Saturday Mornings: Sales Punks & the Sales Recession: Kyle Hegarty on Rewriting B2B Selling for 2025

On the Wide World Segment, Saturday Mornings Show host Glenn van Zutphen and co-host Neil Humphreys are joined by Kyle Hegarty, Managing Director of Leadership Nomad and author of the new book Sales Punks – The Rebel's Guide to Re‑Writing the Rules of B2B Sales. Kyle takes us inside what he calls the current “sales recession”—a moment where targets are slipping, pipelines are slowing, and traditional sales playbooks are failing even as buyers spend more time researching independently. Kyle explains why buyer behaviour has fundamentally changed, why many sales teams haven’t kept up, and how Singapore businesses can grow smarter, not louder. Sales Punks argues that B2B selling is splitting into two distinct paths: Surge in self‑service buying, where customers want frictionless, low‑touch purchasing; and Rising need for high‑skill, consultative salespeople who can guide clients through complexity, risk, and internal decision‑making. Drawing on his work with sales teams across the US, Europe, and Asia, Kyle shares what companies must do now to rebuild sales capability for 2025 and beyond—from rethinking talent and training to redesigning the buyer journey itself.See omnystudio.com/listener for privacy information.