50. Why You're Not Winning More Deals—And What to Do About It

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 margins If 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.