119. Stop Chasing More Deals - Win Bigger Ones Instead w/ Ole Gerkensmeyer

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 Guest Ole 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/