauma + Extremities) at Legacy Orthopaedics and long-time leader within the Smith+Nephew ecosystem. Courtney shares real-world lessons on building a coaching culture, adapting leadership across generations, and practicing human-centered leadership when results and pressure are high.🔗 Explore more insights: https://www.globalperformancegroup.comYou’ll learn:- Why two reps with the same role need completely different leadership- How people-first leadership directly fuels sales motivation- What quiet, everyday coaching moments really look like- How to lead without ego when your team knows more than you- Why performance follows when leaders prioritize trust and presence⏱ Timestamps 00:00 – Why people-first leadership beats number-first management 03:55 – Sales motivation isn’t universal: coaching beyond the job title 06:00 – Quiet coaching moments that shape real performance 07:35 – Human-centered leadership across generations 15:25 – Building a coaching culture without losing authenticity 27:30 – Final reflections: presence, trust, and evolving leadership💡 Key Takeaways- Sales motivation improves when leaders focus on the human behind the role.- A strong coaching culture is built through presence, not formal processes.- People-first leadership requires adapting how you lead without changing who you are.-Trust grows when leaders listen more than they instruct.- Sustainable sales performance follows when teams feel genuinely supported.👤 About the GuestCourtney Tranberg is VP of Sales (Trauma + Extremities) at Legacy Orthopaedics, primarily representing Smith+Nephew Orthopaedics. With experience spanning from frontline sales to senior leadership, Courtney is known for building resilient teams through individualized coaching, trust-based leadership, and a deeply human approach to performance.Connect with Courtney on LinkedIn: https://www.linkedin.com/in/courtneytranberg/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at: https://www.globalperformancegroup.com
When you walk into the C-suite, everything about selling changes. This episode unpacks why traditional pitching falls flat - and why outcome-based selling is the strategy that separates trusted partners from everyone else.In this conversation, Harry Kendlbacher sits down with Ed See, Chief Growth Officer at Zeta Global, to break down the mindset shift sellers must make when engaging senior decision makers. From consultative selling, sales curiosity, and the courage to drop your own agenda, to the rising role of AI in sales and navigating enterprise buying groups - this episode gives you a complete framework for modern executive selling.🔗 Explore more insights: https://www.globalperformancegroup.comYou’ll learn: – What really causes pitches to fail in the C-suite – How outcome-based selling reframes every executive conversation – Why curiosity beats any pitch deck – How to use AI in B2B sales without losing the human edge – What senior leaders expect from top-performing sellers⏱ Timestamps 00:00 – Why your C-suite pitch fails: the real reason features don’t land 02:40 – The shift from advising to doing: Ed’s enterprise sales strategy 06:20 – From provider to partner: the power of consultative selling 11:15 – Curiosity vs. interrogation: what real sales curiosity looks like 17:00 – AI in sales: how top sellers use AI in B2B sales prep 20:34 – Leadership insights: the future of outcome-based selling💡 Key Takeaways- Executive selling isn’t about product - it’s about advancing the executive’s agenda, not yours.- Curiosity, when informed and intentional, is a seller’s most differentiating skill.- Outcome-based selling outperforms features every single time at senior levels.- AI gives sellers reach and intelligence, but it will never replace presence, courage, and judgment.- The C-suite no longer buys alone - success requires orchestrating the entire enterprise buying group.👤 About the GuestEd See is the Chief Growth Officer at Zeta Global, bringing decades of experience from McKinsey and Deloitte. Known for transforming how organizations build enterprise pipelines and engage senior decision makers, Ed helps teams shift from pitching products to delivering profitable customer outcomes.Connect with Ed on LinkedIn: https://www.linkedin.com/in/ed-see-496857/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at: https://www.globalperformancegroup.com
procurement 13:30 – Executive engagement: when to call higher in enterprise sales strategy 18:35 – Global nuances in strategic selling across regions and cultures💡 Key Takeaways- Planning isn’t admin - it’s the engine of predictable performance in enterprise sales.- Strategic sellers plan for people, not just pipeline, mapping internal and external stakeholders early.- Executive engagement accelerates deals only when it’s intentional, prepared, and aligned to outcomes.- Cultural and regional differences matter - processes stay global, but strategies must act local.- Elite performers win through trust, strategic thinking, and disciplined hard work - not luck.👤 About the GuestLudovic Neveu is the SVP of Sales at Tricentis, where he leads global sales teams across competitive enterprise markets. With over 30 years in software leadership, he is known for building disciplined, scalable sales processes and helping organizations elevate their strategic selling capabilities through intentional planning and executive orchestration.Connect with Ludovic on LinkedIn: https://www.linkedin.com/in/lneveu/If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at www.globalperformancegroup.com
building a strategic sales culture💡 Key Takeaways- Hyper-growth creates invisible GTM debt - and fixing it requires process, clarity, and courage.- Strategic selling demands a different skillset, mindset, and qualification rigor than transactional motions.- Sustainable revenue only emerges when sales, product, legal, finance, and operations move in sync.- Sales enablement becomes a growth multiplier, not a “nice-to-have,” when entering enterprise markets.- The top traits of elite sellers today: intelligence, motivation, and curiosity - especially in remote environments.👤 About the GuestPatrick MacKelvie is the VP of Sales, Global New Business at Remote, leading a 150-person global sales organization across the Americas, EMEA, and APAC. Known for scaling teams during explosive global employment growth, he specializes in GTM strategy, strategic selling, and building the operational backbone required for sustainable revenue.Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patmack/If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and GTM strategy. 🔗 Discover more at www.globalperformancegroup.com
LatAm at Loomis, where he leads commercial strategy across 17+ countries. He specializes in transforming traditional service organizations into proactive, opportunity-driven GTM teams and building structures that scale across diverse markets.Connect with Felipe on LinkedIn: https://www.linkedin.com/in/svp-felipe-arancibia/If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at www.globalperformancegroup.com
Modern selling isn’t about pushing - it’s about problem identifying. In this episode, we break down sales training that actually works, rooted in customer problem identification and ROI selling marketing strategies that help elite sellers win without discounting.In this conversation, Harry Kendlbacher sits down with Beth Morris, VP of Product Insights at NielsenIQ, to decode the real skills behind high-performing sellers - from insight-driven discovery to value-based selling, negotiation without concessions, and using the cost of inaction to drive urgency. If you’re leading a sales team or selling into complex buying groups, this episode will change how you prepare, position, and influence.🔗 Explore more insights: www.globalperformancegroup.comYou’ll learn: – Why elite sellers “never sell anything” - they solve – How to uncover problems buyers can’t see yet – When to use ROI selling marketing to hold value – Why discovery must generate new insight, not recycle questions – How to walk away early to protect pipeline quality⏱️ Timestamps 00:00 – Why the best sellers never “sell” (sales problem solving) 02:46 – Sales training mistake: “show up and throw up” discovery 06:18 – How to do real customer problem identification (value-based selling) 09:50 – Qualifying out fast: a modern sales strategy essential 13:39 – Using ROI selling marketing to negotiate without concessions 18:53 – The cost of inaction: when and how to use COI with buyers 21:54 – Top traits elite sellers share in 2025💡 Key Takeaways- Elite sellers are problem identifiers, not product pitchers.- Insight-led discovery creates value buyers haven’t seen yet.- Persona-based conversations outperform topic-based selling every time.- ROI selling marketing protects pricing power and avoids concessions.- COI (cost of inaction) is a powerful lever for creating urgency.👤 About the GuestBeth Morris is the Vice President of Product Insights at NielsenIQ, where she helps companies understand product performance, market dynamics, and customer decision patterns across CPG categories. She is known for transforming complex data into commercial insights that fuel smarter sales strategy and better customer conversations.Connect with Beth on LinkedIn: https://www.linkedin.com/in/bethamorris/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at www.globalperformancegroup.com
self-reflection19:45 – Growth mindset in sales: the power of consistent practiceIn this conversation, Harry Kendlbacher sits down with Amy Spurgeon, VP of Growth at WPP, to unpack how ownership and emotional intelligence shape high-performing sales cultures. Amy shares how curiosity emerges from responsibility, how accountability drives better discovery, and why joy, humility, and self-reflection matter just as much as targets.You’ll learn: – Why emotional intelligence strengthens sales leadership – How ownership culture elevates sales accountability – Why curiosity is a growth mindset skill - not just a tactic – How leadership integrity fuels team motivation – What elite salespeople do differently in their daily habits💡 Key Takeaways – Emotional intelligence unlocks accountability and honest self-reflection. – Ownership culture creates consistency in how sales teams show up. – Curiosity emerges when reps feel responsible for outcomes. – Leadership integrity builds trust, not pressure. – Growth mindset in sales is a practice, not a personality trait.👤 About GuestAmy Spurgeon is the VP of Growth at WPP, with a career spanning sales, enablement, and global commercial leadership. Known for her emotionally intelligent leadership style, she helps organizations build ownership-driven sales cultures rooted in curiosity, accountability, and integrity.Connect with Amy on LinkedIn: https://www.linkedin.com/in/amy-spurgeon-wpp/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at www.globalperformancegroup.com
