All Episodes
B2B Sales Trends — 146 episodes
145. The Renewal Starts the Day You Close the Deal w/ Scott Lerner
144. Buyers Don't Need More Urgency. They Need More Certainty w/ Melissa McCabe
143. The Best Sales Teams Don't Scale With More Process w/ Jesse Davis
142. The New Rules of Cybersecurity Buying in the Age of AI w/ Marty Overman
141. Modern Buyers Changed. Has Your Sales Team? w/ Michael Aronowitz
140. Why Selling Software Isn't a Motivation Problem w/ Juha Mirsch
139. Most Client Briefs Miss the Real Problem w/ Emma Beckmann
138. Why Most Teams Are Using AI Completely Wrong w/ Fred Schwark
137. The Coaching System Behind High Performing Sales Teams w/ Sharla Wendt
136. The Hidden Pipeline Flaws That Are Ruining Your Revenue Forecasts w/ Marcus Houston
135. Why Sales Teams Struggle With Multi Stakeholder Deals w/ Yasha Mitrotti
134. Why Complex B2B Deals Are Won Before the First Meeting w/ Trushar Patel
133. Want Better Sales Performance? Put Your People First w/ Oliver Opitz
132. Why Good Sales Teams Lose Complex Enterprise Deals w/ Stuart Green
131. How to Protect Margin Without Losing the Deal
130. The Authenticity Advantage in Modern B2B Selling w/ Ritu Nadkarni
129. Sales Culture Behind High Performance w/ Liat Shentser
128. Stop Competing on Price: Differentiation Starts in Discovery w/ Rich Van Sprang
127. Why Urgency Is Missing in Most B2B Deals
126. Outcome Based Selling: Why Technical Sellers Lose Deals w/ Monia Munari
125. Most B2B Deals Are Lost Before Procurement Begins w/ Raymond Chow
124. Business Acquisition Strategy: Why Most Deals Fail After Closing w/ Marie Szymanski
123. Why Your Sales Process Isn’t Increasing Win Rates
122. Pipeline Over Revenue: Why Sales Leaders Keep Getting It Wrong w/ John Glennon
121. The Human Skills That Still Win Enterprise Deals w/ Dave Hirsch
120. Four Mistakes That Stall Enterprise Deals
119. Stop Chasing More Deals - Win Bigger Ones Instead w/ Ole Gerkensmeyer
118. Complex B2B Sales Strategy: Moving Beyond RFPs
117. How Employee Retention Drives Sales Growth
116. Why Most B2B Deals Stall Before They Even Start
115. 60% of B2B Deals End in “No Decision” — Here’s How to Fix That
114. The Future of B2B Sales: AI, Complex Deals, and Enterprise Buying
113. Sales Leadership Secrets: Fix Your Sales Pipeline Management
112. Customer Centricity in B2B Sales: Why Partner-Enabled Selling Wins
111. Enterprise Sales Strategy: Why Ecosystem Collaboration Wins Deals
110. Why Buyers Don’t Decide in B2B Sales | Sales Strategy Explained
109. Enterprise Sales Strategy: How References Shorten Deals
108. Why Expertise Alone Doesn’t Close Deals in Healthcare Sales
107. Product-Led Growth at Navan: Why Not Every Signup Deserves a Sales Call
106. Strategic Selling Means Having the Conversations Others Avoid
105. Outcome-Based Selling: Why Most Sales Transformations Stall
104. The Real Reason Complex B2B Sales Deals Stall | Cross-Functional Alignment
103. Relationship Selling at Scale: Why Trust Beats Process Every Time
102. The Sales Enablement Strategy Modern Go-To-Market Teams Actually Need
101. Why RFPs Fail in B2B Sales: A Sales Leadership Playbook
100. Sales Trends 2026: Increasing Sales Performance & Confidence in Selling
99. Sales Technique for High Performance in Modern B2B Teams (Best Of)
98. Sales Team Culture Building: From Process to Performance (Best Of)
97. Sales Engineering & Business Development: The Role That Wins Enterprise Deals (Best Of)
96. Sales Discovery That Works: Turning B2B Business Pain Into Action
95. Consultative Selling and the Sales Funnel: Why Saying No Wins More Deals
94. Public Sector Sales Leadership: Driving ROI in B2B Through Outcomes
93. Sales Enablement Strategy: Why Preparation Is the New Differentiator
92. Data Integration in Healthcare: How AI and Sales Enablement Are Changing B2B Sales
91. People-First Leadership: The Missing Link in Sales Motivation
90. Why Your Pitch Fails in the C-Suite - And Why Outcome-Based Selling Works
89. Sales Operations Planning: The Hidden Engine Behind Strategic Selling Success
88. When Hyper-Growth Hits the Wall: GTM & Sales Enablement Driving Sustainable Revenue
87. From Farmers to Hunters: Proactive Selling for Modern GTM Teams
86. Sales Training That Works: Mastering Problem Identification and ROI Selling Marketing
85. Emotional Intelligence in Sales: How Ownership Culture Changes Everything
84. How Coaching Culture Drives Customer Centricity & Value Based Selling
