104. The Real Reason Complex B2B Sales Deals Stall | Cross-Functional Alignment

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 B2B 04:30 – How miscommunication kills B2B sales deals 09:00 – The cross-functional triangle: sales, technical, delivery 14:40 – Building stakeholder collaboration at scale 20:00 – Leadership, accountability, and shared KPIs 31:50 – The future of B2B sales and AI’s role You’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 inclusion About Guest Bassem 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/