B2B Sales Trends

Sales culture is the hidden driver behind customer trust, enterprise sales performance, and long-term B2B growth. In this episode of the B2B Sales Trends Podcast, Harry sits down with Liat Shentser, VP Solutions Engineering at SentinelOne, to unpack why culture is no longer a soft topic in modern B2B selling. From cybersecurity sales and sales engineering to go to market strategy and customer trust, this conversation explores what actually creates alignment inside high performing teams. Liat shares practical leadership frameworks, the psychology behind trusted advisor selling, and why elite B2B sales leadership starts with intent, clarity, and purpose. 🔗 Explore more at www.globalperformancegroup.com ⏱️ Timestamps: 00:00 – Why sales culture directly impacts revenue in B2B sales 02:36 – Customer trust and the future of enterprise sales 04:21 – Why sales engineering is now critical in cybersecurity sales 06:42 – The leadership principles behind high performance teams 10:23 – The three pillar framework for modern B2B selling 22:46 – Measuring sales culture through business performance metrics This episode is for B2B sales leaders, sales engineers, go to market teams, and enterprise revenue operators who want to improve customer trust, sales culture, and high performance execution in modern B2B selling. You’ll learn: • Why sales culture is a measurable performance driver • How solution engineers become trusted advisors in enterprise sales • The role emotional intelligence plays in B2B sales leadership • How customer trust reduces friction and shortens sales cycles • Why go to market strategy should always start with the customer 💡 Key Takeaways • Sales culture is not a soft skill initiative. It directly impacts win rates, retention, and customer trust. • Modern sales engineering requires emotional intelligence, storytelling, and business outcome alignment, not just technical expertise. • High performing go to market teams align around customer outcomes instead of internal KPIs. • The strongest B2B sales leaders create intentional cultures built on clarity, focus, and vulnerability based trust. • Enterprise sales success increasingly depends on human connection, even in an AI driven world. 👤 About Guest Liat Shentser is the VP of Solutions Engineering at SentinelOne and a global technology leader with experience across cybersecurity, cloud transformation, and go to market leadership at companies including SentinelOne, Zscaler, Juniper Networks, and Cisco. She is known for building high-performance sales engineering teams that connect technical innovation with customer trust, business outcomes, and modern enterprise growth. Connect with Liat Shentser on LinkedIn: https://www.linkedin.com/in/liatshentser/ 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 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

How to stop competing on price is the defining challenge in modern B2B sales and in this episode we break down how top performers shift from price pressure to value based selling and real differentiation strategy. In this episode of the B2B Sales Trends Podcast, Harry sits down with Rich Van Sprang, General Manager and Vice President of Sales, Americas at Hitachi Vantara, to explore how enterprise sales teams can move beyond commoditized conversations and create value driven outcomes. From changing buying behavior to discovery questions, qualification discipline, and the cost of inaction, this conversation offers a clear lens on what separates average sellers from elite performers in today’s remote sales environment. 🔗 Explore more insights: https://www.globalperformancegroup.com/ ⏱️ Timestamps: 00:00 – Why B2B sales is stuck competing on price 03:50 – Buying behavior changes and remote sales impact 06:15 – Value based selling vs technical selling in enterprise sales 10:00 – Discovery questions that drive real differentiation strategy 15:00 – Cost of inaction and why deals stall 22:30 – Internal champions and qualifying real opportunities You’ll learn: – How to stop competing on price and lead with value – Why discovery questions define your sales process – How internal champions influence enterprise sales outcomes – How to qualify real opportunities and avoid stalled deals 💡 Key Takeaways - If you lead with “what” instead of “why”, you will be forced into price competition - The real competitor in B2B selling is often doing nothing, not another vendor - Strong discovery questions create differentiation before pricing ever comes up - Internal champions are critical to carrying your value message inside the account - Confidence and belief in your value proposition directly impact sales outcomes 👤 About Guest Rich Van Sprang is General Manager and Vice President of Sales, Americas at Hitachi Vantara. With 18+ years of experience across sales, partner management, and executive leadership, he specializes in aligning go to market strategy with business outcomes and helping teams move from technical conversations to value based selling. Connect with Rich Van Sprang on LinkedIn: https://www.linkedin.com/in/richard-van-sprang-bbb8744/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at http://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy. If that’s you or someone you recommend, submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

Urgency in sales is often missing in B2B deals because buyers default to the status quo. The real driver isn’t ROI, it’s the cost of inaction and the risks of doing nothing. In this solo episode of the B2B Sales Trends Podcast, Harry breaks down why deals stall, how status quo bias shapes B2B sales psychology, and how to create urgency by making consequences visible. You’ll learn practical ways to uncover unconsidered needs, highlight the risks of inaction, and move enterprise sales conversations forward. 🔗 Explore more insights: https://www.globalperformancegroup.com/ ⏱️ Timestamps: 00:00 – Why urgency is missing in B2B sales 00:25 – The comfort of the status quo in B2B deals 00:50 – Highlighting the cost of inaction in sales 01:20 – Uncovering hidden needs in B2B sales 01:50 – Building urgency to move deals forward You’ll learn: – Why buyers default to inaction even when change is needed – How to clearly communicate the cost of inaction – How to uncover unconsidered needs in complex sales – How to shift conversations beyond ROI to real business risk 💡 Key Takeaways - The cost of inaction is often more persuasive than ROI in B2B sales - Status quo bias is the primary reason deals stall, not lack of value - Urgency is created by making risk visible, not by applying pressure - Unconsidered needs are the key to reframing buyer priorities - Sales leaders who understand decision psychology close more complex deals If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at http://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you or someone you recommend, submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

Outcome based selling is now the edge in modern B2B sales. Buyers want business results, financial impact, and strategic value, not another product pitch. In this B2B Sales Trends Podcast episode, Harry sits down with Monia Munari, Senior Vice President of Sales, Grid Technologies at Siemens Energy, to unpack how technical sales teams evolve into trusted business partners. From enterprise sales and consultative selling to AI in sales and stakeholder engagement, this conversation breaks down the mindset shift behind modern B2B selling and sales leadership performance. 🔗 Explore more insights: www.globalperformancegroup.com 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ ⏱️ Timestamps: 00:00 – Why outcome based selling is replacing feature selling 03:25 – Sales transformation inside Siemens Energy 04:53 – How elite sellers prepare for enterprise sales meetings 07:08 – Stakeholder engagement and building a business case 15:25 – AI in sales: automate admin, protect human value 23:04 – The 3 sales skills top performers need now You’ll learn: • Why technical expertise alone no longer wins B2B sales • How consultative selling creates larger opportunities • Where AI in sales adds value without hurting trust • The mindset shift from seller to owner of customer outcomes 💡 Key Takeaways • Outcome based selling means leading with results, not products. • The best sellers understand balance sheets, market pressure, and executive priorities. • AI should remove low value tasks so sellers can focus on human conversations. • Strong qualification saves time and increases win rates. • Curiosity, empathy, and disciplined execution define elite sales talent. 👤 About Guest Monia Munari is Senior Vice President of Sales, Grid Technologies at Siemens Energy. With 15+ years of international leadership experience across technical, operational, and commercial roles, she specializes in sales transformation, profitable growth, and leading high-performing teams. Connect with Monia Munari on LinkedIn: https://www.linkedin.com/in/monia-munari-26b5b542/ 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 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy. If that’s you or someone you recommend, submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

Procurement strategy decides many deals before the RFP ever lands. In this episode of the B2B Sales Trends Podcast, Harry sits down with Raymond Chow to unpack why most B2B sales are lost long before formal procurement begins. If you lead complex deals, enterprise sales strategy, or sales enablement teams, this conversation will sharpen how you approach stakeholder mapping, procurement process dynamics, and modern B2B selling. Raymond shares practical lessons from Asia Pacific markets that apply globally. 🔗 Explore more insights: www.globalperformancegroup.com 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ ⏱️ Timestamps: 00:00 – Why procurement strategy starts before the RFP 03:10 – How buying committees changed B2B sales 05:50 – Stakeholder mapping in complex enterprise sales 10:20 – Why late stage RFP bids rarely win 13:35 – Procurement process tactics to get involved early 23:35 – The habits of elite B2B sales leaders You’ll learn: • Why most sellers enter deals too late • How to win trust with procurement instead of fighting them • How stakeholder mapping improves win rates • The traits top sales leadership teams build consistently 💡 Key Takeaways • If the first time you hear about a deal is the RFP, your odds are already low. • Procurement is not the enemy. Strong sellers treat them as partners in the buying process. • Stakeholder mapping is essential in modern B2B sales because decisions are shared across finance, technical, and user groups. • Great enterprise sales strategy means shaping deals early, not reacting late. • Listening, continuous learning, and grit remain timeless traits of top performers. 👤 About Guest Raymond Chow is a senior leader with up to 30 years of experience across sales, marketing, operations, and commercial leadership in the healthcare and life science industry. He is known for building high performing teams, developing partner networks, and driving accelerated growth across regional markets. Connect with Raymond Chow on LinkedIn: https://www.linkedin.com/in/raymond-chow-5b97488/ 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 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy. If that’s you or someone you recommend, submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

Business acquisition strategy is not about buying companies. It is about what happens after the deal closes. In this episode of the B2B Sales Trends Podcast, Harry sits down with Marie Szymanski, General Manager at Atlas Copco, to unpack how smart companies turn acquisitions into competitive advantage through alignment, innovation strategy, and customer experience strategy. From portfolio management to strategic partnerships, Marie shares how Atlas Copco avoids commoditization, equips modern sales teams, and creates real value based sales outcomes in manufacturing markets. If you lead B2B sales, growth strategy, or integration after acquisition, this conversation is highly relevant. 🔗 Explore more insights: www.globalperformancegroup.com 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ ⏱️ Timestamps: 00:00 – Business acquisition strategy nobody talks about 03:10 – Why Atlas Copco wins through innovation strategy 08:55 – How to avoid becoming a commodity in B2B sales 14:40 – Portfolio management that creates competitive advantage 20:15 – Value based sales and proving ROI to customers 29:25 – Building sales teams for strategic partnerships You’ll learn: • Why acquisitions fail when alignment is ignored • How innovation strategy drives customer value • What modern B2B selling looks like after integration • How elite sales teams stay relevant in complex markets 💡 Key Takeaways • Buying companies is easy compared with integrating culture, systems, and go to market execution. • Customers do not buy broad portfolios. They buy clear outcomes and reduced risk. • Innovation matters most when it solves real operational problems. • Value based sales requires measurable ROI, not generic claims. • Strong post acquisition growth depends on talent development and internal alignment. 👤 About Guest Marie Szymanski is General Manager at Atlas Copco. Known for leading growth through innovation, portfolio expansion, and customer focused commercial strategy, she helps organizations turn acquisitions into market advantage while building high performing teams. Connect with Marie Szymanski on LinkedIn: https://www.linkedin.com/in/marie-szymanski-ab174426/ 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 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy. If that’s you or someone you recommend, submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