SVP Global Sales at NinjaOne, overseeing global SDR, sales, and post-sales functions while driving sales leadership and scaling sales teams across EMEA, APAC, and the U.S. Known for his coaching-centric leadership style, he builds high-performing teams through culture, autonomy, and deep customer focus.Connect with Andre on LinkedIn: https://www.linkedin.com/in/andre-schindler-0a209334/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, sales leadership, and performance. 🔗 Explore more at www.globalperformancegroup.com
Most sales leaders start with the comp plan - but the smartest start with strategy.In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Jahangir Iqbal, VP of Central Operations and Sales Compensation at Palo Alto Networks, to unpack how strategic sales compensation can activate your GTM strategy, drive the right behaviors, and inspire sales teams to perform with clarity and purpose.🔗 Explore more insights: globalperformancegroup.comTimestamps: 00:00 – Why GTM strategy should come before comp design 03:45 – How Microsoft and AWS aligned compensation with transformation 07:20 – The power of simplicity and focus in sales compensation 11:35 – Using data and strategic thinking to refine comp plans 16:00 – Rewarding outcomes, not activities, to boost sales team performance 19:45 – How AI is reshaping compensation and go-to-market strategyJahangir shares lessons from leading global sales organizations at Microsoft, AWS, and Palo Alto Networks - showing how a well-designed comp plan can transform how companies execute their go-to-market strategy. From data-driven decision-making to AI-powered comp design, this episode offers a masterclass in strategic thinking and modern sales leadership.You’ll learn: – Why every great GTM strategy begins with clear behavioral alignment – How to use comp plans to reinforce long-term goals, not short-term activity – What data and feedback loops reveal about comp plan effectiveness – How strategic thinking drives simplicity and high performance in sales teams💡 Key Takeaways– Great GTM strategies start with focus - then comp plans bring them to life. – Simplicity in sales compensation drives clarity and results. – Rewarding outcomes over activities creates elite sales teams. – AI will revolutionize how companies design and test comp plans. – Strategic thinking bridges leadership vision and front-line motivation.👤 About GuestJahangir Iqbal is the VP of Central Operations and Sales Compensation at Palo Alto Networks. With leadership experience at Microsoft and AWS, he’s recognized for transforming sales organizations through data-driven compensation strategy and operational excellence. His work combines analytics, behavioral design, and strategic thinking to power global sales success. Connect with Jahangir on LinkedIn: https://www.linkedin.com/in/jahangiriqbal/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at www.globalperformancegroup.com
Go-To-Market at Databricks, where she leads strategic partnerships with the world’s leading software and data companies. With deep experience in hyper-growth environments like MongoDB and Databricks, Sarah brings a modern, practical perspective on selling to the informed buyer in complex B2B environments.Connect with Sarah on LinkedIn: https://www.linkedin.com/in/sarahbranfman/If this episode sparked new thinking, share it with your team.Subscribe for weekly insights on modern selling, leadership, and performance.Explore more at www.globalperformancegroup.com
Breaking out of commodity selling is now a leadership challenge - not a pricing one. In this episode, we explore how modern sales teams reframe connectivity from a cost line item into a mission-critical value driver across the Internet of Things (IoT).🔗 Explore more insights: www.globalperformancegroup.comTimestamps00:00 – Why connectivity is no longer “just a commodity” in IoT03:45 – Reframing from gigabytes to business outcomes07:20 – Sales leadership behaviors that break commodity selling12:40 – Global scalability, connectivity, and long-term value18:10 – Incentives, culture, and leadership accountability24:30 – The top traits of elite sellers in modern IoT marketsThe future of B2B selling belongs to those who can shift the conversation from features to impact. In this episode, Harry Kendlbacher sits down with Benjamin Bastians, Chief Commercial Officer at Deutsche Telekom IoT, to unpack how global sales teams can transform the way they sell connectivity, create customer outcomes, and build a culture that scales.You’ll learn:– How salespeople reframe connectivity from commodity to value– Why incentives, coaching, and culture drive real behavior change– How global collaboration strengthens enterprise IoT deals– The top traits elite sales professionals need right now💡 Key Takeaways• Connectivity becomes mission-critical in IoT - but only if sellers position it that way.• Sales leadership must model outcome-based conversations, not technical specs.• Incentives shape culture: you can’t expect new behavior with old compensation.• Collaboration across global teams is now a core sales advantage.• Curiosity, resilience, and an ecosystem mindset define elite sellers today.📘 About GuestBenjamin Bastians is the Chief Commercial Officer at Deutsche Telekom IoT (DTIoT), leading global sales for one of the world’s most advanced connectivity organizations. Known for transforming how teams sell mission-critical IoT solutions, he focuses on outcome-based engagement, global scale, and cross-team collaboration.Connect with Benjamin on LinkedIn: https://www.linkedin.com/in/benjaminbastians/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at www.globalperformancegroup.com
Customer Operations at Renesas Electronics, where she leads a global team responsible for revenue management, demand planning, and forecasting excellence. Known for bridging sales and operations through data-driven decision making and transparent leadership, she helps Renesas achieve predictable performance in an unpredictable market.Connect with Katharina on LinkedIn: https://www.linkedin.com/in/katharina-bucerius-rauch-18304913/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at www.globalperformancegroup.com
What does it take to lead with clarity inside one of the world’s most successful sales organizations?In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher speaks with Jake Mannino, Global Sales Director at Microsoft, about how today’s leaders can stay grounded, consistent, and emotionally intelligent in a rapidly changing world.Jake shares how Microsoft’s sales culture emphasizes discipline, presence, and clarity — helping teams perform at their best while staying connected to purpose and people.🔗 Explore more insights: www.globalperformancegroup.comYou’ll learn:• How clarity builds confidence and alignment across global teams• Why daily routines and presence matter more than ever• How emotional intelligence drives better results• What keeps Microsoft’s sales culture resilient under pressure• The top habits of high-performing sales leaders⏱ Timestamps00:00 – Welcome + Meet Jake Mannino, Global Sales Director at Microsoft03:15 – What clarity really means in leadership07:10 – Staying grounded through routine and reflection12:00 – Emotional intelligence and leading through change17:45 – Building consistency in Microsoft’s global sales culture24:30 – Jake’s top 3 traits of elite sales professionals💡 Key Takeaways- Clarity is the anchor of great leadership.- Grounded routines create calm in fast-paced environments.- Emotional intelligence is a performance multiplier.- Consistency and transparency build trust across teams.- Leadership starts with self-management and awareness.👤 About GuestJake Mannino is the Global Sales Director at Microsoft, where he leads enterprise sales and transformation initiatives across global markets. With a background that spans Microsoft, Cisco, and entrepreneurship, Jake helps teams achieve clarity, alignment, and consistent performance through grounded leadership.Connect with Jake on LinkedIn: https://www.linkedin.com/in/jakemannino/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at www.globalperformancegroup.com
Your Ideal Customer Profile (ICP) isn’t something you define once and forget. It’s a living, breathing strategy that evolves with your customers, your data, and your frontline experience.In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher speaks with Shaun Scott, Chief Revenue Officer at Aptia Group, about how great sales leaders make their ICP dynamic, actionable, and relevant — and how to turn that clarity into consistent team performance.Shaun shares how Aptia’s team keeps its ICP grounded through constant feedback loops with sellers, clients, and broker partners — turning market insight into day-to-day sales behavior.🔗 Explore more insights: www.globalperformancegroup.comYou’ll learn:• How to align your ICP with real buyer behavior, not internal assumptions• Why top sellers treat their ICP as a guide, not a gate• The mindset shift from “strategy decks” to frontline execution• How discipline, urgency, and self-reflection define elite performers• The three traits Shaun looks for in every top sales hire💡 Key Takeaways- Your ICP is a living strategy — keep refining it as customers evolve.- Coaching with clarity builds stronger, more autonomous teams.- Urgency and discipline drive consistent sales results.- Sales leadership isn’t about control; it’s about alignment and trust.- The best sellers reflect, learn, and adapt constantly.👤 About GuestShaun Scott is the Chief Revenue Officer at Aptia Group, a global provider of benefits administration and pension solutions serving over 7 million lives across the US and UK. With more than 25 years in B2B sales and leadership, Shaun helps organizations operationalize strategy, build high-performing teams, and stay relentlessly focused on customer outcomes.
