68. From Data to Deals: Enabling Sales with Precision, Not Promises

In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Ari Capogeannis, Senior Director of Enterprise Revenue Marketing at NVIDIA, about how to move from data to deals — enabling sales with precision, not promises. Ari explains why the old lead-based funnel no longer works and how buying groups have become the real driver of enterprise sales. He shares how to help sellers cut through complexity, use AI in ways that actually add value, and execute consistently at the customer interface. Along the way, he highlights why human connection still matters and the top three qualities elite sellers need to thrive in today’s environment. Inside the conversation: - Why lead funnels fall short, and how to orchestrate around buying groups. - How to enable sellers to act on the right accounts and contacts without adding complexity. - Where AI improves go-to-market efforts — and where it doesn’t. - Why breaking down silos and leading with data is key to aligning global teams. If you want practical insights on turning data into impact — and driving execution in even the most complex organizations — this episode is one you won’t want to miss.