Sales process problems often hide behind activity. The real issue is whether buyers are committing to change. In this episode, Harry breaks down how buyer commitment, cost of inaction, and stronger conversations can improve win rates and strengthen your B2B sales strategy. Too many teams mistake meetings, emails, and pipeline movement for real progress. In this solo episode of B2B Sales Trends, Harry shares how modern sellers shift from internal stages to buyer agreements, uncover business pain points, and create momentum that actually closes deals. 🔗 Explore more insights: https://globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ ⏱️ Timestamps: 00:00 – Why your sales process may be hurting win rates 00:32 – Activity vs agreement in B2B sales 01:00 – Why unchecked stages waste time 01:16 – How to map a stronger sales process 01:42 – Shift from milestones to buyer agreements 02:05 – High performing teams build mutual commitment 02:23 – Striker questions and uncovering pain points 02:55 – Using cost of inaction to create urgency 03:20 – Why real buyer change improves win rates You’ll learn: – Why busy pipelines can still be weak pipelines – How top teams gain commitment instead of chasing updates – How to uncover real business pain points – Why cost of inaction is a powerful lever in B2B sales If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at https://globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy. If that’s you or someone you recommend, submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

Sales KPI mistakes are costing teams growth. Sales performance improves when leaders measure progress, pipeline health, and forecasting accuracy instead of relying only on revenue. In this episode of the B2B Sales Trends Podcast, Harry sits down with John Glennon, SVP of Sales, North America at Sinch, to unpack why outdated scorecards hurt modern B2B sales teams. They explore the Five Cs framework, better coaching systems, MEDDIC sales methodology, and how elite leaders create predictable revenue through smarter measurement. 🔗 Explore more insights: www.globalperformancegroup.com 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ ⏱️ Timestamps: 00:00 – Why revenue is a flawed sales KPI for modern sales leadership 02:05 – The hidden sales performance problem most leaders miss 07:57 – John Glennon’s Five Cs sales KPI framework explained 12:11 – Sales pipeline management signals that predict future wins 17:10 – MEDDIC sales methodology and stronger enterprise sales process 30:15 – How B2B sales leadership teams should measure what matters You’ll learn: • Why lagging metrics create reactive leadership • How to improve forecast accuracy and pipeline visibility • What separates scalable sellers from streaky sellers • How better key performance indicators drive stronger coaching 💡 Key Takeaways • Revenue tells you what happened, not what is about to happen. • Great sales KPI systems track pipeline creation, commit accuracy, and progress. • Forecast discipline improves when sellers use clear qualification frameworks. • Managers become better coaches when they stop acting as historians. • Consistent pipeline creation is one of the clearest signals of elite sellers. 👤 About Guest John Glennon is SVP of Sales, North America at Sinch. He leads high performing B2B sales teams across multiple segments and is known for building practical systems that improve forecasting, coaching, and long term sales performance. Connect with John Glennon on LinkedIn: https://www.linkedin.com/in/johnglennon/ 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 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy. If that’s you or someone you recommend, submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

AI in sales is reshaping modern selling, but the best B2B sales professionals still win through judgment, trust, and business acumen. In this episode of the B2B Sales Trends podcast, Harry sits down with Dave Hirsch, Regional Director at Bloomberg Industry Group, to unpack what sales leadership teams get wrong about sales technology, why deals stall, and how elite sellers use AI without losing the human edge. From complex B2B sales to enterprise sales strategy, this conversation explores how modern sellers can use tools to prepare smarter, reduce buyer risk, and create real confidence at decision time. If you care about B2B selling, sales enablement, and the future of consultative selling, this episode is for you. 🔗 Explore more insights: www.globalperformancegroup.com 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ ⏱️ Timestamps: 00:00 – Why AI in sales exposes weak selling habits 03:45 – Bloomberg, complex B2B sales, and high risk buyers 08:55 – Sales technology overload and why more tools can hurt 11:40 – How elite sellers use AI in sales for prep and insights 24:00 – Sales leadership mistakes in AI adoption 35:00 – Human skills that still win enterprise sales strategy You’ll learn: • Why buyers still need human confidence before decisions • How top reps use AI without becoming dependent on tools • What sales leaders should focus on before buying new tech • Why business acumen is now a competitive advantage 💡 Key Takeaways • AI in sales should enhance judgment, not replace it. • Too many tools create noise when teams need clarity. • Great sellers use technology for prep, prioritization, and timing. • Buyers make decisions when risk feels reduced. • Human skills like empathy, trust, and business understanding are increasing in value. 👤 About Guest Dave Hirsch is a Regional Director at Bloomberg. He leads teams serving Bloomberg Law clients and works closely with organizations navigating complex buying decisions where credibility, risk management, and long term value matter most. Connect with Dave: https://www.linkedin.com/in/davehirschprofile/ 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 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy. If that’s you or someone you recommend, submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

Enterprise sales deals don’t stall because of your solution. They stall because of misaligned stakeholders and hidden friction inside the buying group. In this solo episode, Harry breaks down the real reason complex B2B sales slow down and what high performing sales leadership teams do differently. Drawing from outcome based selling and real enterprise sales experience, this episode gives you a clear framework to improve stakeholder management and move deals forward with confidence. 🔗 Explore more insights: https://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ ⏱️ Timestamps: 00:00 – Why enterprise sales deals stall after a great demo 00:45 – The reality of 10+ stakeholder buying groups 01:30 – Mistake 1: Technical agreement vs real alignment 02:20 – Mistake 2: Why teams never say yes together 03:30 – Mistake 3: Comfort zone selling kills momentum 04:30 – Mistake 4: The danger of unmapped stakeholders You’ll learn: – How to navigate multi stakeholder enterprise sales environments – Why outcome based selling requires full organizational alignment – How to improve stakeholder management and reduce deal risk – What separates high performing sales leadership from average execution 💡 Key Takeaways - Enterprise sales success depends on alignment not just agreement - Stakeholder management is the core discipline in complex B2B sales - Avoiding difficult stakeholders introduces hidden risk into your sales pipeline - Momentum is not progress unless decision ownership is clearly mapped - High performing teams engineer consensus instead of relying on champions If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at http://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you or someone you recommend submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

Most teams get b2b sales strategy wrong by chasing more deals instead of focusing on key account management and real growth opportunities. In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher sits down with Ole Gerkensmeyer, Chief Strategy Officer at Nexperia, to unpack why top-performing teams win by doing less, not more. This conversation challenges conventional b2b selling and shows how strategic focus drives sales growth and long-term impact. 📘 Get the 26 Sales Trends for 2026 report: https://globalperformancegroup.com/26-sales-trends/ ⏱️ Timestamps: 00:00 – Why most b2b sales strategy fails (b2b sales, sales leadership) 03:40 – The hidden cost of chasing too many deals (sales productivity, complex b2b sales) 09:40 – Key account management and the 80 percent revenue insight (key account management, enterprise sales) 13:20 – Winning bigger deals by involving the full organization (enterprise sales, go-to-market strategy) 18:00 – Building real partnerships that drive sales growth (customer centric selling, b2b selling) 25:30 – Stop chasing everything and think strategically first (sales coaching, sales leadership) You’ll learn: – Why focusing on fewer accounts increases revenue and impact – How to identify high-value opportunities in complex b2b sales – What separates top sales teams from average performers – How to align go-to-market strategy with real customer needs 💡 Key Takeaways - Most sales teams are not short on opportunities, they are short on focus - A small number of accounts typically drive the majority of revenue - Saying no is a strategic advantage in complex b2b sales - High performance comes from thinking before acting, not doing more - Real growth comes from deep partnerships, not surface-level activity 👤 About Guest Ole Gerkensmeyer is Chief Strategy Officer at Nexperia. Known for his expertise in enterprise sales, go-to-market strategy, and key account management, he helps organizations focus their sales efforts to drive sustainable growth and market leadership. Connect with Ole Gerkensmeyer on LinkedIn: https://www.linkedin.com/in/ole-gerkensmeyer-785884/ 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 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

Complex B2B sales is broken, and outcome based selling is the shift most teams are still missing. In this episode, we unpack why traditional RFP-driven selling fails and how modern sales and go-to-market strategy are evolving. Harry sits down with Karan Chetal, Global Chief Growth Officer at Monks, to explore how leading organizations are moving from benchmarking and pitching to co-creation, trusted advisor selling, and real business outcomes. If you're in b2b sales, sales leadership, or building a modern GTM strategy, this conversation will challenge how you think about winning deals. 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ ⏱️ Timestamps: 00:00 – Complex B2B sales: why RFPs fail today 03:30 – AI in sales & shifting to outcome based selling 06:00 – Go-to-market strategy: from horizontal to vertical GTM 09:00 – Why buyers care about outcomes, not solutions 13:00 – RFP vs co-creation in complex b2b sales 18:30 – Trusted advisor selling & winning without benchmarking You’ll learn: – Why RFP processes hurt your b2b sales strategy – How outcome based selling changes client conversations – What modern sales leadership must shift in GTM strategy – How AI in sales is accelerating decision-making and expectations 💡 Key Takeaways - RFPs are often benchmarking exercises - not real buying decisions - In complex B2B sales, outcomes matter more than capabilities - Co-creation with clients dramatically increases win probability - AI is accelerating the shift toward faster, outcome-driven decisions - Trusted advisor positioning is now a requirement - not a differentiator About Guest Karan Chetal is Global Chief Growth Officer at Monks. Known for driving large-scale transformation and growth, he helps organizations align go-to-market strategy with outcome based selling and AI-driven innovation. Connect with Karan Chetal on LinkedIn: https://www.linkedin.com/in/karan-chetal-490639134/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at http://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

Employee retention strategies and sales growth strategies are more connected than most leaders think - and getting this wrong is costing you revenue. Fixing employee turnover is the fastest path to sustainable growth in B2B sales. The future of B2B selling isn’t about pushing harder - it’s about removing friction. This conversation explores how leaders can build scalable systems, improve retention, and win in today’s complex buying behavior environment. In this episode of the B2B Sales Trends Podcast by Global Performance Group, Harry sits down with Chris Kowalewski, Chief Growth Officer at Compass Group, to explore why leadership, sales organization design, and simplification - not more pressure - drive long-term growth. 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🔗 Explore more insights: https://www.globalperformancegroup.com/ ⏱️ Timestamps: 00:00 – The real problem behind employee turnover in B2B sales 03:30 – Why sales organization design drives sales growth strategy 08:15 – Employee retention strategies that reduce turnover 13:40 – Simplifying processes to improve B2B sales performance 18:20 – Leadership, complexity, and sustainable growth 27:10 – Modern buying behavior and multi-stakeholder B2B selling You’ll learn: – How to reduce employee turnover in sales teams – Why simplification beats adding more tools and processes – What modern buying behavior means for B2B sales strategy – How leadership impacts long-term growth and performance 💡 Key Takeaways - High employee turnover is usually a system design problem—not a hiring problem - Sales growth strategy improves when you remove friction, not add pressure - The best teams shift support work away from sellers to increase selling time - Sustainable growth comes from retention, tenure, and continuous simplification - Modern B2B buying behavior requires lower risk and better stakeholder alignment About Guest Chris Kowalewski is Chief Growth Officer at Compass Group, where he has driven over $20B in organic growth by redesigning sales organizations for performance and scale. He’s known for reducing employee turnover from 20%+ to under 6% and building high-performance teams through a people-first, simplicity-driven approach to leadership. Connect with Chris Kowalewski on LinkedIn: https://www.linkedin.com/in/chris-kowalewski/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