The healthcare sales process is more complex than ever — with AI committees, long sales cycles, and multiple stakeholders shaping every deal. In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher sits down with Stacy Faught, National Director of Sales and Marketing, North America, Clinical Decision Support Products at Beckman Coulter Diagnostics, to explore how elite sellers build trust and relationships at every level to win in today’s environment.🔗 Explore more insights: www.globalperformancegroup.comYou’ll learn:- How to build multi-level “zipper relationships” that protect your deals- Why AI in healthcare sales adds new complexity to the buying process- How to balance patience and persistence in long sales cycles- The role of value selling and storytelling in closing critical opportunities- Stacy’s best sales tips for thriving in a VUCA environment⏱️ Timestamps00:00 – Introduction: Harry welcomes Stacy Faught to discuss the healthcare sales process02:10 – Why AI committees make healthcare sales more complex05:02 – How long sales cycles impact sellers and customers07:20 – Patience vs. persistence: sales tips for navigating hospital buying08:45 – Button vs. zipper: how to build relationships at every level12:03 – Thriving in uncertainty: VUCA tolerance in healthcare sales16:08 – Top 3 qualities of elite sellers: listening, value selling, storytelling💡 Key Takeaways- AI adoption in hospitals introduces new committees and adds layers to the sales process.- Elite sellers create zipper relationships instead of relying on a single champion.- Compassion and empathy are essential when buyers face long, frustrating sales cycles.- Value selling and storytelling build the emotional connection that closes deals.- Resilience and VUCA tolerance are what separate top sales performers.👤 About GuestStacy Faught is National Director of Sales and Marketing, North America, Clinical Decision Support Products at Beckman Coulter Diagnostics. With over 20 years of experience in healthcare sales and marketing, Stacy specializes in guiding hospitals through complex buying processes, AI adoption, and building elite sales teams that win.Connect with Stacy Faught on LinkedIn: https://www.linkedin.com/in/stacy-faught-b601905/If this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at www.globalperformancegroup.com
Sales performance is evolving fast - and in the age of AI, elite teams need more than just strategy. They need culture, coaching, and customer readiness. In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Justin Geib, Regional VP NEMA at Dynatrace (formerly at Dell Technologies), to explore how top leaders are building high-performing sales cultures that thrive in a world where AI reshapes every customer interaction.🔗 Explore more insights: www.globalperformancegroup.comYou’ll learn:– Why hiring and retaining A-players is about more than résumés– How sales coaching and culture fuel elite team performance– Where AI helps sellers win - and where the human edge still matters– Why customers are more prepared than ever (and how to stay ahead)
Lead generation isn’t dead — it’s evolving. In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher sits down with Robert Karpovich, Global VP of Sales and Operations at Pharos IQ, to unpack how SDRs can cut through digital noise, build real conversations, and become the 2% that buyers actually remember.🔗 Explore more insights: www.globalperformancegroup.comYou’ll learn:– Why SDR as a Service is changing the way companies approach pipeline building– How Conversational Selling outperforms outdated scripts– What it really takes to create human connection in sales– Why cold calling still works in a digital-first world– How to train SDRs to thrive in uncomfortable moments⏱ Timestamps00:00 – Welcome + Robert Karpovich’s role at Pharos IQ02:20 – What’s working in lead generation today (and the biggest mistakes)05:10 – Training SDRs: why voice is the ultimate sales tool08:45 – Building confidence: being comfortable being uncomfortable11:30 – Is cold calling dead? Why real conversations cut through the noise13:50 – The role of AI vs. human connection in sales💡 Key Takeaways- Lead generation has shifted: qualification scripts don’t work — conversations do.- The best SDRs master free-flowing dialogue that uncovers pain points and builds trust.- Cold calling isn’t dead; when done well, it’s one of the few tactics that cuts through digital clutter.- Training is at the core: SDRs need relentless practice and coaching to succeed.- The mindset of “run into the storm” — like the bison story Rob shares — defines resilience in sales.👤 About GuestRobert Karpovich is the Global VP of Sales and Operations at Pharos IQ, where he leads sales development and operational strategy. With deep expertise in building and scaling SDR functions, Robert helps organizations modernize their prospecting approach and create meaningful buyer conversations.Connect with Robert on LinkedIn: https://www.linkedin.com/in/robert-karpovich-a7aa7585/📣 CTAIf this episode sparked new thinking, share it with your team.🎧 Subscribe for weekly insights on modern selling, leadership, and performance.🔗 Explore more at www.globalperformancegroup.com
In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher speaks with Ashley Sherman, Senior VP of Global Sales at SoftServe, about what it really takes to earn trust and sell into a world transformed by AI.Ashley draws on 25 years of enterprise experience to share how sales leaders can help customers “see around the corner” - painting a future vision and connecting it back to today’s business realities.Inside the conversation:- Why sellers must combine future vision with concrete milestones to guide customers from year 10 back to year 1.- How multi-partner approaches (think SoftServe + Microsoft + NVIDIA) create credibility with the C-suite.- The importance of listening across the organization - from customer service to HR - to uncover hidden problems and translate them into outcomes.- What it really means to act as a trusted advisor in an AI-driven world.- Why curiosity, collaboration, and continuous learning remain the timeless traits of elite salespeople.If you want to know how to stay relevant, credible, and trusted while selling the future, this episode is packed with insights from the front lines of global enterprise sales.
In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher speaks with Olga Traskova, VP of Revenue Operations at Birdeye, about why coherence makes or breaks complex deals — and how to keep opportunities from drifting as buying groups and priorities shift.Olga shares how she rebuilt core go-to-market mechanics at Birdeye — from forecast hygiene to AI-assisted call intelligence — with one goal: ensuring sales processes stay consistent and trustworthy from first call to close.Inside the conversation:- Why deals slip as stakeholders change — and how to keep stories, pain points, and success metrics aligned.- How tight stage criteria and system enforcement ensure reps actually follow the process.- The role of weekly big deal reviews in revisiting assumptions, uncovering risks, and pulling in cross-functional support.- Balancing outcome-based conversations with fundamentals like champion-building, pain discovery, and compelling events.- Why mutual action plans are Olga’s “ultimate source of truth” for deal progress and customer accountability.- How leadership and culture — not just checklists — turn coherence into a daily habit.If you want to understand how to keep large, complex deals on track and build a sales culture around consistency and outcomes, this episode is full of practical insights.
In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Susana Klotz, VP of Global New Client Acquisition at Kaseya, about what it takes to embed strategy into daily habits and build revenue that endures.Susana leads a global team she calls “go-to-market sales killers,” focused on putting solutions in the hands of IT professionals and solving real problems. She shares how to balance vision with execution, shift sales culture beyond product pitching, and ensure strategies don’t just sound good in the boardroom but actually get lived out across hundreds of sellers.Inside the conversation:- How to work backwards from growth goals into daily behaviors and execution.- Why strategies often fail in the field — and how to connect them to what sellers actually do every day.- Shifting sales culture from pitching products to solving real-world challenges.- Moving beyond the “toothache sale” to uncover long-term business impact and partnership.- Standing out in crowded markets where products look similar and buyers care more about post-sale value.- Turning strategy into a lived sales culture, with buy-in, proof, and internal marketing.If you want to understand how to align strategy with execution and create a sales culture that drives revenue long-term, this episode is packed with practical insights.
In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Sonia Bizier, VP of Sales at Hexagon, about what it takes to build sales teams that succeed with today’s hyper-informed buyers.With over 30 years in sales leadership, Sonia shares why old playbooks no longer work — and how neuroscience, deliberate practice, and courageous leadership can transform sales organizations for the modern era.Inside the conversation:- The biggest shifts in buying behavior and why sellers must provoke thought, not recycle old questions.- Why sales teams need a process of unlearning and new mental models.- Moving beyond hunter/farmer models to sellers as corporate athletes with AI as a thought partner.- How to build transformation into everyday scaffolding, feedback loops, and practice, not one-off training.- Using neuroscience to anticipate resistance, shift teams from fight/flight/freeze into creativity, and lead change effectively.- Hiring and developing sellers with the right mix of skill and will, and aiming for elite, fearless, curious teams.If you want to understand how to build and enable sales teams that thrive with modern buyers, this episode is full of insights you won’t want to miss.
Travel Market Leader at Kyndryl, about redefining growth and building customer partnerships that last beyond the close.Rafa shares how Kyndryl is breaking down silos between sales and delivery, driving value after the deal is signed, and helping sellers stay relevant in a world of AI and hyper-informed buyers.Inside the conversation:- Why customer growth starts with helping clients grow — and how evidence-based impact builds credibility.- How to create tighter alignment between sales and delivery to ensure value is delivered.- Why post-sale value and proactive partnerships matter more than ever.- How enablement must evolve — and why sellers need to embrace self-enablement with AI.- The pillars of leading strategic conversations: industry acumen, financial literacy, challenger mindset, and executive presence.- How buying behavior is shifting — and why sellers must move from transactions to continuous value co-creation.If you want to understand what it takes to turn customer relationships into lasting partnerships, this episode is full of actionable insights.
