98. Sales Team Culture Building: From Process to Performance (Best Of)

Sales team culture building is what turns sales strategy for B2B into real performance - not tools, not talk, and not one-off initiatives. This episode explores how leaders build organizational culture that actually executes. On the B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Susana Klotz, VP of Global New Client Acquisition at Kaseya, to unpack how high-performing sales teams move from process to performance by obsessing over culture, habits, and the buyer journey. This is a standout conversation from our archive - resurfaced because its lessons remain highly relevant for today’s B2B leaders. 🔗 Explore more insights: https://www.globalperformancegroup.com/ You’ll learn: - Why sales team culture building determines execution quality - How organizational culture connects directly to revenue outcomes - What “buyer journey thinking” really means for modern B2B sales - How leaders turn strategy into consistent daily behavior ⏱ Timestamps 00:00 – Why Sales Team Culture Building Drives Performance 03:20 – Turning Sales Strategy for B2B Into Daily Habits 07:20 – Organizational Culture vs. Slide-Deck Strategy 11:50 – What the Buyer Journey Really Looks Like in Practice 16:30 – Moving Beyond the First Deal in B2B Sales 22:45 – The Habits That Separate Average and Elite Sales Teams 💡 Key Takeaways - Sales team culture building is the foundation of sustainable performance - The best sales strategy for B2B lives in habits, not frameworks - Organizational culture shows up in how teams behave under pressure - Understanding the buyer journey prevents transactional selling - Consistency and clarity matter more than motivation or incentives About the Guest Susana Klotz is VP of Global New Client Acquisition at Kaseya, where she leads global go-to-market teams focused on growth, execution, and culture. Known for her disciplined, people-first leadership approach, Susana helps organizations translate strategy into repeatable behaviors that drive long-term results. Connect with Susana on LinkedIn: https://www.linkedin.com/in/susana-klotz/ If this episode sparked new thinking, share it with a sales leader or enablement partner focused on building culture that performs. 🎧 Subscribe for weekly insights on modern B2B selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/