Enterprise sales is shifting - and outcome-based selling is now the difference between stalled deals and real business impact. In this episode, we break down how modern B2B sales teams must move beyond products to outcomes. The future of B2B selling isn’t about features - it’s about outcomes. Harry sits down with Matt Leighton, VP Enterprise Sales EMEA at TeamViewer, to explore how enterprise sales teams can break out of commodity conversations and lead with real business impact. 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🔗 Explore more insights: https://www.globalperformancegroup.com/ ⏱️Timestamps: 00:00 – Enterprise sales shift: from product to outcome-based selling 03:45 – TeamViewer’s evolution and value-based selling approach 09:10 – The confidence gap in tech investments (b2b sales strategy) 15:00 – From reactive to proactive selling in B2B sales 22:40 – Sales coaching techniques to build consistent performance 29:30 – Sales leadership lessons: what top performers do differently You’ll learn: – How to shift from value-based selling to true outcome-based selling – Why most enterprise deals stall before they ever become real decisions – How sales coaching and leadership drive consistent performance – What it takes to engage C-suite buyers with confidence 💡 Key Takeaways - Most deals don’t fail at the end - they fail because the problem was never strong enough to drive action. - Outcome-based selling reframes conversations from product features to measurable business impact. - Leading with price immediately weakens your position and commoditizes your offer. - Proactive, insight-led selling is replacing reactive, transactional approaches in modern B2B sales. - Coaching, consistency, and mindset shifts are critical to sustaining high performance. 👤About Guest Matt Leighton is VP of Enterprise Sales, EMEA at TeamViewer. A builder of high-performing sales teams with over 25 years in tech, he has led and transformed enterprise sales organizations across SaaS, cloud, and software—shaping teams at companies like IBM and Salesforce. Connect with Matt on LinkedIn: https://www.linkedin.com/in/matthew-leighton/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at http://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

Sales pipeline management is quietly destroying your win rates in B2B sales - and most teams don’t even realize it. In this episode, we unpack how to create urgency in sales, improve sales qualification, and fix the hidden issues causing deals to stall. The future of B2B selling isn’t about pushing harder - it’s about qualifying smarter. Harry breaks down why most deals don’t fail because of competition, but because they should never have been in the pipeline to begin with. 🔗 Explore more insights: https://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ ⏱️Timestamps: 00:00 – Sales pipeline management: what’s really killing win rates 01:10 – Why 60% of deals end in no decision (sales qualification gap) 02:30 – Sales discovery: why surface-level sales questions fail 03:50 – How to create urgency in sales through risk & outcome 05:20 – Sales leadership: raising standards and disqualifying deals 06:40 – Sales process improvement: fixing pipeline for better forecasting You’ll learn: – Why weak sales qualification leads to “no decision” deals – How better sales discovery creates urgency and movement – What high-performing B2B sales teams do differently in their sales process – How to improve sales pipeline management for predictable growth 💡 Key Takeaways - Most lost deals aren’t lost to competitors - they end in “no decision” due to weak qualification - High-performing teams qualify problems, not just accounts - Urgency comes from connecting decisions to risk or outcome, not features - Surface-level sales discovery leads to comparison, not action - Disqualifying early improves win rates, forecasting accuracy, and deal velocity If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at http://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

B2B sales is changing fast - and AI in sales is raising the bar for every seller. Roli Agrawal of NTT Data explains how modern enterprise sales, complex B2B deals, and evolving buyer behavior are reshaping how sellers create value in today’s market. The future of B2B selling isn’t about pushing harder - it’s about helping buyers think better. Host Harry speaks with Roli about how AI in sales, sales enablement, and sales leadership are redefining how high-performing teams navigate complex decisions and win enterprise deals. 🔗 Explore more insights: https://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ ⏱️Timestamps 00:00 – Why B2B sales is getting harder in complex enterprise sales cycles 04:30 – How enterprise sales buying behavior has changed 07:48 – Rethinking discovery in modern consultative selling 10:14 – Why complex B2B deals are lost to indecision 17:13 – The real impact of AI in sales on sellers and buyers 24:18 – Sales leadership and sales transformation in modern organizations You’ll learn: – Why modern B2B sales strategy must adapt to new buying behavior – How AI in sales is changing seller expectations – Why complex enterprise deals stall - and how to move decisions forward – How sales coaching and sales leadership drive real sales transformation 💡 Key Takeaways - Complex B2B deals are often lost to indecision, not competitors - because organizations struggle to align stakeholders. - Modern sellers must move from information sharing to hypothesis-led discovery to create real buyer value. - AI in sales raises the bar - sellers must rely more on judgment, context, and decision guidance. - Winning enterprise sales requires helping buyers navigate uncertainty and competing priorities. - Real sales transformation happens through leadership, coaching, incentives, and role modeling - not strategy decks. About Guest Roli Agrawal is Chief of the CEO Office, AI Strategy and Sales Transformation at NTT Data. She leads global initiatives helping organizations adapt their enterprise sales strategy, sales enablement, and AI adoption in complex B2B environments. At NTT Data, Roli works at the intersection of AI in sales, sales leadership, and sales transformation, helping global teams navigate increasingly complex buying environments and enterprise decision systems. Connect with Roli Agrawal on LinkedIn: https://www.linkedin.com/in/roli-agrawal-1347914/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

ales leadership and sales pipeline management determine whether B2B teams create real revenue growth - or simply stay busy. In this episode of the B2B Sales Trends Podcast, Andreas Hammer shares why many sales organizations work harder than ever yet still struggle to deliver consistent results. Host Harry sits down with Andreas Hammer, SVP Global Sales at YAGEO Group, to explore how modern sales leaders turn strategy into execution. From customer prioritization and pipeline discipline to leadership mindset shifts, Andreas explains how focused sales management drives long-term growth. This conversation unpacks the leadership decisions that shape high-performing B2B sales teams- and why the most effective leaders stop measuring activity and start managing impact. 🔗 Explore more insights: https://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ ⏱️Timestamps 00:00 – Why most B2B sales teams stay busy but miss revenue growth 02:00 – Modern sales leadership challenges in B2B sales organizations 04:05 – Prioritizing customers: key account management vs small deals 07:20 – Sales strategy and forward-looking pipeline generation 09:35 – The role of sales forecasting, KPIs, and pipeline metrics 16:45 – Leading long-term sales transformation and coaching teams You’ll learn: – Why being busy is not a sales strategy – How leaders prioritize customers for real revenue growth – The role of sales pipeline management in scaling B2B organizations – How great leaders move from “super seller” to strategic coach 💡 Key Takeaways • Sales teams often confuse activity with progress—true sales leadership focuses time on the highest-impact opportunities. • Strategic sales pipeline management requires a forward-looking view of customer potential, not just past revenue performance. • Clear KPIs and consistent reviews are essential to turning sales strategy into daily execution. • Long-term sales transformation requires coaching, communication, and new habits across the organization. • The best sales leaders stop acting like “super account managers” and focus on developing their teams. About Guest Andreas Hammer is SVP Global Sales at YAGEO Group, a global leader in electronic components. Known for building high-performing global sales organizations, Andreas specializes in sales strategy, pipeline management, and scalable B2B revenue growth. Connect with Andreas Hammer on LinkedIn: https://de.linkedin.com/in/andreas-hammer-21a5221 If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at http://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

Business pain points in complex B2B deals often stem from misalignment between direct sellers, partners, and the wider customer ecosystem - not from the product itself. In this episode, we examine how B2B sales strategy, leadership skills, and customer centricity influence whether enterprise opportunities move forward or stall. On the B2B Sales Trends Podcast, Harry speaks with John Carey, SVP Global Channels at SAS, about how leading organizations structure collaboration between direct sales teams and partners to solve meaningful customer challenges. John shares practical perspectives on navigating channel conflict, clarifying ownership in hybrid sales environments, and building the trust and alignment required to execute complex enterprise deals successfully. You’ll learn: – Why unclear ownership creates hidden business pain points in enterprise deals – Why clear account segmentation is the starting point for effective partner engagement – The leadership skills required to run a successful partner ecosystem – Why customer centricity must guide collaboration across the sales and partner ecosystem ⏱ Timestamps 00:00 – Why business pain points often come from partner misalignment 01:27 – John Carey on leading global channels at SAS 04:01 – The real pressure behind modern B2B sales strategy 05:50 – A real-world example of channel conflict in enterprise deals 10:09 – Customer centricity as the foundation of partner collaboration 15:05 – Sales enablement: segmentation and partner role clarity 30:15 – Leadership skills top performers use to close complex deals 💡 Key Takeaways - Alignment beats ownership. Modern enterprise deals require coordinated ecosystems of sellers, partners, and technical teams. - Segmentation drives clarity. Clear account segmentation determines which partners should be involved and why. - Customer centricity is the anchor. When every stakeholder aligns around customer outcomes, channel conflict decreases dramatically. - Great sellers actively test whether their deals will fail early to improve forecasting and focus on real opportunities. - Trust plus technical capability wins. Partners succeed when they combine relationship credibility with implementation expertise. About Guest John Carey is SVP of Global Channels at SAS, where he leads global partner strategy and ecosystem development. Known for building high-impact partner programs, he helps organizations align direct sales teams, channel partners, and technical experts to deliver complex enterprise solutions. Connect with John Carey on LinkedIn: linkedin.com/in/johnmichaelcarey If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at http://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. Submit a guest application here: 👉 https://globalperformancegroup.com/guest-submission/

Enterprise sales today demands customer-centric selling. SAP Global GTM leader Laz Uriza explains why modern enterprise deals depend on ecosystem collaboration, consultative selling, and stakeholder management across complex organizations. On the B2B Sales Trends Podcast, Harry sits down with Laz Uriza, Global GTM Leader for SAP Business Technology Platform, to explore how enterprise selling is evolving in a world of ecosystems, AI, and recurring customer success models. Rather than pushing individual solutions, modern sellers must coordinate across partners, platforms, and stakeholders to deliver real customer outcomes. As Laz explains, the future of enterprise sales is collaborative, customer-centric, and deeply human. 📘 Get the 26 Sales Trends for 2026 report: https://globalperformancegroup.com/26-sales-trends/ ⏱ Timestamps 00:00 – Why enterprise sales changed in the cloud era 04:00 – Customer-centric selling in modern enterprise deals 08:20 – Risks of pushing solutions before stakeholder alignment 12:05 – Consultative selling inside multi-vendor ecosystems 16:40 – Sales enablement, leadership and coaching modern sellers 21:30 – The future of enterprise sales and ecosystem GTM strategy You’ll learn: – Why customer-centric selling is replacing traditional enterprise sales tactics – How consultative selling and stakeholder management shape modern deals – Why sales enablement and leadership development are critical for future sellers – How SAP’s GTM strategy approaches ecosystem-driven enterprise sales 💡 Key Takeaways • Enterprise sales has fundamentally shifted to customer success. Vendors now win when customers consume and succeed with the solution, not just when contracts are signed. • Customer-centric selling requires ecosystem collaboration. No vendor solves enterprise problems alone - partners, platforms, and trusted advisors must align around outcomes. • Feature-driven selling is losing relevance. Modern sellers must understand business processes, strategic initiatives, and the broader technology landscape. • Leadership and enablement must evolve. Sales organizations need proactive coaching, role-play training, and deeper sales enablement - not reactive training after missed quarters. • Human skills are becoming more important in AI-driven selling. Listening, empathy, and relationship building now differentiate elite enterprise sellers. About Guest Laz Uriza is Global Go-To-Market Leader for SAP Business Technology Platform (BTP). He focuses on building enterprise GTM strategies that help organizations integrate platforms, partners, and data ecosystems to drive real business transformation. Known for his perspective on ecosystem-driven selling, Laz works at the intersection of enterprise sales strategy, customer-centric selling, and global GTM leadership. Connect with Laz Uriza on LinkedIn: https://www.linkedin.com/in/lazarouriza/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at: http://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders and GTM executives shaping modern sales strategy. Submit an application: https://globalperformancegroup.com/guest-submission/