In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Nirav Sheth, VP of Global Sales Engineering at Pure Storage, to explore how the Sales Engineering role is evolving in today’s complex enterprise sales environment.Leading a global team of 750+ SEs across 13,500 accounts, Nirav shares how SEs are moving far beyond demos to drive strategic outcomes — influencing deals, scaling impact, and shaping customer journeys from start to finish.Inside the conversation:- How the SE role is shifting from technical expert to trusted advisor.- Where SEs deliver the most impact across the sales cycle — beyond the demo.- How to scale SE expertise with account vs. specialist roles and proactive post-sales engagement.- What healthy, high-trust SE–AE collaboration looks like in practice.- How SEs can turn unique customer insights into real influence on opportunities and strategy.If you want to understand how modern SEs drive value and help customers achieve meaningful outcomes, this episode is packed with practical insights.
In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Ari Capogeannis, Senior Director of Enterprise Revenue Marketing at NVIDIA, about how to move from data to deals — enabling sales with precision, not promises.Ari explains why the old lead-based funnel no longer works and how buying groups have become the real driver of enterprise sales. He shares how to help sellers cut through complexity, use AI in ways that actually add value, and execute consistently at the customer interface. Along the way, he highlights why human connection still matters and the top three qualities elite sellers need to thrive in today’s environment.Inside the conversation:- Why lead funnels fall short, and how to orchestrate around buying groups.- How to enable sellers to act on the right accounts and contacts without adding complexity.- Where AI improves go-to-market efforts — and where it doesn’t.- Why breaking down silos and leading with data is key to aligning global teams.If you want practical insights on turning data into impact — and driving execution in even the most complex organizations — this episode is one you won’t want to miss.
In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Christian Smith, former Chief Revenue Officer at Splunk, about what it really takes to transform a business at scale.Christian helped lead Splunk through a massive shift — from $500M to $5B in recurring revenue and from on-prem to cloud SaaS. Drawing on his 35-year career, he shares what it means to go beyond traditional value selling and align the entire company around outcomes, impact, and economic value.Inside the conversation:- What it takes to lead an enterprise transformation of this magnitude.- Why traditional value selling falls short, and how to apply the Outcome → Impact → Value framework.- How to build a value-aligned organization where product, marketing, and sales speak the same language.- Best practices for defending spend in front of the CFO and giving champions “defendable artifacts” of value.- How to approach CXO conversations with confidence — without overengineering them.- Why use case taxonomies are essential to connecting features to real business outcomes.- What really gets in the way of transformation and how leaders can break down silos to align around the customer.If you’re looking for practical insights on building a culture of value and showing up stronger in executive conversations, this episode is one you’ll want to hear.
In this episode, Harry Kendlbacher speaks with Ruxandra Aldea, Senior Regional Sales Director at Oracle, about what it really takes to stand out in competitive markets. Ruxandra shares why traditional, product-led sales approaches aren’t enough, how adopting a marketing mindset can transform account engagement, and where account-based marketing often misses the mark. She explains what drives effective sales–marketing alignment, the practical steps sellers can take to cut through the noise, and the top three qualities she sees in elite salespeople.
Getting a meeting with a client’s executive team is tough — but getting your own executives ready to deliver the right message? That’s the real challenge.In this episode of B2B Sales Trends, Samantha Snetselaar, VP of Strategic Sales at Qualtrics, joins us to unpack what it takes to equip your executive team to champion your deal. From mapping relationships to setting clear action plans, this conversation is a playbook for turning internal alignment into external impact.Whether you're navigating a complex deal cycle or prepping for a big executive meeting, you’ll learn how to:- Build credibility with your internal stakeholders- Prepare executives to show up with the right message- Keep senior leaders engaged from first meeting to close- Turn your execs into true partners in long-cycle dealsDon’t just secure the meeting — make it count.
What does it take to build trust in high-stakes, high-complexity sales?In this episode, Lisa Gudding, President of Strategic Growth at Ipsos, joins Harry Kendlbacher to explore what it means to sell without the hard sell — and why empathy, curiosity, and strategic insight are more important than ever.They talk about the shift from service mindset to growth mindset, how to hire for human connection, and the power of showing up as a trusted partner instead of a pitch machine.Whether you're in consulting, research, or enterprise sales, this conversation will resonate.
Referrals aren’t just a nice-to-have — they’re one of the most powerful (and underused) levers in B2B sales.In this episode, Harry Kendlbacher sits down with Ben Cronsberry, GTM Operations Lead at Shopify, to unpack what it really takes to build a scalable, repeatable referral engine.They discuss:- Why referral-based selling is about mindset, not just motion- How to activate your internal and external networks in a way that drives results- The role of trust, timing, and consistency in ecosystem-led growth- And what most teams get wrong when trying to turn relationships into revenueIf you’re thinking about how to grow pipeline without burning budget — this one’s for you.
What’s the real cost of doing nothing?In this episode, Frank Shipp — VP of Sales at Cardinal Health — joins Harry Kendlbacher to explore how healthcare sales teams can drive meaningful change in high-stakes, high-regulation environments.They dig into:How to quantify and communicate the cost of inaction to every stakeholderWhat it takes to earn buy-in from clinical, financial, and executive audiencesWhy traditional sales playbooks often fall short in healthcareAnd how to prepare reps for value-based conversations that actually stickIf you're selling in a complex ecosystem with long cycles and multiple decision-makers, this one’s for you.
Channel sales is more than a route to market — it’s a relationship. In this episode of B2B Sales Trends, Mike Hennings, VP of Business Development at Hubbell Inc., joins Harry Kendlbacher to unpack what it really takes to win with and through your partners.They cover:- Why starting with the right mindset is critical for effective channel strategy- How to build genuine trust and alignment with distribution partners- What true execution looks like — from sales enablement to structured go-to-market motionsMike also shares how his team is rethinking partner engagement and empowering field sellers to drive shared success.If you're a leader looking to elevate your channel approach and build partnerships that truly move the needle, this episode is for you.
Brian North, VP of Strategic Partnerships at Hearst, joins Harry Kendlbacher to unpack the challenge many sales leaders face: closing the gap between strategy and execution.They talk about what it really takes to move big, complex sales organizations toward results — from aligning teams around a shared goal to building repeatable habits that drive performance.In this episode:- How to make sure strategic plans actually lead to action- Why clarity, consistency, and accountability matter more than ever- Lessons from leading cross-functional, cross-industry teams- What top performers do differently to build momentum and trustThis one's for anyone responsible for driving execution across a sales org — no matter the industry.
Sales enablement often focuses on reps — but what about the managers? In this episode of B2B Sales Trends, Andy Kodner, VP of Revenue Operations and Enablement at Bazaarvoice, joins Harry Kendlbacher for a candid conversation about what it really takes to turn strategy into execution.They talk about:- Why sales managers are the key to sustained behavior change- How enablement can support frontline leadership without overwhelming them- The critical difference between one-off training and long-term capability building- What to measure — and how — to know if it’s workingWhether you're in RevOps, enablement, or leading a sales team yourself, this episode is packed with insights on leading through change and turning ideas into action.
What does it take to succeed in today’s channel sales landscape?Mark Conley, Vice President, Americas Channel Sales at Cohesity, joins Harry Kendlbacher to unpack the evolution of channel partnerships — and what it means to lead in an environment where influence, trust, and collaboration matter more than ever.They talk about:- How to build partner trust without controlling the outcome- The unique challenges of managing distributed teams- What sales leadership looks like in a fast-changing partner ecosystem- And why clarity, consistency, and culture are critical to driving resultsThis one’s for anyone thinking about the future of sales leadership in a partner-first world.
In today’s fast-paced sales environment, it’s easy to focus on speed — but what’s the cost of moving too quickly?Rich Sander, Commercial Vice President at Smurfit WestRock, joins Harry Kendlbacher for a conversation about why slowing down can actually help you close bigger, more strategic deals. From resisting pressure to pitch too soon to earning trust in highly commoditized markets, Rich shares a refreshingly grounded take on what it really means to lead a sales team that delivers long-term value.They talk about:- The importance of doing real discovery — even when clients think they’ve already solved the problem- How to avoid being reduced to price in a commoditized market- What it means to slow down the sales cycle without losing momentum- Why intentionality, patience, and listening are your best tools in a high-velocity worldThis episode is for anyone who’s felt the pressure to rush — and is ready to rethink what it takes to win with consistency.
