81. IoT: Breaking Out of Commodity Selling

Breaking out of commodity selling is now a leadership challenge - not a pricing one. In this episode, we explore how modern sales teams reframe connectivity from a cost line item into a mission-critical value driver across the Internet of Things (IoT). 🔗 Explore more insights: www.globalperformancegroup.com Timestamps 00:00 – Why connectivity is no longer “just a commodity” in IoT 03:45 – Reframing from gigabytes to business outcomes 07:20 – Sales leadership behaviors that break commodity selling 12:40 – Global scalability, connectivity, and long-term value 18:10 – Incentives, culture, and leadership accountability 24:30 – The top traits of elite sellers in modern IoT markets The future of B2B selling belongs to those who can shift the conversation from features to impact. In this episode, Harry Kendlbacher sits down with Benjamin Bastians, Chief Commercial Officer at Deutsche Telekom IoT, to unpack how global sales teams can transform the way they sell connectivity, create customer outcomes, and build a culture that scales. You’ll learn: – How salespeople reframe connectivity from commodity to value – Why incentives, coaching, and culture drive real behavior change – How global collaboration strengthens enterprise IoT deals – The top traits elite sales professionals need right now 💡 Key Takeaways • Connectivity becomes mission-critical in IoT - but only if sellers position it that way. • Sales leadership must model outcome-based conversations, not technical specs. • Incentives shape culture: you can’t expect new behavior with old compensation. • Collaboration across global teams is now a core sales advantage. • Curiosity, resilience, and an ecosystem mindset define elite sellers today. 📘 About Guest Benjamin Bastians is the Chief Commercial Officer at Deutsche Telekom IoT (DTIoT), leading global sales for one of the world’s most advanced connectivity organizations. Known for transforming how teams sell mission-critical IoT solutions, he focuses on outcome-based engagement, global scale, and cross-team collaboration. Connect with Benjamin on LinkedIn: https://www.linkedin.com/in/benjaminbastians/ 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