Why B2B deals stall isn’t about competition - it’s about buyer indecision. Consultative selling, value-based selling, and traditional B2B sales strategy fail when sellers focus on solutions instead of driving buyer decisions. Harry breaks down why sales momentum disappears even in engaged deals. Buyers don’t go quiet because they lack information - they stall because they haven’t resolved the consequences of change. When the cost of inaction isn’t made explicit, doing nothing feels rational. For sales leadership teams, sales coaching cultures, and anyone serious about modern B2B selling, this is a reset on how to create urgency without pressure. 🔗 Explore more insights: https://www.globalperformancegroup.com/ ⏱ Timestamps 00:00 – Why B2B deals stall 02:10 – Why consultative selling alone isn’t enough 04:30 – Outcome-based selling vs solution selling 07:45 – Stakeholder management at senior level 10:20 – Sales discovery questions that surface business pain points 13:40 – Creating sales momentum by clarifying the cost of inaction You’ll learn: – Why sales momentum comes from resolution, not excitement – How to elevate sales discovery beyond surface business pain points – What outcome-based selling requires in senior stakeholder conversations – How to surface the cost of inaction without damaging trust 💡 Key Takeaways - Buyers don’t disappear because of competition. They stall because indecision feels safer than change. - Reassurance does not resolve hesitation. Strategic clarity does. - Value-based selling only works when tied to financial and strategic consequences. - Stakeholder management requires moving conversations to trade-offs and timing - not features. - The real role of consultative selling is facilitating decisions, not presenting solutions. If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at http://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

Enterprise sales strategy today isn’t about louder pitches - it’s about trust. Jan Duthoo (CRO EMEA, SAP SuccessFactors) explains how embedding customer references into every stage of the sales process can transform win rates, accelerate sales performance, and strengthen customer retention strategy. In this episode of B2B Sales Trends, Harry speaks with Jan about building a repeatable, reference-driven enterprise sales strategy. Rather than using references as a late-stage tactic, Jan shares how his teams embed them across the full sales funnel - from cold outreach to legal negotiations. 🔗 Explore more insights: https://www.globalperformancegroup.com/ ⏱ Timestamps 00:00 – Why enterprise sales has become harder 04:50 – Turning customer advocacy into enterprise sales strategy 09:30 – How references shorten sales cycles & improve sales performance 15:10 – Using storytelling in sales enablement and relationship selling 24:40 – Coaching sales leadership to build reference habits 38:40 – The 3 skills that separate elite enterprise sellers You’ll learn: – How to operationalize customer advocacy inside your sales enablement motion – Why reference selling improves sales process optimization and sustainable revenue – How strong customer retention strategy fuels new enterprise sales – The leadership behaviors that build trust at scale 💡 Key Takeaways - Customer references should be embedded across the full enterprise sales strategy - not saved for the final negotiation. - Reference-driven selling increases win rates and shortens sales cycles by shifting the conversation from features to outcomes. - Sales leadership must model the behavior: build your own reference stories and lead by example. - Sustainable revenue and 90%+ renewal rates are reinforced by consistent customer touchpoints. - Elite enterprise sellers master three things: listening deeply, building domain content expertise, and maintaining disciplined pipeline management. 👤 About the Guest Jan Duthoo is Chief Revenue Officer EMEA at SAP SuccessFactors, leading one of the largest HR cloud portfolios globally. He oversees sales, pre-sales, value advisors, business development, and customer success teams across a highly complex international region. Jan specializes in building high-performance enterprise sales organizations focused on customer advocacy, sales enablement, and long-term sustainable revenue. Connect with Jan Duthoo on LinkedIn: https://www.linkedin.com/in/janduthoo/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at http://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

Outcome-based selling in healthcare sales is the difference between educating your buyer and actually moving the deal forward. In this episode, Harry sits down with Simona Grandits, VP EMEA at QIAGEN and newly selected EU Women Leaders 2026 cohort member, to explore how modern healthcare sales leaders balance scientific credibility with commercial discipline - without losing momentum. Simona shares how consultative selling, customer centricity, and disciplined stakeholder management must work together to drive real sales performance in complex healthcare and medical device sales environments. She reflects on what disciplined sales leadership truly requires across Europe, the Middle East, and Africa. 🔗 Explore more insights: https://www.globalperformancegroup.com/ ⏱️ Timestamps 00:00 – Why outcome-based selling matters in healthcare sales 03:45 – When expertise kills momentum in medical device sales 09:10 – The danger of skipping sales discovery questions 15:00 – Confidence in selling: handling price & budget conversations 22:40 – Sales leadership, stakeholder management & scaling performance 29:30 – The future of sales: transformation in healthcare You’ll learn: – How to use outcome-based selling without losing relationship selling – Why sales discovery questions often get skipped (and what it costs) – How confidence in selling changes difficult budget conversations – What modern sales leadership looks like in healthcare sales – Why the future of sales requires both empathy and commercial control 💡 Key Takeaways - Expertise builds trust - but without commercial intent, it slows momentum. - Outcome-based selling keeps conversations anchored to impact, not features. - Sales discovery questions are simple - yet often avoided. - Confidence in selling is less about dominance and more about clarity. - The future of sales in healthcare demands transformation, not just innovation. 👤 About the Guest Simona Grandits is VP EMEA at QIAGEN, leading commercial operations across Europe, the Middle East, and Africa in the healthcare and life sciences space. She specializes in building high-performing medical device sales teams that balance scientific expertise with commercial discipline. Simona was recently selected as one of the EU Women Leaders 2026 - a highly competitive initiative recognizing 20 outstanding women across Europe from over 1,500 applicants across public and private sectors. You can view the announcement here: https://www.linkedin.com/posts/carol-constant_all-20-activity-7430189473377853440-SmTH?utm_source=share&utm_medium=member_desktop&rcm=ACoAAAG-SA4BAe8LLkM02b3JmhFFQqNxDUUFNyU This recognition reflects not only Simona’s commercial leadership in healthcare sales, but her growing influence in shaping the future of European board and executive leadership. Connect with Simona Grandits on LinkedIn: https://www.linkedin.com/in/simona-grandits-global-leader-emea-diagnostics-pharma-managing-director/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at http://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

Product led growth isn’t about generating more leads - it’s about deciding who deserves a conversation. In this episode, we unpack how Navan approaches lifetime value optimization, balances CAC to LTV, and uses product qualified leads to increase sales efficiency while scaling sales teams intelligently. The real challenge in modern B2B selling isn’t demand - it’s focus. In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher sits down with Amit Shalev, VP of Growth at Navan, to explore how product signals, data, and human judgment work together in a high-volume product led growth model. 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🔗 Explore more insights: https://www.globalperformancegroup.com/ ⏱ Timestamps 00:00 – Why product led growth breaks without prioritization 04:18 – The “activity trap” hurting sales efficiency 08:40 – CAC to LTV and lifetime value optimization in SMB sales 13:25 – What makes a Product Qualified Lead (PQL)? 18:05 – AI in sales & automating repetitive work (without losing the human touch) 24:35 – Leadership, empathy & scaling sales teams the right way You’ll learn: – Why not every inbound signup deserves a sales conversation – How CAC optimization and lifetime value should guide scaling decisions – When AI in sales increases efficiency - and when it shouldn’t replace people – How product qualified leads help sales teams focus where they add value 💡 Key Takeaways - Product-led growth requires disciplined prioritization - not more activity. - CAC to LTV is the economic guardrail for scaling sales teams sustainably. - Product signals should determine when human intervention creates value. - AI in sales should remove repetitive work, not remove the human connection. - High-volume environments demand clarity, not more effort. About Guest Amit Shalev is VP of Growth at Navan, where he leads the SMB revenue engine at the intersection of product led growth and sales strategy. He specializes in using product qualified leads, CAC to LTV modeling, and data-driven prioritization to scale sales teams without unnecessary headcount growth. Connect with Amit Shalev on LinkedIn: https://www.linkedin.com/in/amitshalev/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern B2B sales, leadership, and performance. 🔗 Explore more at http://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

Sales psychology and strategic selling are the real drivers of sales performance - not another sales process, CRM tweak, or enablement playbook. In this solo episode, we unpack why outcome-based selling and the uncomfortable conversations most reps avoid are what truly move B2B deals forward. In this episode of the B2B Sales Trends Podcast, Harry challenges a common leadership reflex: when performance drops, leaders adjust the sales strategy instead of addressing the human side of B2B selling. But selling is a psychological sport - and performance lives in those strategic conversations most teams hesitate to have. 🔗 Explore more insights: https://www.globalperformancegroup.com/ ⏱ Timestamps: 00:00 – Why sales psychology drives sales performance 02:20 – Strategic selling vs. staying in your comfort zone 04:45 – Outcome-based selling and avoiding financial conversations 06:30 – Confidence in selling: competence over bravado 07:15 – Consultative selling approach & provoking new needs 08:40 – Sales culture, trust, and leadership impact You’ll learn: – Why comfortable conversations destroy sales performance – How outcome-based selling shifts you from product to ROI conversations – What real confidence in selling actually looks like – Why strategic selling requires engaging senior stakeholders and the C-suite – How sales coaching and sales culture determine long-term performance 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 💡 Key Takeaways - Sales performance drops when sellers retreat into safe, technical conversations instead of engaging in strategic selling. - Sales psychology - not just sales enablement - determines whether deals move forward. - Confidence in selling comes from competence and deliberate practice, not motivation. - Outcome-based selling requires engaging stakeholders who can shape ROI and business impact. - High-performing B2B sales teams build a culture where uncomfortable conversations are normalized. If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern B2B selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

Outcome-Based Selling sounds powerful - but most sales transformation efforts stall because organizations still think like product companies. In this episode, we unpack what it really takes to shift from product selling to true customer centricity and enterprise sales strategy. In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher sits down with Michael Oren, SVP Americas Sales at Dematic, to explore the uncomfortable truth behind outcome-based selling and sales transformation inside enterprise environments. This is not theory. It’s lived experience - from Xerox to Dematic - across real organizations, real customers, and real accountability. 🔗 Explore more insights: https://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 00:00 – Outcome-Based Selling vs product mindset 04:15 – The “solution selling” illusion in B2B sales 09:30 – Enterprise sales strategy: where execution breaks 15:40 – Sales accountability in long implementation cycles 21:10 – Leading sales transformation without chaos 27:00 – Consistency, courage & patience in sales leadership You’ll learn: - Why many “consultative selling” models still operate with a product mindset - What sales leadership must change to drive true customer centricity - How sales accountability shifts in multi-year enterprise sales strategy - Why value-based selling requires operating model change - not just new language 💡 Key Takeaways - If your solution story collapses without your product at the center, you’re not selling solutions - Sales transformation fails in the “messy middle” - not at kickoff - Outcome-based selling requires courage to change metrics, roles, and funding - Enterprise sales strategy must optimize around customer outcomes - not product features - Leadership consistency, courage, and patience determine whether transformation sticks About Guest Michael Oren is SVP Americas Sales at Dematic, a global leader in warehouse automation. Formerly EVP of Global Services at Xerox, he has led large-scale commercial reinvention - from product selling to services-led, outcome-based models. Michael specializes in sales transformation, enterprise sales strategy, and aligning sales culture to customer outcomes. Connect with Michael on LinkedIn: https://www.linkedin.com/in/michaeloren/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern B2B selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