In an era of automation and data overload, what role does human instinct still play in B2B sales?Steven Jow, Executive Vice President of Sales at TD DYNNEX, joins Harry Kendlbacher for a wide-ranging conversation about selling through change — from navigating digital transformation and shifting buyer expectations to integrating AI tools without losing the personal touch.They talk about:- How Steve has led teams through major transitions, including going from legacy sales to full-funnel enablement- The traits that still set great sellers apart — no matter the tech stack- Why curiosity and coaching matter more than ever- And how AI is changing the game (but not replacing it)This one’s for anyone leading sales teams through transformation — or wondering how to stay sharp when everything else is evolving.
In today’s enterprise deals, selling to a single decision-maker is no longer enough. Salespeople need to navigate complex committees — and that means they can’t go it alone.In this episode of B2B Sales Trends, Harry Kendlbacher sits down with JP Flores, Senior Sales Director at CrowdStrike, to talk about why elite sellers think more like orchestrators than lone wolves. From building internal alignment to leading outcome-driven conversations, JP shares how top-performing teams work together to win high-stakes, multi-threaded deals.Whether you’re trying to increase win rates or level up your strategic conversations, this episode offers practical takeaways you can put into play immediately.
In high-stakes, complex sales, success often hinges on what happens before the RFQ ever goes out. In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Shari Begun — VP of Global Sales — to unpack what it really takes to win large deals in today’s environment.From account planning and roadmap conversations to stakeholder mapping and value defense, Shari shares practical strategies sales teams can use to shape buying decisions early, avoid competing on price alone, and close bigger deals with more predictability.Whether you’re managing a long enterprise cycle or just looking to sharpen your RFQ approach, this one’s packed with takeaways you can use right now.
Procurement is often seen as the final hurdle in a deal — a price-focused gatekeeper that slows things down. But what if engaging procurement early could actually help you close bigger, more profitable deals?In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Mike Lander — former procurement director turned sales advisor — to rethink everything you thought you knew about working with procurement. From qualification strategies to trust-based negotiation, Mike shares practical advice that helps sales teams avoid the common traps and unlock meaningful growth through smarter stakeholder alignment.Whether you're chasing enterprise deals, navigating complex buying processes, or looking to protect your margins, this episode will challenge your assumptions and leave you with actionable tactics you can use today.
In this episode of B2B Sales Trends, Harry Kendlbacher reconnects with Sachin Wadhawan, who first appeared on the podcast as a sales engineering leader—and now returns with fresh insights from his role as Chief Revenue Officer at a fast-growing startup.Harry and Sachin dive into the challenges of standing out in crowded markets, why a technical sales background can be a hidden advantage for CROs, and how early-stage companies can build trust and credibility when competing against bigger, better-funded players. Sachin also shares practical lessons from launching an ambassador program, leveraging AI in both product and sales processes, and the evolving role of sales engineers in driving growth.This conversation is packed with valuable insights for sales leaders navigating complex B2B environments, especially those in the SaaS and tech space.
In this episode of the B2B Sales Trends podcast, Harry Kendlbacher sits down with David Winneberger, Vice President and Head of Global Sales & Customer Service at Siemens Healthineers, to explore what it really takes to transform B2B sales teams.They unpack why breaking out of a traditional sales mindset isn’t just about thinking differently — it’s about acting differently. David shares how Siemens Healthineers is using digital tools, data intelligence, and cross-functional collaboration to shift sales conversations from product specs to customer value.Discover how service engineers, sales engineers, and commercial teams can work together to identify new opportunities, build deeper client relationships, and drive meaningful change — not just within the sales process, but across the entire customer journey.Whether you’re a sales leader, account executive, or technical professional, this episode offers powerful insights into how to create impact in today’s complex B2B landscape.
In this 50th episode of B2B Sales Trends, host Harry Kendlbacher goes solo to reflect on one of the most urgent challenges in B2B sales today: declining win rates. Drawing on insights from the past 49 episodes—and 25 years of sales leadership—Harry breaks down the five steps of GPG’s proven Win Rates framework.Learn why 60% of B2B deals are lost to “no decision,” and how sales teams can shift from surface-level conversations to outcome-focused strategies that actually move the needle.What You’ll Learn in This Episode:- How to qualify early for impact—not just fit- Why stakeholder mapping is critical in complex deals- How key agreements can replace guesswork with alignment- What it takes to create urgency through Cost of Inaction- How to close without compromising marginsIf you’re a sales leader looking to win more deals faster—and with higher profitability—this solo episode is packed with practical insights to help you get there.
In this bonus edition of the B2B Sales Trends podcast, we’re spotlighting one of the most popular questions we ask our guests:What are the top 3 traits that set elite salespeople apart?We’ve pulled together insights from six sales leaders across industries—from cybersecurity to healthcare to marketing—and the answers are anything but generic.You’ll hear from:- Mark Grimwood (Salesforce)- Kendall Ryerson (Carestream)- Ford Williams (Redis, formerly ThoughtSpot)- Lauren Cursiter (Google)- Oliver Tate (Dentsu)- Kelly Magnaudeix (GE HealthCare)Tune in to hear what these top performers believe really makes the difference—and what they look for in the people they hire, coach, and promote.
In this episode of the B2B Sales Trends podcast, Harry Kendlbacher sits down with Jude Boyle—an experienced sales leader in both enterprise and public sector environments—for a deep dive into what really drives sales forward in complex B2B deals.Together, they explore one of the most overlooked challenges in B2B selling: helping buyers recognize the problem before pitching a solution. Jude breaks down why deals often stall—not because the solution isn’t a fit, but because the buyer hasn’t fully defined the problem or is too risk-averse to make a change.You’ll also hear:✔ Why discovery is the most critical (and most underutilized) part of the sales process✔ How to identify and align with multiple stakeholders across a matrixed organization✔ How top salespeople use storytelling to move deals forward✔ Why risk aversion—and not your competitor—is often your biggest barrier✔ The three essential traits every elite seller needs to thrive in today’s marketIf you want to win more deals by guiding buyers through uncertainty, building trust, and creating urgency—the right way—this episode is for you.
In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Kelly Magnaudeix, VP of Sales at GE Healthcare, to unpack one of the most persistent challenges in sales leadership: why strong strategies often break down in execution.Kelly shares actionable insights on:- Building coherence between strategy and sales execution- Ensuring clarity and simplicity for frontline teams- Earning buyer trust through credibility and consistency- Navigating today’s complex buying landscape- The top 3 (plus 1!) qualities of elite salespeopleIf you're a sales leader looking to close the gap between planning and performance, this episode is for you.
In this episode of the B2B Sales Trends podcast, Harry Kendlbacher sits down with Aditya Malik, VP of Sales Strategy and Operations at HighRadius, for a deep dive into what it really means to sell on value—especially in the highly competitive enterprise software space.Aditya brings two decades of experience across Unilever, Accenture, and at the time of this recording - HighRadius, where he led go-to-market strategy for a 600-person sales and marketing team. Together, they explore why so many sellers fall into the “commodity trap” and what it takes to break out of it.You’ll learn:- How to avoid feature-functionality conversations that kill deals- What "selling to value" really means in enterprise software- Why urgency and stakeholder alignment matter more than pricing- Key differences in how buyers behave across North America, Europe, and India- Aditya's take on the 3 traits that define elite salespeople todayIf you're ready to elevate your sales game, protect your margins, and win more deals by leading with value, this episode is for you.
In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Todd Rotger, CRO of Saviynt, to break down the strategies that helped scale the company’s annual recurring revenue from $40M to $150M in just four years.Todd shares how his team made the critical shift from product-led selling to outcome-based conversations, the challenges SaaS companies face when scaling beyond $100M ARR, and why clearing the road for sales teams is one of the most important roles of a leader.He also reveals the key sales and marketing alignment strategies that have fueled Saviynt’s growth and the top three traits that separate elite sales professionals from the rest.Whether you’re a sales leader, revenue executive, or scaling a SaaS company, this episode is packed with hard-won insights on driving sustainable growth.
In the latest episode of B2B Sales Trends, Harry Kendlbacher is joined by Lauren Cursiter, Global Marketing & Communications Manager at Google, to discuss how sales professionals can shift their mindset and approach to navigate the evolving sales landscape in 2025.Lauren shares insights on why attention spans are declining and how storytelling can help salespeople keep buyers engaged. The conversation also explores how objections can be a powerful discovery tool rather than a roadblock, the growing complexity of multi-stakeholder sales, and how collaborative selling fosters stronger client relationships. Plus, Lauren breaks down the top three skills every elite salesperson will need to succeed in 2025.Tune in to learn how to reframe objections, elevate your sales conversations, and stay ahead in today’s competitive market.
