114. The Future of B2B Sales: AI, Complex Deals, and Enterprise Buying

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/ ⏱️Timestamps 00:00 – Why B2B sales is getting harder in complex enterprise sales cycles 04:30 – How enterprise sales buying behavior has changed 07:48 – Rethinking discovery in modern consultative selling 10:14 – Why complex B2B deals are lost to indecision 17:13 – The real impact of AI in sales on sellers and buyers 24:18 – Sales leadership and sales transformation in modern organizations You’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 Guest Roli 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/