Cross-functional teams in B2B sales decide whether complex deals move forward or fall apart. In this episode, we explore how high-performing sales teams, stakeholder collaboration, and shared accountability shape modern B2B sales strategy at scale. In this episode, host Harry Kendlbacher sits down with Bassem Salameh, Head of Network North Europe at Ericsson, to unpack what truly drives performance in complex B2B environments. Together, they explore why alignment between sales, technical, and delivery teams is no longer optional - and how leaders can build high-performing sales teams that move as one. 🔗 Explore more insights: https://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 00:00 – Why sales never really “ends” in complex B2B 04:30 – How miscommunication kills B2B sales deals 09:00 – The cross-functional triangle: sales, technical, delivery 14:40 – Building stakeholder collaboration at scale 20:00 – Leadership, accountability, and shared KPIs 31:50 – The future of B2B sales and AI’s role You’ll learn how to: - Align cross-functional teams across the entire B2B sales lifecycle - Prevent miscommunication that quietly derails enterprise deals - Build stakeholder collaboration without slowing execution - Create sales accountability without silos or blame 💡 Key Takeaways - Cross-functional alignment matters more than product or price in complex B2B sales - Miscommunication - internally and externally - is the biggest hidden deal risk - High-performing sales teams rotate leadership based on deal stage, not hierarchy - Sales accountability improves when teams share outcomes, not just targets - Confidence in B2B selling comes from preparation, listening, and inclusion About Guest Bassem Salameh is Head of Network North Europe at Ericsson, where he leads large-scale technical, sales, and delivery organizations in complex enterprise environments. Known for his techno-commercial leadership approach, Bassem helps organizations align cross-functional teams to deliver sustainable B2B sales performance at scale. Connect with Bassem on LinkedIn: https://www.linkedin.com/in/bassem-salameh-4311894/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern B2B selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/

Build trust for sales through relationship selling - not rigid process. In this episode of B2B Sales Trends, Blanca Galletero explains why trust, transparency, and leadership authenticity are the real growth levers in modern B2B sales and channel partnerships. The future of B2B selling isn’t about tighter control or more dashboards - it’s about relationship selling at scale. In this episode, host Harry Kendlbacher sits down with Blanca Galletero, VP EMEA Channels at SentinelOne, to unpack how trust is built, lost, and rebuilt across complex partner ecosystems. Together, they explore how sales leaders can move beyond old-school tactics, use soft skills in sales as a competitive advantage, and increase results by offering real value and transparency - even in high-pressure moments. 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🔗 Explore more insights: https://www.globalperformancegroup.com/ ⏱️ Timestamps 00:00 – Why build trust for sales before pipeline and process 03:40 – Relationship selling vs. sales process: what actually scales 07:25 – Transparency + predictability: the trust formula for sales leaders 11:10 – Channel partnerships, credibility, and leadership authenticity 16:55 – Repairing trust when deals break down 20:45 – AI in B2B sales: why trust still beats automation You’ll learn: - How to build trust for sales without overpromising - Why relationship selling outperforms process-heavy sales models - How leadership authenticity drives long-term partner success - Where AI supports selling - and where it can’t replace human trust 💡 Key Takeaways - Trust is not a KPI - it’s a daily leadership decision - Relationship selling scales when predictability replaces perfection - Transparency only works when it’s practiced, not presented - Strong channel partnerships are built on honesty, not opportunism - AI can scale process, but trust scales relationships About the Guest Blanca Galletero is VP EMEA Channels at SentinelOne, leading go-to-market and partner ecosystems across Europe. With 20+ years of experience across companies like Amazon, Microsoft, Oracle, Salesforce, and SentinelOne, she’s known for building high-trust relationships through leadership authenticity, value-based selling, and transparency. Connect with Blanca on LinkedIn: https://www.linkedin.com/in/blanca-galletero/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/

A modern sales enablement strategy is no longer about quarterly training or feature decks. In fast-moving AI markets, credibility is fragile, buyers are overwhelmed, and sales teams need real-time learning to stay relevant. In this episode of the B2B Sales Trends Podcast, we explore how enablement, go-to-market strategy, and outcome-based selling must evolve when markets change weekly. In this episode, Harry Kendlbacher sits down with Phil Manez, VP of Go-To-Market Execution at VAST Data, to unpack how modern sales teams can stay credible when products, markets, and customer expectations evolve faster than ever. Drawing from real examples in AI-driven environments, Phil shares how enablement, messaging discipline, and execution come together to support confidence in selling. 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🔗 Explore more insights: https://www.globalperformancegroup.com/ Timestamps: 00:00 – Why credibility is fragile in AI-driven B2B sales 03:30 – Sales enablement strategy in fast-moving markets 06:10 – Go-to-market strategy: precision over coverage 09:45 – Turning reps into outcome-based sellers 14:10 – Continuous enablement vs. one-off sales training 18:20 – What elite sellers must unlearn in the AI era You’ll learn: – Why traditional sales enablement strategies fall apart in AI markets – How go-to-market execution creates focus instead of noise – What outcome-based selling actually looks like in complex deals – How continuous enablement keeps teams relevant and credible 💡 Key Takeaways - Sales enablement strategy must be continuous, not event-based - Credibility is the true currency in AI-driven B2B selling - Go-to-market strategy works best when it prioritizes precision over volume - Outcome-based selling reframes deals away from features and toward value - Leaders must model learning to keep teams relevant as markets accelerate About the Guest Phil Manez is VP of Go-To-Market Execution at VAST Data, where he operates at the intersection of product, engineering, marketing, and sales enablement. Known for building enablement systems that keep pace with rapidly evolving AI markets, Phil helps sales teams stay credible, focused, and outcome-driven in complex B2B environments. Connect with Phil Manez on LinkedIn: https://www.linkedin.com/in/philmanez/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/ 📘 Download the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/

B2B sales leaders lose deals not in the RFP-but long before it arrives. In this episode, we unpack why RFPs fail in B2B sales, how sales leadership must rethink RFP strategy, and what outcome-based selling looks like in complex enterprise sales environments. RFPs trigger pressure, speed, and reaction - but that instinct is exactly what kills win rates. Host Harry Kendlbacher sits down with Patrick Oestreich, a senior commercial leader preparing to assume a CEO role, to break down how elite B2B sales teams approach RFPs with discipline, clarity, and leadership judgment. This episode is a masterclass in B2B sales strategy, qualification, and modern sales leadership - especially for teams operating in procurement-driven, enterprise environments. 🔗 Explore more insights: https://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ ⏱️ Timestamps: 00:00 – Why RFPs fail in B2B sales 03:45 – RFPs are the end of the sales cycle 08:30 – Outcome-based selling vs reactive RFPs 14:10 – Enterprise sales strategy: shaping deals early 20:25 – When sales leadership should walk away from RFPs 27:40 – Coaching teams to increase RFP win rates You’ll learn how to: - Stop wasting time on unwinnable RFPs - Shift from reactive selling to outcome-based selling - Build a healthier B2B sales pipeline with higher win rates - Lead sales teams with intention - not pressure 💡 Key Takeaways - RFPs are not the start of the sale - they are the final checkpoint. - High-performing B2B sales teams shape opportunities months before procurement gets involved. - Inflated pipelines don’t drive results - disciplined qualification does. - Sales leadership must reward impact, not activity. - Walking away from the wrong RFP is a strategic advantage, not a failure. About the Guest Patrick Oestreich is a senior commercial leader with decades of experience in RFP-driven, highly competitive enterprise environments. Most recently, he served as Chief Commercial Officer (CCO) and Executive Board Member at Hellmann Worldwide Logistics and is preparing to assume a CEO role at a mid-sized, family-owned business. Known for combining strategic clarity with human leadership, Patrick helps organizations rethink how they sell, qualify, and lead in complex B2B environments. 🔗 Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrick-oestreich-54b2ab56/ If this episode challenged how you think about RFPs, share it with your sales leadership team. 🎧 Subscribe to the B2B Sales Trends Podcast for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/

Increasing sales performance and confidence in selling doesn’t come from more pressure - it comes from better leadership design. In this special 100th episode of the B2B Sales Trends Podcast, Harry breaks down the systems, structures, and leadership shifts shaping sales trends 2026, and why modern B2B sales strategy must move beyond urgency and intensity. This solo milestone episode marks 100 episodes of pattern recognition across sales leaders, first-line managers, and go-to-market teams. Harry Kendlbacher distills the first three insights from the 26 Sales Trends for 2026 report - explaining why pressure no longer works, how leadership design drives consistency, and what buyers truly respond to today. 🔗 Explore more insights: https://www.globalperformancegroup.com/ 👉Download the report here: https://globalperformancegroup.com/26-sales-trends/ Timestamps: 00:00 – Why increasing sales performance feels harder today 02:18 – Sales trends 2026 and what they reveal about modern selling 04:40 – Predictability vs pressure in B2B sales strategy 06:55 – Sales manager coaching as the real performance lever 08:20 – Confidence in selling and the consultative sales approach 09:30 – Final reflections + the future of sales leadership You’ll learn: – Why pressure-based sales training is breaking performance – How predictability increases confidence in selling – The growing impact of sales manager coaching – What modern buyers expect from consultative sales conversations 💡 Key Takeaways - Increasing sales performance today depends more on systems than effort - Predictable environments outperform pressure-driven sales cultures - First-line sales managers are the true drivers of behavior change - Confidence in selling comes from clarity, not urgency - Sales trends 2026 reward consistency over intensity About the Episode This is a solo 100th episode special hosted by Harry Kendlbacher, founder of Global Performance Group and host of the B2B Sales Trends Podcast. Drawing from hundreds of conversations with sales leaders worldwide, Harry shares the foundational shifts redefining performance, leadership, and trust in modern B2B sales. If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 📘 Download the full 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🔗 Explore more at https://www.globalperformancegroup.com/

Sales technique today is about impact, not activity. In this Best Of episode, we break down high performance in sales, sales enablement best practices, and buyer psychology - including how AI in sales enablement is reshaping modern B2B selling. On the B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Brian North, Sr. Vice President of Strategic Brand Partnerships at Hearst, to unpack why most sales strategies fail in execution - and what separates teams that sustain high performance. This is a conversation from our archive we’re resurfacing because its insights on sales techniques, sales enablement, and AI in sales enablement are more relevant than ever. 🔗 Explore more insights: https://www.globalperformancegroup.com/ You’ll learn: - Why sales strategies fail in execution - and how to fix it - How elite sellers move from product pitching to problem solving - What buyer psychology reveals about modern purchase decisions - How sales enablement best practices drive consistent execution ⏱ Timestamps 00:00 – What High Performance in Sales Really Means Today 04:35 – Why Sales Strategy Breaks Down in Execution 09:05 – Measuring Impact vs Activity in B2B Sales 11:15 – From Product Pushing to Problem Solving Sales Technique 13:30 – Buyer Psychology and Modern Purchase Decisions 24:20 – AI in Sales Enablement and the Future of Selling 💡 Key Takeaways - High performance in sales comes from impact, not volume - Sales techniques must align with how buyers actually make decisions - Sales enablement best practices fail without coaching and reinforcement - Buyer psychology explains why activity alone doesn’t move deals - AI in sales enablement amplifies skill — it doesn’t replace judgment About the Guest Brian North is Senior Vice President of Strategic Brand Partnerships at Hearst, where he focuses on performance, innovation, and consultative selling across a complex, fast-moving media landscape. With over 25 years of experience, Brian helps organizations translate data, audience insights, and buyer psychology into sales techniques that drive real business outcomes. Connect with Brian on LinkedIn: https://www.linkedin.com/in/brian-n-85b2682/ If this episode sparked new thinking, share it with a sales leader or enablement partner focused on execution - not just strategy. 🎧 Subscribe for weekly insights on modern B2B selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/