In the latest episode of the B2B Sales Trends podcast, Harry Kendlbacher is joined by Pat Hurley, VP & GM of the Americas at Acronis, for a deep dive into the mindset and resilience needed to succeed in today’s competitive sales landscape.Learn how top sales professionals stay focused on what they can control, build lasting credibility, and maintain persistence through challenges. Pat shares his insights on why mental resilience, discipline, and attitude are key differentiators in sales, and how adopting the right mindset can drive long-term success.The episode also explores the power of passion, preparation, and trust-building in sales conversations, as well as strategies to navigate setbacks and avoid the pitfalls of transactional selling.Tune in for practical advice, leadership insights, and a candid discussion on what it takes to develop a winning sales mindset.
What does it truly mean to be coachable in sales? In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Ian Grace, VP of Sales at Ocrolus, to explore the power of coachability, feedback, and continuous improvement.Ian shares how top sales performers embrace feedback—not just by listening but by actively applying it. He introduces the Start, Stop, Continue framework as a practical way to give actionable feedback that sticks. The conversation also dives into the importance of real-time coaching and the top traits that separate elite salespeople from the rest.
In this episode of B2B Sales Trends, Mark Grimwood, Senior Vice President of Global Sales and Distribution Recruitment at Salesforce, joins Harry Kendlbacher to break down what it takes to recruit, develop, and sustain elite sales teams in today’s evolving landscape.With 15 years at Salesforce, Mark has witnessed firsthand how sales hiring has shifted from growth at all costs to a more strategic, high-impact approach. He shares how organizations can attract top talent, build resilient sales teams, and navigate the complexities of modern sales recruitment.Key Takeaways:How diversity and adaptability create high-performing sales teamsWhy intentional hiring is the key to long-term successThe role of AI and evolving buyer behavior in reshaping sales strategiesThe top traits of elite salespeople and how to identify themThe shift from “growth at all costs” to sustainable sales recruitmentWhether you’re a sales leader, recruiter, or sales professional looking to stay ahead, this episode is packed with expert insights from one of the top talent strategists in the industry.
In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Chuck Serapilio, VP of Sales at Motus, about the critical role of active listening in driving sales success. Chuck shares how truly understanding your clients—not just hearing them—can uncover hidden needs, build stronger relationships, and lead to more closed deals.The discussion includes practical tips for honing listening skills, staying present in client conversations, and asking the right questions to guide prospects toward solutions. Chuck highlights why active listening is a non-negotiable skill for any salesperson aiming to excel in today’s competitive B2B market.Whether you're a seasoned professional or just starting your sales journey, this episode is packed with actionable insights to enhance your approach and deliver meaningful results.
In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Kendall Ryerson, Vice President of North American Sales at Carestream, about the power of trust in sales and how it simplifies negotiations.Learn why reliability, relationship-building, and understanding customer needs are critical for transitioning from being seen as "just a salesperson" to becoming a trusted advisor.Whether you're looking to strengthen client relationships or improve your negotiation strategy, this episode is packed with actionable insights.
In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Stephanie Wilkinson, CRO of Simpro Group, about transforming sales cultures through the "art of debrief." Learn how deal reviews can foster collaboration, refine processes, and empower sales teams to thrive in a rapidly changing landscape. Stephanie also shares insights into hiring for a learning mindset, creating scalable sales strategies, and building confidence within teams.Tune in to hear actionable strategies for aligning sales processes, driving growth, and elevating your team's performance.
In this episode of the B2B Sales Trends podcast, Harry Kendlbacher, CEO of Global Performance Group, speaks with Michael Loga, CRO of Authority Partners, on the evolving landscape of B2B sales. Michael shares practical strategies for overcoming common sales pitfalls, harnessing the impact of technology, and how AI is transforming the role of salespeople.Michael dives into the importance of relationship-building, active listening, and the 80/20 rule—listening 80% of the time and speaking just 20%—to foster deeper client connections. He also explores the balance between digital efficiency and human touch, highlighting why trust and adaptability are essential for today’s sales success.Whether you're a seasoned sales professional or just starting out, this episode offers insights to elevate your sales approach and drive meaningful results.
In this episode of B2B Sales Trends, host Harry Kendlbacher sits down with Phoebe Do, Senior Product Marketing Manager at Gong, to discuss the evolution of sales engagement and how companies can leverage AI and personalization to boost their outreach. Phoebe shares invaluable insights into Gong Engage, an innovative sales engagement solution, explaining its transformative impact on customer relationships throughout the sales cycle. Discover the latest strategies for sales leaders, tips for embracing tech-driven personalization, and the keys to thriving in an AI-integrated sales landscape.
In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher speaks with Tim Bruins, VP of Sales at Maritz, about the key factors that drive sales success today. Drawing from over 35 years of experience, Tim shares his perspective on the importance of preparation in sales, building strong relationships with clients and procurement professionals, and effectively navigating complex negotiations involving multiple stakeholders.Tim emphasizes how doing your homework, asking the right questions, and clearly articulating value can set salespeople apart in competitive environments. He also discusses the evolving role of procurement in business and offers practical strategies for establishing credibility and closing deals.Whether you're new to sales or a seasoned professional, this episode is packed with actionable insights that can help you build better relationships, negotiate more effectively, and drive meaningful results in your sales process.Tune in to discover strategies that can transform your approach and boost your sales success!
In this episode of the B2B Sales Trends podcast, Harry Kendlbacher, CEO of Global Performance Group, sits down with Derek Champlin, VP of Revenue Operations at Upright Labs, to explore the challenges and strategies behind scaling a high-growth startup. Derek shares his journey from operations into sales, and how his diverse experience has shaped his approach to managing teams, closing deals, and driving growth.Throughout the conversation, Derek discusses the critical role of product-market fit in driving sustainable growth and how balancing sales leadership with operational responsibilities is essential for success. He offers insights into time management techniques that keep high-performance teams on track and reflects on the challenges of talent acquisition and retention in a fast-paced startup environment. Derek also touches on maintaining work-life balance, especially while managing a demanding travel schedule and personal commitments.This episode is packed with actionable advice for sales professionals and leaders looking to scale their businesses while effectively managing day-to-day operations. Tune in to hear Derek’s strategies for success in revenue operations and beyond.
In this episode of the B2B Sales Trends podcast, Harry Kendlbacher, CEO of Global Performance Group, interviews Gareth Jones, CEO of Oxygen, to unpack the transformative journey of digital sales. This episode offers a deep dive into Oxygen’s successful strategy of integrating marketing, sales, and customer service operations with HubSpot, leading to high customer retention and an impressive NPS score.Listeners will explore the pivotal role of evolving digital tools and AI in reshaping sales strategies, the importance of a robust tech stack, and the impact of core company values on sustaining growth and customer loyalty. Gareth provides actionable insights on adapting sales and marketing efforts to overcome technological barriers and leverage AI for enhanced lead generation and content creation.This discussion is essential for professionals seeking to navigate the digital sales landscape, emphasizing the need for strategic innovation, the cultivation of personal networks, and niche marketing to stand out in an AI-dominated environment. Tune in for valuable lessons on steering digital sales strategies towards success in today’s fast-evolving market.
In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher, CEO of Global Performance Group, sits down with Armon Aghaie, the Chief Revenue Officer at 1Path, to explore the innovative strategies and leadership philosophies driving today's sales success. Armon shares his journey in fostering a relentless mindset within teams, the significance of conflict in building a unified force, and the vital role of mindset in achieving remarkable growth rates. Listeners will gain an understanding of how 1Path's focus on a cohesive approach to sales, marketing, and customer success has led to substantial improvements in win rates, sales cycles, and margins. This episode not only provides practical insights into building and nurturing a high-performance sales team but also delves into the philosophy of leadership and the importance of a constructive challenge culture for continuous innovation and growth. Join us for a conversation that's rich with tips, tricks, and thought leadership to empower your sales journey.
In this episode of the B2B Sales Trends podcast, host Harry Kendlbacher interviews Ford Williams, the VP of Commercial Sales at ThoughtSpot, diving deep into the strategies and insights that have propelled him to success in the world of B2B sales. Ford highlights the importance of sales efficiency and urgency, emphasizing the need for sales teams to adapt to the rapidly evolving landscape of technology sales. He discusses the transformation he led within his team, streamlining the sales cycle and implementing strategies to drive deal velocity and overall efficiency.A key aspect of Ford's approach is the concept of the "Library of Pain," a resource that helps sales reps tap into customer pain points and effectively communicate how their product addresses those needs. He emphasizes the importance of generating new needs in the minds of buyers and championing the value proposition of their product.Throughout the episode, Ford shares invaluable insights into the emerging trends in B2B selling, including the increasing speed of decision-making, the importance of consensus selling, and the emphasis on time-to-value. He also discusses the top three skills that salespeople need to excel: the ability to generate revenue, champion building, and closing deals early.Listeners will gain actionable strategies and techniques to enhance their sales performance and navigate the ever-changing landscape of B2B sales effectively.Don't miss out on this insightful conversation with Ford Williams, packed with practical advice and expert insights for sales professionals striving for success in today's competitive market.
