126. Outcome Based Selling: Why Technical Sellers Lose Deals w/ Monia Munari

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 now You’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 Guest Monia 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/