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/

Sales Engineering and Business Development are no longer support functions - they are central to how modern B2B deals are won. In this episode, we explore how Sales Engineers drive real business outcomes, not just technical validation. On the B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Nirav Sheth, VP of Global Sales Engineering at Pure Storage, to unpack how Sales Engineers evolve into trusted advisors across the full sales cycle — from discovery to long-term value creation. This episode is part of our Best Of series, highlighting timeless conversations from the B2B Sales Trends Podcast. 🔗 Explore more insights: https://www.globalperformancegroup.com/ You’ll learn: - How Sales Engineers elevate Business Development beyond demos - Why consultative discovery is the new competitive advantage - How Sales Enablement scales SE impact across global teams - What strong SE–AE collaboration looks like in practice ⏱ Timestamps 00:00 – Why Sales Engineering Is Now Core to Business Development 04:50 – From Technical Demos to Consultative Sales Engineering 09:40 – Discovery, Curiosity, and Business Outcomes in Enterprise Deals 14:55 – Scaling Sales Enablement Across Global SE Teams 18:05 – How Sales Engineers and Sellers Co-Own Accounts 25:10 – The Top Skills Every Elite Sales Engineer Needs 💡 Key Takeaways - Sales Engineering has evolved from technical support into strategic - Business Development - Great Sales Engineers uncover unconsidered needs, not just stated requirements - Sales Enablement is critical to scaling SE excellence across large organizations - Trust, curiosity, and inspiration matter as much as technical depth - Long-term customer value is created through proactive, ongoing engagement About the Guest Nirav Sheth is VP of Global Sales Engineering at Pure Storage, where he leads a worldwide organization of Sales Engineers supporting enterprise, mid-market, and emerging customers. Known for transforming Sales Engineering into a consultative, outcome-driven function, Nirav helps organizations connect technology investment directly to business impact. Connect with Nirav on LinkedIn: https://www.linkedin.com/in/niravsheth3/ If this episode sparked new thinking, share it with a Sales Engineer, seller, or enablement leader on your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/

Sales Discovery and business pain are the real drivers behind deal momentum - not pressure, not persuasion, and not better slides. In this episode, we break down how modern B2B sales teams use discovery to turn passive buyers into decisive action. In this B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Lisa DeCristofaro, Sales Director at UKG, to unpack how elite sellers uncover real business pain points, create sales momentum, and lead consultative selling conversations that actually move deals forward. 🔗 Explore more insights: https://www.globalperformancegroup.com/ You’ll learn: - How sales discovery questions uncover urgency without pressure - Why “cost of inaction” beats ROI in complex B2B selling - How sales coaching and role play drive consistent performance - The outbound prospecting strategy that activates buyers early ⏱ Timestamps 00:00 – Why Sales Discovery (Not Pitching) Creates Momentum 03:55 – Turning Passive Buyers Into Active Buyers Through Discovery 08:40 – Finding Real Business Pain Points and the Cost of Inaction 13:30 – Sales Discovery Questions That Drive Consultative Selling 18:50 – Sales Coaching, Role Play, and Building Sales Momentum 24:45 – Outbound Prospecting Strategy and Sustaining Performance 💡 Key Takeaways - Sales discovery works when it uncovers business pain tied to outcomes, not surface-level problems - The biggest threat to deals isn’t rejection - it’s buyer inaction - Consultative selling requires curiosity, discipline, and deep listening - Sales coaching only sticks when leaders model, practice, and repeat - Strong outbound prospecting activates buyers before competition enters About the Guest Lisa DeCristofaro is a Sales Director at UKG, where she leads and scales high-performing B2B sales teams in highly competitive markets. Known for her practical approach to sales discovery, coaching, and leadership development, Lisa helps organizations move from stalled deals to consistent execution through trust, clarity, and disciplined practice. Connect with Lisa on LinkedIn: https://www.linkedin.com/in/lisadecristofaro/ If this episode sparked new thinking, share it with your team or a sales leader navigating stalled deals. 🎧 Subscribe for weekly insights on modern B2B selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/

When demand is high, the real advantage isn’t doing more - it’s choosing better. This episode explores a consultative selling approach and how disciplined sales leaders improve performance by focusing on the sales funnel they already have. In this episode, Harry Kendlbacher sits down with Hans van der Eijk, SVP Commercial Western Europe at DP World, to unpack how modern sales leaders navigate high inbound demand without sacrificing focus, margins, or credibility. You’ll hear how consultative selling replaces activity-driven selling, why not every RFQ deserves pursuit, and how disciplined sales strategy leads to stronger win rates in complex B2B environments. 🔗 Explore more insights: https://www.globalperformancegroup.com/ Timestamps: 00:00 – When an overflowing sales funnel becomes a problem 03:10 – Fast vs slow sales motions and why mindset matters 07:15 – Turning brand demand into real sales qualification 11:40 – RFQs, margins, and deciding when to say no 16:30 – Consultative selling, value-based selling, and trust 22:45 – Procurement, demand management, and winning complex deals You’ll learn: - How a consultative selling approach sharpens sales qualification - Why the sales funnel performs better when teams pursue fewer deals - How to evaluate RFQs through value-based selling, not urgency - What demand management looks like in complex B2B sales cycles 💡 Key Takeaways - Strong brands fill the sales funnel, but disciplined qualification converts it - Consultative selling wins trust by focusing on customer value, not volume - Saying no to the wrong RFQs protects margins and boosts win rates - Value-based selling outperforms generic responses in complex deals - Early procurement engagement reduces risk and improves outcomes About Guest Hans van der Eijk is SVP Commercial for Western Europe at DP World, where he leads commercial strategy across fast-moving freight forwarding and long-cycle contract logistics businesses. With decades of experience in complex B2B sales environments, Hans is known for building disciplined sales teams that win through consultative selling, value articulation, and focused demand management. Connect with Hans van der Eijk on LinkedIn: https://www.linkedin.com/in/hansvandereijk/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/

Public sector sales leadership demands clarity in chaos - and this episode shows how ROI in B2B is driven through outcome-based selling, not speed or pressure. Bill Rowan breaks down how modern sales leadership wins complex sales cycles by simplifying strategy and focusing on what truly matters. In this episode, Harry Kendlbacher sits down with Bill Rowan, VP of Public Sector at Splunk, to unpack how sales leaders can bring discipline and focus to some of the most complex sales environments in the world. From public transparency to long buying cycles, Bill shares a leadership framework that turns uncertainty into sustainable performance. 🔗 Explore more insights: https://www.globalperformancegroup.com/ Timestamps: 00:00 – Why public sector sales are uniquely complex 03:45 – Outcome-based selling as the ultimate ROI in B2B 07:50 – Sales leadership as coaching, not control 12:30 – Using ecosystem intelligence in complex sales cycles 17:45 – The three Ps: participation, productivity, pricing discipline 24:30 – Enterprise sales planning and consistency at scale You’ll learn: - How outcome-based selling drives ROI in B2B and public sector sales - Why sales leadership is the biggest lever in complex sales cycles - A simple framework for enterprise sales planning and consistency - How to navigate partners, competitors, and stakeholders with clarity 💡 Key Takeaways - ROI in B2B is best proven through outcomes, not features or speed - Public sector sales reward simplicity, repeatability, and discipline - Strong sales leadership shows up as coaching, planning, and execution - Complex sales cycles are won through ecosystem intelligence - Consistent performance comes from participation, productivity, and pricing discipline About Guest Bill Rowan is VP of Public Sector at Splunk, where he leads large-scale government and public sector sales organizations across highly complex, regulated environments. Known for building disciplined, outcome-focused teams, Bill helps sales leaders simplify complexity, drive ROI in B2B, and deliver long-term value through modern sales leadership. Connect with Bill Rowan on LinkedIn: https://www.linkedin.com/in/browan/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, sales leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/

A modern sales enablement strategy isn’t about more activity - it’s about better preparation. In this episode of B2B Sales Trends, we explore why preparation has become the true differentiator in B2B selling and enterprise sales strategy. In this conversation, host Harry Kendlbacher sits down with Gena Dakos, a seasoned sales enablement leader, to unpack how high-quality outreach, customer empathy, and thoughtful preparation help sellers stand out in a noisy, AI-driven market. From executive discovery to enterprise-scale deals, this episode reframes enablement as confidence, clarity, and credibility - not just training. 🔗 Explore more insights: https://www.globalperformancegroup.com/ You’ll learn: - Why preparation beats volume in modern B2B sales - How sales enablement strategy builds confidence with executives - What customer empathy really means in enterprise selling - How AI supports preparation without replacing human judgment ⏱️ Timestamps 00:00 – Why preparation is the new sales differentiator 04:45 – High-quality outreach vs volume in B2B selling 08:55 – Customer empathy as a core sales enablement strategy 13:40 – Preparing for executive discovery conversations 18:50 – Enterprise sales strategy and multi-stakeholder deals 24:10 – Enablement, confidence, and long-term performance 💡 Key Takeaways - Sales enablement strategy succeeds when it prioritizes preparation over activity - Buyers are informed - sellers must add insight, not ask generic questions - Customer empathy is built through research, not scripts - Executive conversations demand clarity, relevance, and conviction - Enablement works best when it builds confidence, not compliance 👤 About the Guest Gena Dakos is a Sales Enablement Leader specializing in revenue enablement and enterprise sales strategy. With experience at Stripe, Rippling, FIS, and Gartner, Gena is known for building high-performing teams by deeply understanding sellers and designing the structure, preparation, and support they need to succeed in complex B2B environments. Connect with Gena on LinkedIn: https://www.linkedin.com/in/gena-dakos-3a12ab5b/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/

Data integration in healthcare is redefining AI in sales and how sales enablement teams create real customer value. In this episode of B2B Sales Trends, we explore how modern sales leaders cut through dashboard noise, align sales and operations, and use AI to strengthen focus and trust - not replace human judgment. Harry Kendlbacher sits down with Robert Brandt, Vice President of Sales Operations at Medline Industries, to unpack how healthcare buying behavior is evolving - and what it takes to keep sellers focused on value instead of fire drills. This is a grounded, real-world conversation about customer perception, data integration, and the future of AI in B2B sales. 🔗 Learn more: https://www.globalperformancegroup.com You’ll learn: - How data integration in healthcare impacts customer retention strategy - Why AI in B2B sales only works when it drives action - How sales enablement clears friction to unlock growth - What supply chain resilience really means to modern buyers ⏱ Timestamps 00:00 – Why customer perception matters more than perfect data 04:10 – From selling to sales enablement in healthcare 07:50 – Data integration in healthcare and supply chain resilience 12:05 – Navigating AI in sales without losing trust 16:30 – How sales operations clear the road for revenue growth 22:10 – The future of AI in B2B sales and human decision-making 💡 Key Takeaways - Customer perception outweighs internal dashboards in complex B2B sales - Data integration only matters if it drives meaningful action - Sales enablement fuels growth by removing friction, not adding process - AI in sales should focus attention, not overwhelm teams - Trust, ownership, and clarity remain the human edge in healthcare sales About the Guest Robert Brandt is Vice President of Sales Operations at Medline Industries, Inc., one of the largest healthcare suppliers in the United States. With a background in frontline selling and sales leadership, Robert now leads large-scale sales enablement and operations teams focused on revenue growth, customer retention, and operational excellence in healthcare. He is known for bridging data, process, and human behavior to help sellers perform at their best - especially in complex, high-stakes environments. Connect with Robert Brandt on LinkedIn: https://www.linkedin.com/in/robert-brandt-55248092/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, sales enablement, and leadership. 🔗 Explore more at https://www.globalperformancegroup.com