In this captivating episode of the B2B Sales Trends Podcast, host Harry Kendlbacher engages in a dynamic discussion with Joe Dabrowski, the VP of Sales for the Americas at Rubrik. Drawing inspiration from the legendary Wayne Gretzky, known as "The Great One" in hockey, Joe shares invaluable insights on how to channel Gretzky's winning mentality in the realm of sales.With over two decades of experience in the tech sales industry, Joe brings a wealth of knowledge to the table as he reflects on his journey from selling patio furniture to leading successful sales teams. Throughout the conversation, he emphasizes the importance of mastering the game of sales, just as Gretzky mastered the game of hockey.Joe delves into practical strategies for building successful sales teams, fostering a culture of continuous learning, and aligning sales efforts with customer outcomes. He also explores the significance of creating urgency in closing deals and the art of asking thought-provoking questions to drive meaningful conversations with prospects.Drawing parallels between sales and sports, Joe shares insights from the "Wayne Gretzky story," highlighting how adopting Gretzky's mindset can lead to success in sales. Whether you're a seasoned sales professional or just starting out in the industry, this episode offers actionable advice and proven strategies to elevate your sales game and achieve remarkable results.Tune in now to discover how to channel "The Great One's" mentality in sales and unlock your full potential as a sales leader!
In this episode of the B2B Sales Trends podcast, host Harry Kendlbacher delves into the core principles of elite salesmanship with Ryan Bott, Chief Sales Officer of Fullcast. The conversation kicks off with a candid discussion on the impact of low win rates on sales team morale and culture. Ryan shares his insights gleaned from years of experience, identifying three critical pillars for sales success: product, productivity, and pipeline. He recounts his breakthrough moment during a quarterly business review and how it transformed his approach to sales strategy. The discussion also touches upon the evolving role of sales development reps in the era of AI-driven technologies, with Ryan introducing the concept of Sales Development Operators (SDOs). The episode concludes with Ryan outlining the top three skills and behaviors every elite salesperson must possess: curiosity, teamwork, and ownership of forecasts. Tune in for actionable insights and strategies to elevate your sales game to the next level.
In this episode of the B2B Sales Trends podcast, host Harry Kendlbacher sits down with Sachin Wadhawan, VP of Sales Engineering at BigCommerce, to explore the evolving landscape of sales engineering in the B2B realm. Sachin shares his journey from software development to sales engineering and discusses the crucial role that sales engineers play in complex sales cycles. He emphasizes the importance of aligning sales reps and sales engineers to deliver value-based outcomes for customers and highlights the dynamic relationship between the two roles. Sachin also delves into industry trends such as composability in technology stacks and the impact of AI on sales processes. Throughout the conversation, listeners will gain insights into the strategic collaboration needed between sales reps and sales engineers and the future of the sales engineering profession in B2B sales.
In this engaging episode of the B2B Sales Trends podcast, Harry Kendlbacher sits down with Danielle Decourcy, the VP of Sales for Darktrace, where she shares effective strategies for gaining access to decision-makers in large accounts, the importance of executive relationships, and the innovative concept of groundswelling to maximize account penetration.This episode is packed with actionable advice on driving accountability within sales teams, celebrating both process and outcomes, and the significance of trusting the sales process through highs and lows.Don't miss out on this treasure trove of sales wisdom – tune in now on your favorite podcast platform.
In the latest episode of the B2B Sales Trends podcast, Harry Kendlbacher is joined by Danielle DeCourcy, Vice President of Sales in Canada for Darktrace, for a deep dive into the evolving world of B2B sales.Learn about Danielle's elite approach to top account strategy, operational excellence, talent management, and fostering a productive team culture. The episode also delves into the significance of leadership in scaling sales teams, the importance of pipeline generation, and the implementation of MEDDPICC methodology to enhance deal progression and team performance.Tune in for actionable advice, leadership insights, and the unique opportunity to learn from one of the industry's forward-thinkers in sales strategy and execution.
In this episode of the B2B Sales Trends podcast, host Harry Kendlbacher sits down with Rainer Fuchsluger, former Global VP and Managing Director of Wolters Kluwer, for an enlightening discussion on global business development. Explore the keys to effective sales behaviors, cross-cultural considerations, and practical strategies for managing diverse teams. Gain insights into fostering an innovative culture, understanding shifting buyer behaviors, and adapting to the influence of AI in sales. Rainer shares the top three skills crucial for elite salespeople – relationship building, adaptability and resilience, and a commitment to continuous learning. Tune in for actionable wisdom from Rainer's extensive experience in navigating the dynamic world of international sales.
In this episode of the B2B Sales Trends Podcast, we sit down with Joseph Dressler, a seasoned expert with over 26 years in the New York ad tech space. Drawing from his wealth of experience navigating three recessions and shaping successful go-to-market strategies, Joseph shares invaluable insights into the skills and behaviors that set top sales performers apart.Key Takeaways:Curiosity Unleashed: The best salespeople are insatiably curious about their clients' businesses. Joseph emphasizes the importance of asking the right questions to uncover undiscovered needs, diving deep into desires, and understanding how decisions resonate up the hierarchy.The Art of Storytelling: Joseph underscores the power of storytelling in sales. Successful sellers have the ability to craft narratives that captivate clients, showcasing enthusiasm and excitement about their product or service. A compelling story creates a memorable arc that keeps clients engaged.Financial Acumen: While not expecting sellers to be financial experts, Joseph emphasizes the significance of understanding financial forecasting. Accurate forecasting involves assessing close dates and probability realistically. A perfect seller knows how to balance optimism with pragmatism in predicting the sales journey.Joseph shares anecdotes and practical advice, touching on the challenges of email saturation, the need for personalized communication, and the evolving dynamics of ad tech in a digitally-focused world. Tune in to discover the winning traits that define top B2B sales performers and gain actionable insights to elevate your sales strategies. Don't miss this episode that combines experience, wisdom, and a touch of humor to unlock the secrets of sales success.
In this insightful episode of the B2B Sales Trends podcast, Oliver, Head of Growth Enablement at Dentsu, sheds light on the dynamic realm of revenue enablement and sales transformation. As the sales landscape evolves, Oliver explores the imperative of embracing a holistic revenue enablement approach, transcending traditional silos. He underscores the pivotal role of technology, skill development, and collaborative efforts between sales and marketing in fostering a comprehensive understanding of the end-to-end revenue process. Oliver shares his journey from computer science to psychology and leadership coaching, emphasizing the transformative power of coaching in sales. The episode concludes with a deep dive into effective behavior change interventions, the crucial support of executive management, and the top skills that set elite salespeople apart.
In this episode of the B2B Sales Trends podcast, our host Harry Kendlbacher, CEO of Global Performance Group, sits down with Philip Acton, the Head of UK Sales for Adform, a leading player in the adtech industry. Join us for this deep-dive into the world of adtech sales, as Harry and Philip explore innovations, insights, and strategies to help sales leaders thrive in the dynamic B2B sales landscape.
In this week's episode of the B2B Sales Trends podcast, we dive deep into the dynamic world of B2B sales strategy amidst a rapidly evolving digital landscape. Join host Harry Kendlbacher as he engages in an enlightening conversation with IBM's Chief Communication Officer and SVP of Marketing and Communications, Jonathan Adashek.Jonathan provides invaluable insights and strategies for sales leaders looking to steer their organizations through the turbulent waters of digital transformation. Discover how to bridge the gap between marketing and sales, understand the pivotal role of AI, and grasp the significance of agility and learning speed in staying ahead in the B2B sales game.In a world where the rules are constantly changing and businesses face unprecedented challenges, Jonathan offers a roadmap to navigate the complexities and seize opportunities in this transformative era. Don't miss out on this exclusive conversation with one of the industry's thought leaders. Tune in, gain a competitive edge, and lead your sales team to success in the digital age. It's time to redefine your sales strategy and stay ahead of the trends with Jonathan Adashek and host Harry Kendlbacher.
In this episode of the B2B Sales Trends podcast, our host Harry Kendlbacher sits down with Jeff Brades, the Group Senior Vice President of Client Retention at Sodexo, a renowned B2B service provider. With a laser focus on retaining and renewing B2B clients, Jeff shares invaluable insights that are essential for B2B sales and customer success leaders.Tune in to this episode for a deep dive into the world of retaining and renewing B2B clients, and gain insights that will empower your own client retention efforts and set you on a path to success. Don't miss this engaging conversation with Jeff Brades, a true authority in the field.