Sales performance doesn’t start with numbers - it starts with people. In this episode, we explore why people-first leadership is the real driver of sustainable sales motivation, especially in complex, high-pressure sales environments. In this conversation, Harry Kendlbacher sits down with Courtney Tranberg, VP of Sales (Trauma + Extremities) at Legacy Orthopaedics and long-time leader within the Smith+Nephew ecosystem. Courtney shares real-world lessons on building a coaching culture, adapting leadership across generations, and practicing human-centered leadership when results and pressure are high. 🔗 Explore more insights: https://www.globalperformancegroup.com You’ll learn: - Why two reps with the same role need completely different leadership - How people-first leadership directly fuels sales motivation - What quiet, everyday coaching moments really look like - How to lead without ego when your team knows more than you - Why performance follows when leaders prioritize trust and presence ⏱ Timestamps 00:00 – Why people-first leadership beats number-first management 03:55 – Sales motivation isn’t universal: coaching beyond the job title 06:00 – Quiet coaching moments that shape real performance 07:35 – Human-centered leadership across generations 15:25 – Building a coaching culture without losing authenticity 27:30 – Final reflections: presence, trust, and evolving leadership 💡 Key Takeaways - Sales motivation improves when leaders focus on the human behind the role. - A strong coaching culture is built through presence, not formal processes. - People-first leadership requires adapting how you lead without changing who you are. -Trust grows when leaders listen more than they instruct. - Sustainable sales performance follows when teams feel genuinely supported. 👤 About the Guest Courtney Tranberg is VP of Sales (Trauma + Extremities) at Legacy Orthopaedics, primarily representing Smith+Nephew Orthopaedics. With experience spanning from frontline sales to senior leadership, Courtney is known for building resilient teams through individualized coaching, trust-based leadership, and a deeply human approach to performance. Connect with Courtney on LinkedIn: https://www.linkedin.com/in/courtneytranberg/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at: https://www.globalperformancegroup.com

When you walk into the C-suite, everything about selling changes. This episode unpacks why traditional pitching falls flat - and why outcome-based selling is the strategy that separates trusted partners from everyone else. In this conversation, Harry Kendlbacher sits down with Ed See, Chief Growth Officer at Zeta Global, to break down the mindset shift sellers must make when engaging senior decision makers. From consultative selling, sales curiosity, and the courage to drop your own agenda, to the rising role of AI in sales and navigating enterprise buying groups - this episode gives you a complete framework for modern executive selling. 🔗 Explore more insights: https://www.globalperformancegroup.com You’ll learn: – What really causes pitches to fail in the C-suite – How outcome-based selling reframes every executive conversation – Why curiosity beats any pitch deck – How to use AI in B2B sales without losing the human edge – What senior leaders expect from top-performing sellers ⏱ Timestamps 00:00 – Why your C-suite pitch fails: the real reason features don’t land 02:40 – The shift from advising to doing: Ed’s enterprise sales strategy 06:20 – From provider to partner: the power of consultative selling 11:15 – Curiosity vs. interrogation: what real sales curiosity looks like 17:00 – AI in sales: how top sellers use AI in B2B sales prep 20:34 – Leadership insights: the future of outcome-based selling 💡 Key Takeaways - Executive selling isn’t about product - it’s about advancing the executive’s agenda, not yours. - Curiosity, when informed and intentional, is a seller’s most differentiating skill. - Outcome-based selling outperforms features every single time at senior levels. - AI gives sellers reach and intelligence, but it will never replace presence, courage, and judgment. - The C-suite no longer buys alone - success requires orchestrating the entire enterprise buying group. 👤 About the Guest Ed See is the Chief Growth Officer at Zeta Global, bringing decades of experience from McKinsey and Deloitte. Known for transforming how organizations build enterprise pipelines and engage senior decision makers, Ed helps teams shift from pitching products to delivering profitable customer outcomes. Connect with Ed on LinkedIn: https://www.linkedin.com/in/ed-see-496857/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at: https://www.globalperformancegroup.com

Great sellers don’t leave success to chance - they master sales operations planning long before a deal appears. In this episode, we break down how disciplined planning, stakeholder orchestration, and early executive engagement turn enterprise complexity into strategic clarity and predictable outcomes. Harry Kendlbacher sits down with Ludovic Neveu, SVP of Sales at Tricentis, to unpack the unseen systems behind consistent enterprise performance. From strategic selling to stakeholder management, sales process optimization, and cultural nuances in global engagement, Ludovic shares a blueprint for leaders who want to build teams that win with intention, not luck. 🔗 Explore more insights: www.globalperformancegroup.com You’ll learn: – How elite sellers plan before pipeline even exists – Why executive engagement must be intentional, early, and outcome-driven – What predictable enterprise sales strategy looks like in practice – How to optimize sales operations planning across regions and cultures ⏱ Timestamps 00:00 – Why sales operations planning drives predictable results 03:40 – Building a disciplined, repeatable sales process (sales process optimization) 07:55 – Planning above quota and thinking like a strategic seller 10:20 – Stakeholder management: mapping legal, finance, security & procurement 13:30 – Executive engagement: when to call higher in enterprise sales strategy 18:35 – Global nuances in strategic selling across regions and cultures 💡 Key Takeaways - Planning isn’t admin - it’s the engine of predictable performance in enterprise sales. - Strategic sellers plan for people, not just pipeline, mapping internal and external stakeholders early. - Executive engagement accelerates deals only when it’s intentional, prepared, and aligned to outcomes. - Cultural and regional differences matter - processes stay global, but strategies must act local. - Elite performers win through trust, strategic thinking, and disciplined hard work - not luck. 👤 About the Guest Ludovic Neveu is the SVP of Sales at Tricentis, where he leads global sales teams across competitive enterprise markets. With over 30 years in software leadership, he is known for building disciplined, scalable sales processes and helping organizations elevate their strategic selling capabilities through intentional planning and executive orchestration. Connect with Ludovic on LinkedIn: https://www.linkedin.com/in/lneveu/ 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

Hyper-growth feels thrilling - until it breaks your GTM engine. In this episode, Patrick MacKelvie reveals how Remote rebuilt its go-to-market strategy and sales enablement foundations to transform chaos into sustainable revenue. Expect a masterclass in modern GTM, strategic selling, and international expansion. Harry Kendlbacher sits down with Patrick MacKelvie, VP of Sales Global New Business at Remote, to unpack what really happens when explosive growth outpaces process, people, and operational infrastructure. They explore GTM strategy, the shift from transactional to strategic selling, the role of sales curiosity, and why enablement becomes a non-negotiable for scale. 🔗 Explore more insights: www.globalperformancegroup.com You’ll learn: – How Remote managed global employment hyper-growth – What breaks first in a GTM motion (and how to fix it) – Why sales enablement is the backbone of sustainable revenue – How to balance transactional volume with enterprise strategy – What elite sellers do differently today ⏱ Timestamps 00:00 – When hyper-growth breaks your GTM engine (global employment context) 02:05 – Patrick’s role at Remote & international expansion strategy 04:32 – Why inbound momentum stops scaling + the shift to strategic selling 07:40 – Redefining GTM strategy when ICPs don’t work anymore 10:55 – The hidden operational dependencies behind sustainable revenue 15:22 – Sales enablement, sales curiosity & building a strategic sales culture 💡 Key Takeaways - Hyper-growth creates invisible GTM debt - and fixing it requires process, clarity, and courage. - Strategic selling demands a different skillset, mindset, and qualification rigor than transactional motions. - Sustainable revenue only emerges when sales, product, legal, finance, and operations move in sync. - Sales enablement becomes a growth multiplier, not a “nice-to-have,” when entering enterprise markets. - The top traits of elite sellers today: intelligence, motivation, and curiosity - especially in remote environments. 👤 About the Guest Patrick MacKelvie is the VP of Sales, Global New Business at Remote, leading a 150-person global sales organization across the Americas, EMEA, and APAC. Known for scaling teams during explosive global employment growth, he specializes in GTM strategy, strategic selling, and building the operational backbone required for sustainable revenue. Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patmack/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and GTM strategy. 🔗 Discover more at www.globalperformancegroup.com

Proactive selling is no longer optional - it’s the engine behind every modern GTM transformation. In this episode, we unpack how teams shift from reactive account management to a hunting mindset built on focus, discipline, and smart customer relationship management. Harry Kendlbacher sits down with Felipe Arancibia Coddou, EVP of Sales & Marketing for Europe & LatAm at Loomis, to explore what it takes to transform long-standing “farmer” models into opportunity-driven teams. They discuss cultural change, CRM discipline, leadership skills, and how to navigate a shrinking core market while expanding into new customer segments. 🔗 Explore more insights: www.globalperformancegroup.com You’ll learn: – Why proactive selling is now the backbone of successful GTM teams – How to help “farmers” adopt hunter behaviors – How leadership anchors sales transformation across countries and cultures – The role of CRM and customer relationship management in finding new opportunities – How to sustain daily behaviors that make a new GTM model stick ⏱️ Timestamps 00:00 – Farmers vs. hunters: what proactive selling really requires 02:45 – Why GTM teams must evolve as markets shift and cash declines 05:02 – Changing behavior: leadership skills that fuel sales transformation 06:57 – Defining what you’re “hunting” and how different markets adapt 09:03 – CRM, customer relationship management, and uniting legacy teams 10:58 – Fishing in the lake vs. open sea: the GTM expansion analogy 14:45 – How to embed proactive selling into daily habits across 17 countries 💡 Key Takeaways – Proactive selling starts with clarity: define the opportunities before training behavior. – CRM discipline is essential for productivity, decision-making, and GTM alignment. – Leadership skills, encouragement, and early pilot successes drive cultural change. – Sales transformation succeeds when teams share wins, tools, and consistent messaging. – Expanding from core markets requires new products, new processes, and new mindsets. 👤 About the Guest Felipe Arancibia Coddou is the EVP of Sales & Marketing for Europe & LatAm at Loomis, where he leads commercial strategy across 17+ countries. He specializes in transforming traditional service organizations into proactive, opportunity-driven GTM teams and building structures that scale across diverse markets. Connect with Felipe on LinkedIn: https://www.linkedin.com/in/svp-felipe-arancibia/ 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