Traditionally, sales enablement has centered on equipping sales teams with the tools and knowledge they need to succeed in their specific roles. But as the business landscape evolves, so too must our strategies. Go-to-market enablement goes beyond the confines of sales, incorporating marketing and customer success into a unified force, working in synergy to drive revenue growth.In this episode, Harry Kendlbacher (CEO of Global Performance Group) and Daniel Haden, (Senior Director of Global GTM Strategy and Enablement at DocuSign) uncover the profound potential of go-to-market enablement in revolutionizing the sales landscape. If you're looking to stay ahead of the competition and drive sustainable growth, this episode is a must-listen.
In this episode of the B2B Sales Trends Podcast, we're diving deep into the realm of sales psychology and communication alongside Dan Storey, the Director of Sales Training at Finastra. With his extensive expertise in psychology and neuro-linguistic programming (NLP), Dan unveils a treasure trove of insights that directly translate into tangible benefits for professionals navigating the complex landscape of B2B sales.
Join host Harry Kendlbacher, CEO of Global Performance Group, as he dives into an insightful conversation with Joshua Trott, Chief Revenue Officer (CRO) of Workrise, in this captivating episode of the B2B Sales Trends podcast.
The role of CRO has been rapidly evolving in the C-Suite, and Joshua provides invaluable insights into this evolution. He delves into the distinct responsibilities and priorities that CROs undertake in various organizations, highlighting the differences between the CRO role and other C-suite positions such as CEO, CFO, or CMO at Workrise. Joshua offers his perspective on the future of the CRO role, predicting upcoming challenges and opportunities that will shape how revenue strategies evolve.
With the rapidly changing landscape in the energy industry, Joshua provides fascinating insights into how Workrise is tailoring its sales strategies to maximize impact. He shares the secrets behind their successful Go-to-Market approach, providing actionable advice for sales leaders operating in industries that are experience similar transformations.
In this episode of the B2B Sales Trends podcast, host Harry Kendlbacher, CEO of Global Performance Group, sits down with Edward Hoffman, President of Competitive Business Solutions (CBS), a renowned boutique professional services firm. With a focus on scaling excellence, Edward shares his insights and strategies for driving growth and success in the competitive landscape of the professional services industry.
The conversation takes an in-depth look at the most significant sales trends and challenges within the professional services industry, offering listeners an insider's perspective on what it takes to stay ahead in this ever-evolving landscape. Edward shares his observations and predictions, shedding light on the strategies and tactics that have proven effective in scaling a boutique professional service firm while maintaining high quality and customer satisfaction.
Client acquisition and retention are crucial factors in the professional services industry, and Edward shares key insights on building long-term relationships while ensuring sustainable growth. Listeners will gain valuable strategies and actionable takeaways to enhance their sales efforts, foster client loyalty, and drive business growth.
Tune in to this episode of the B2B Sales Trends podcast to gain exclusive insights from Edward Hoffman, President of Competitive Business Solutions, as he reveals the strategies, trends, and best practices for scaling excellence and achieving success in the world of boutique professional service firms.
In this episode of the B2B Sales Trends podcast, Harry chats with Christine C. Kidder, a career strategist specializing in marketing and sales executives. As we're seeing a lot of layoffs in the sales job market, Christine shares some insightful advice on how salespeople can tap into their brand and get back into the job market, how to let their inner purple squirrel shine to find the ideal sales role, and how to decide if you're ready to transition from an individual contributor role into a sales leadership role.If you're interested in learning more about Christine C. Kidder or working with her, you can find her on LinkedIn here: linkedin.com/in/christinekidder/Join us in this episode to gain valuable insights on forging your career path in B2B sales.
In this episode, GPG Marketing VP William Redick interviews Sarah Noel Black, Founder of Tiny Marketing. Together they dive into cold messaging strategies, best practices for lead nurturing sequences, and how to upskill small business sales teams.
In this episode, GPG CEO Harry Kendlbacher interviews Terry Coutsolioustsos, Founder of RevRX and former sales leader at Siemens Healthineers, Abbott Vascular, and Boston Scientific. Together they dive into how to become a top performing medical technology salesperson, insights on selling value and stakeholder management, as well as trends and things to expect in the future of medical device sales.
The Ideal Rep Profile is all about defining sales excellence. What does that look like at your company? And how does it set the foundation for your team's sales readiness as a whole? In this episode of the B2B Sales Trends podcast, Michael, Connor and Will dive into the components that make up an IRP and how to align it with your organization's strategic objectives.
In this episode, GPG CEO Harry Kendlbacher interviews Tom Edmonds, Autodesk Senior Sales Director about his team's strategy for onboarding new sales hires and how his team is successfully accelerating the development of top sales talent through a unique approach.
In this episode of the B2B Sales Trends Podcast, Harry chats with Kaitlyn Mcginnis, Turbonomic’s 2021 SDR of the Year, about filling the pipeline through her team’s innovative cold prospecting strategy, working the W, and how her military background helped her launch a flourishing sales career.
In this episode of the B2B Sales Trends Podcast, Harry chats with Sasha Clark, the CEO of Clutch Creative Marketing, about how brand consistency impact deal velocity for sales teams, some hacks for sales teams to use throughout the sales cycle, how to scale thought leadership, and the latest trends in the marketing world that can be applied by sales teams in their outreach.
In this episode of the B2B Sales Trends Podcast, Harry chats with Jim Hamilton, the Chief Client Officer at Jellyfish, about how sales teams should reframe the way that they think about the sales funnel, the concept of mental availability as prospects transition in and out of market, and best practices for marketing-sales alignment.
Learn more about how sales teams should be reframing the way that they think about the sales funnel from Jellyfish's Tom Roach here: https://www.marketingweek.com/sales-funnel-100-years/
In this episode of the B2B Sales Trends Podcast, Harry chats with Daniel Haden, the Global Head of Sales Curriculum at Google, about his guiding principles to sales enablement, what to expect in 2022, and the processes you need to have in place in order to elevate your teams to an elite sales mastery level.
The tourism industry has been hit harder than most by the pandemic.
In this episode of the B2B Sales Trends Podcast, we explore how the Finnair team has adapted by using innovative sales methodologies to overcome the challenges left in the wake of COVID-19. We'll be talking with Jan Pellinen, General Manager at Finnair, about tactics and strategies that sales and business development teams should be thinking about in 2022.
What unique ways can you provide value to your customers?
In this episode of the B2B Sales Trends Podcast, we explore what it means to dig beneath the surface of customer wants and find a way to meet needs that generates sustainable value. We'll be talking with Alice Hoffman, CEO of Entegra Europe, about the power of asking the right questions and finding out what matters most to orchestrate a relationship of trust and long-lasting value.
But just as importantly, we'll also be diving into why you should care about integrating an organizational social footprint that resonates with your customer base.
Professional buyers are becoming more savvy by the minute.
In this episode of the B2B Sales Trends Podcast, we explore the latest trends in procurement negotiation tactics and how sales teams should adapt. We'll be talking with Stephanie Green, former Chief Commercial Officer at Gymshark and current Commercial Capability Consultant , about tactics and strategies you may encounter and effective countermeasures you can deploy to help your your negotiation partners make the right decision.
What's the secret sauce behind today's most successful sales enablement programs?
In this episode of the B2B Sales Trends Podcast, Harry chats with Seth Rosen, Global Head of Sales Enablement at London Stock Exchange (LSEG), about the key elements of effective sales enablement and the next wave of innovation when it comes to equipping B2B sales teams with the recipe for success.
If you're not creating value, someone else will.
In this episode of the B2B Sales Trends Podcast, we explore what it takes to create a sales ecosystem that generates sustainable value. We'll be talking with Jonathan Chocqueel-Mangan, former Chief Strategy Officer (CSO) at Pearson and current Senior Strategist at Bath Place Capital, about common strategic weaknesses in modern organizations and factors that are important when it comes to fostering innovation.
But just as importantly, we'll also be diving into why you should care about having a healthy sales ecosystem for your business.
In this episode, Harry Kendlbacher, Chief Executive Officer at Global Performance Group, speaks with Hang Black, VP of Revenue Enablement at Juniper Networks about the secret behind every highly effective sales enablement program, how to leverage diversity within your organization, and aligning the buyer journey in our rapidly changing AI enabled world.
Gerhard Gschwandtner, CEO and Founder of Selling Power, discusses the importance of masterful storytelling, the evolution of B2B sales over the past 40 years, and how virtual conferences should be an essential element of your strategy.
B2B Sales Trends podcast is brought to you by Global Performance Group. Transform your sales, leadership, and procurement teams through a customized behavioral change process built just for you. Challenge the status quo and engage with the world’s premier sales training company that gets results. Learn more at globalperformancegroup.com or follow us on LinkedIn.