Modern selling isn’t about pushing - it’s about problem identifying. In this episode, we break down sales training that actually works, rooted in customer problem identification and ROI selling marketing strategies that help elite sellers win without discounting. In this conversation, Harry Kendlbacher sits down with Beth Morris, VP of Product Insights at NielsenIQ, to decode the real skills behind high-performing sellers - from insight-driven discovery to value-based selling, negotiation without concessions, and using the cost of inaction to drive urgency. If you’re leading a sales team or selling into complex buying groups, this episode will change how you prepare, position, and influence. 🔗 Explore more insights: www.globalperformancegroup.com You’ll learn: – Why elite sellers “never sell anything” - they solve – How to uncover problems buyers can’t see yet – When to use ROI selling marketing to hold value – Why discovery must generate new insight, not recycle questions – How to walk away early to protect pipeline quality ⏱️ Timestamps 00:00 – Why the best sellers never “sell” (sales problem solving) 02:46 – Sales training mistake: “show up and throw up” discovery 06:18 – How to do real customer problem identification (value-based selling) 09:50 – Qualifying out fast: a modern sales strategy essential 13:39 – Using ROI selling marketing to negotiate without concessions 18:53 – The cost of inaction: when and how to use COI with buyers 21:54 – Top traits elite sellers share in 2025 💡 Key Takeaways - Elite sellers are problem identifiers, not product pitchers. - Insight-led discovery creates value buyers haven’t seen yet. - Persona-based conversations outperform topic-based selling every time. - ROI selling marketing protects pricing power and avoids concessions. - COI (cost of inaction) is a powerful lever for creating urgency. 👤 About the Guest Beth Morris is the Vice President of Product Insights at NielsenIQ, where she helps companies understand product performance, market dynamics, and customer decision patterns across CPG categories. She is known for transforming complex data into commercial insights that fuel smarter sales strategy and better customer conversations. Connect with Beth on LinkedIn: https://www.linkedin.com/in/bethamorris/ 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

Emotional intelligence in sales isn’t soft - it’s the foundation of ownership, accountability, and how your team shows up when it matters. In this episode of the B2B Sales Trends Podcast, we explore how mindset, self-awareness, and personal responsibility create a deeper, more resilient ownership culture that shapes sales performance far beyond KPIs. 🔗 Explore more insights: www.globalperformancegroup.com 00:00 – Why ownership culture transforms modern sales 03:45 – Emotional intelligence in leadership & daily habits 07:20 – How sales accountability fuels real curiosity 11:35 – Leadership integrity while scaling sales teams 16:00 – Team motivation through humility & self-reflection 19:45 – Growth mindset in sales: the power of consistent practice In this conversation, Harry Kendlbacher sits down with Amy Spurgeon, VP of Growth at WPP, to unpack how ownership and emotional intelligence shape high-performing sales cultures. Amy shares how curiosity emerges from responsibility, how accountability drives better discovery, and why joy, humility, and self-reflection matter just as much as targets. You’ll learn: – Why emotional intelligence strengthens sales leadership – How ownership culture elevates sales accountability – Why curiosity is a growth mindset skill - not just a tactic – How leadership integrity fuels team motivation – What elite salespeople do differently in their daily habits 💡 Key Takeaways – Emotional intelligence unlocks accountability and honest self-reflection. – Ownership culture creates consistency in how sales teams show up. – Curiosity emerges when reps feel responsible for outcomes. – Leadership integrity builds trust, not pressure. – Growth mindset in sales is a practice, not a personality trait. 👤 About Guest Amy Spurgeon is the VP of Growth at WPP, with a career spanning sales, enablement, and global commercial leadership. Known for her emotionally intelligent leadership style, she helps organizations build ownership-driven sales cultures rooted in curiosity, accountability, and integrity. Connect with Amy on LinkedIn: https://www.linkedin.com/in/amy-spurgeon-wpp/ 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

A strong coaching culture doesn’t just improve performance - it rewires how your teams think, sell, and serve customers. In this episode of the B2B Sales Trends Podcast, we explore how sales coaching, autonomy, and cultural alignment become the foundation for customer centricity and truly value based selling. Harry Kendlbacher sits down with Andre Schindler, GM EMEA & SVP Global Sales at NinjaOne, to reveal how modern sales leadership builds resilient, high-performing teams in fast-scaling environments. 🔗 Explore more insights: www.globalperformancegroup.com Timestamps: 00:00 – Building a coaching culture inside global sales teams 03:45 – Culture as a foundation for scaling sales teams 07:20 – Why sales coaching builds critical thinking & autonomy 11:35 – Leadership development during hyper-growth 16:00 – Customer centricity as a cultural outcome 19:45 – The link between value based selling & curious conversations A coaching-first culture unlocks stronger conversations, better qualification, and more meaningful customer outcomes. In this episode, Andre explains how sales coaching fuels cross-functional collaboration, strengthens customer relationships, and prepares new leaders to scale. It’s a masterclass in leadership development, emotional intelligence, and building sales teams that win through understanding - not pressure. You’ll learn: – Why coaching empowers better decisions across sales teams – How culture enables customer centricity at scale – Why curiosity is the engine of value based selling – What leaders must do to accelerate leadership development – How to avoid the pitfalls that limit sales leadership and growth 💡 Key Takeaways – Coaching creates autonomy; telling creates dependency. – Culture is the ultimate performance multiplier for sales teams. – Customer centricity starts with how you support your employees. – Value based selling requires curiosity, not assumptions. – Leadership development must include space to fail, learn, and grow. 👤 About Guest Andre Schindler is the GM EMEA & SVP Global Sales at NinjaOne, overseeing global SDR, sales, and post-sales functions while driving sales leadership and scaling sales teams across EMEA, APAC, and the U.S. Known for his coaching-centric leadership style, he builds high-performing teams through culture, autonomy, and deep customer focus. Connect with Andre on LinkedIn: https://www.linkedin.com/in/andre-schindler-0a209334/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, sales leadership, and performance. 🔗 Explore more at www.globalperformancegroup.com

Most sales leaders start with the comp plan - but the smartest start with strategy. In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Jahangir Iqbal, VP of Central Operations and Sales Compensation at Palo Alto Networks, to unpack how strategic sales compensation can activate your GTM strategy, drive the right behaviors, and inspire sales teams to perform with clarity and purpose. 🔗 Explore more insights: globalperformancegroup.com Timestamps: 00:00 – Why GTM strategy should come before comp design 03:45 – How Microsoft and AWS aligned compensation with transformation 07:20 – The power of simplicity and focus in sales compensation 11:35 – Using data and strategic thinking to refine comp plans 16:00 – Rewarding outcomes, not activities, to boost sales team performance 19:45 – How AI is reshaping compensation and go-to-market strategy Jahangir shares lessons from leading global sales organizations at Microsoft, AWS, and Palo Alto Networks - showing how a well-designed comp plan can transform how companies execute their go-to-market strategy. From data-driven decision-making to AI-powered comp design, this episode offers a masterclass in strategic thinking and modern sales leadership. You’ll learn: – Why every great GTM strategy begins with clear behavioral alignment – How to use comp plans to reinforce long-term goals, not short-term activity – What data and feedback loops reveal about comp plan effectiveness – How strategic thinking drives simplicity and high performance in sales teams 💡 Key Takeaways – Great GTM strategies start with focus - then comp plans bring them to life. – Simplicity in sales compensation drives clarity and results. – Rewarding outcomes over activities creates elite sales teams. – AI will revolutionize how companies design and test comp plans. – Strategic thinking bridges leadership vision and front-line motivation. 👤 About Guest Jahangir Iqbal is the VP of Central Operations and Sales Compensation at Palo Alto Networks. With leadership experience at Microsoft and AWS, he’s recognized for transforming sales organizations through data-driven compensation strategy and operational excellence. His work combines analytics, behavioral design, and strategic thinking to power global sales success. Connect with Jahangir on LinkedIn: https://www.linkedin.com/in/jahangiriqbal/ 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

Informed buyers believe they don’t need sellers - and in many cases, they’re right. In this episode, Sarah Branfman, Global VP of ISV Sales & GTM at Databricks, explains how buying behavior has fundamentally shifted, why traditional selling fails in complex B2B sales, and what elite sellers must do to create value buyers can’t get on their own. Explore more insights: www.globalperformancegroup.com Timestamps: 00:00 – “We don’t need a rep anymore.” The hard truth 02:45 – From ballerina to VP: Sarah’s nonlinear career path 06:18 – The rise of the informed buyer in complex B2B sales 09:40 – How modern buyers want to buy (and why sellers resist it) 12:52 – Comfort-zone selling and losing deals you could have won 18:10 – Value-based selling, decision-making psychology, and the cost of inaction 20:55 – Ruthless qualification vs. the hope-based pipeline 26:30 – Discovery never ends: re-qualifying through the buying journey 29:02 – Provocative questioning and generating unconsidered needs 33:40 – The 3 traits of elite sellers: drive, curiosity, coachability Modern selling isn’t about pressure — it’s about enabling informed decision-making through sharper sales discovery, stronger sales enablement, and real business insight. In this episode, Harry Kendlbacher sits down with Sarah, to explore the mindsets and behaviors top sellers use to stay relevant and win in today’s complex B2B landscape. You’ll learn: – Why buyers feel they don’t need sellers – How to win them back with insight-driven conversations – How elite sellers qualify and re-qualify throughout the buying journey – How decision-making psychology and cost of inaction shape urgency Key Takeaways: • Buyers aren’t distrustful — they’re independent. Sellers must add value beyond what buyers can research or ask AI. • In complex B2B sales, discovery and qualification never end — every new stakeholder resets the process. • The cost of inaction is often a stronger driver of urgency than ROI. • Value-based selling works only when sellers provoke new insights buyers haven’t considered. • Elite sellers share three traits: relentless drive, deep curiosity, and coachability. About Guest: Sarah Branfman is the Global VP of ISV Sales & Go-To-Market at Databricks, where she leads strategic partnerships with the world’s leading software and data companies. With deep experience in hyper-growth environments like MongoDB and Databricks, Sarah brings a modern, practical perspective on selling to the informed buyer in complex B2B environments. Connect with Sarah on LinkedIn: https://www.linkedin.com/in/sarahbranfman/ 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

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

Forecasting accuracy isn’t just a numbers game — it’s a people game. In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Katharina Bucerius-Rauch, VP Global Sales & Customer Operations at Renesas Electronics, to explore how aligning sales and operations creates predictable performance and trusted customer relationships. 🔗 Explore more insights: www.globalperformancegroup.com You’ll learn: – Why cross-functional collaboration is key to accurate forecasting – How Renesas turns raw data into meaningful, actionable insights – The habits that make elite salespeople transparent and predictable – What “Plan B thinking” looks like in global operations – How trust and communication drive both sales and forecasting success ⏱ Timestamps 00:00 – Weekly risk reviews and Plan B thinking at Renesas 03:10 – Forecasting challenges in complex supply chains 04:40 – How sales and operations align to improve forecasting accuracy 09:15 – Turning data into insightful sales decisions 12:30 – Cross-functional communication and execution in action 14:55 – Building trust through transparency and delivery 💡 Key Takeaways - Better forecasting starts with alignment between sales and operations. - Transparency and communication build predictability across teams. - Data matters only when translated into meaningful action. - Trust is earned through consistency and clear communication. - Elite salespeople balance technical expertise with emotional intelligence and follow-through. 👤 About the Guest Katharina Bucerius-Rauch is the VP Global Sales & Customer Operations at Renesas Electronics, where she leads a global team responsible for revenue management, demand planning, and forecasting excellence. Known for bridging sales and operations through data-driven decision making and transparent leadership, she helps Renesas achieve predictable performance in an unpredictable market. Connect with Katharina on LinkedIn: https://www.linkedin.com/in/katharina-bucerius-rauch-18304913/ 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