83. How a Smart Comp Plan Powers Your GTM Strategy
82. Why Buyers Don’t Need Sellers - And How to Win Them Back in Complex B2B Sales
81. IoT: Breaking Out of Commodity Selling
80. How Renesas Drives Predictable Growth Through Data & Trust
79. Leading with Clarity: Inside Microsoft’s Sales Culture with Jake Mannino
78. How to Keep Your ICP Alive | Shaun Scott on Building a Living Sales Strategy
77. The Healthcare Sales Process: How to Build Relationships at Every Level
76. The Age of AI and Sales Performance: Building Elite Teams with Justin Geib
75. Lead Generation Reinvented: Inside the SDR Engine with Robert Karpovich
74. Selling the Future: Building Credibility in an AI-Driven World
73. Staying Coherent in Complex Deals
72. From Funnel to Culture: Building Revenue That Lasts
71. Building Sales Teams for Modern Buyers
70. From Handoff to Partnership: Rethinking the Customer Lifecycle
69. The New Sales Engineer: Scaling Impact Without Spreading Thin
68. From Data to Deals: Enabling Sales with Precision, Not Promises
67. Beyond Value Selling: Building a Culture of Outcome, Impact, and Economic Value
66. Relevance Over Noise
65. How to Equip Your Executive Team to Champion Your Deal
64. Selling Without the Hard Sell
63. The Referral Advantage: Selling Through Partnerships That Scale
62. The Cost of Inaction in Healthcare Sales
61. Winning Through the Channel: Mindset, Trust, and Execution
60. Turning Sales Plans Into Outcomes
59. Enabling Sales Managers to Drive Results
58. Winning Through Partnerships: The Future of Channel Sales & Sales Leadership
57. The Hidden Cost of Selling Too Fast: Slowing Down to Win Big
56. AI Is Here — But Sales Is Still Human
55. Beyond the Lone-Wolf Seller: How Sales Teams Can Win Together
54. Winning the RFQ Game: How Sales Teams Can Shape Deals Before They’re Written
53. How Procurement Helps You Win Bigger Deals
52. Mastering Startup Sales: Lessons from a One-Person Sales Team
51. Why Thinking Differently Isn’t Enough—Sales Success Comes from Action
50. Why You're Not Winning More Deals—And What to Do About It
BONUS Episode: Top Sales Traits, According to the Best in the Game
49. Helping Buyers See the Problem: The Key to Unlocking Sales
48. Closing the Gap Between Sales Strategy and Execution
47. Breaking Out of the Commodity Trap: Selling Value in Enterprise Software
46. From $40M to $150M: Saviynt's Blueprint for B2B SaaS Expansion
45. Reframing Objections to Unlock Better Outcomes: Critical Sales Skills for 2025
44. Sales Mindset & Resilience: How to Stay in the Game and Win
43. Mastering Coachability: The Key to Sales Growth
42. Building High-Performing Sales Teams: Lessons from Salesforce
41. How Active Listening Drives Sales Success
40. Building Trust in Sales: From Salesperson to Trusted Advisor
39. The Art of Debrief: Building a Winning Sales Culture
38. Mastering Sales Discipline
37. Transforming Sales Engagement with AI and Personalization
36. Sales Success Through Preparation and Relationship-Building
35. Mastering Growth and Leadership: Scaling and Managing in Revenue Ops
34. The Evolution of Digital Sales Strategy
33. The Relentless Mindset
32. Harnessing the Library of Pain in Sales
31. Channeling the Great One: Strategies for Building and Leading Sales Teams in Tech
30. The Three Pillars of Elite Salesmanship
29. The Sales Engineer Evolution: From Demo Monkeys to Strategic Advisors
28. Landing the Giants: Targeting and Winning Over High Value Accounts
27. Honing the Sales Ecosystem: Scaling an Elite Sales Operation
26. Global Business Development: Effective Sales Behaviors and Cross-Cultural Considerations
25. Unleashing the Power of Top B2B Sales Performers
24. Holistic Revenue Enablement: An Integration of Tech and Psychology
23. Innovations And Insights From Adtech Sales
22. Digital Transformation and Sales Strategy: Navigating Unprecedented Challenges
21. Retaining And Renewing B2B Clients: A Deep Dive With Jeff Brades
20. Revolutionizing Sales: Is Go-To-Market Enablement the Future of Sales?
19. Mastering the Science of Sales Psychology
18. Decoding the Role of CRO: Shaping Revenue Strategies in the C-Suite
17. Scaling Excellence: Strategies for Growing Boutique Professional Service Firms
16. Forging Your Career Path in B2B Sales w/ Christine Kidder
15. Lead Nurturing Tactics for Small Businesses
14. How to Excel in Medical Technology Sales
13. What Makes The Ideal Sales Rep? Building Your IRP
12. Accelerating the Development of Top Sales Talent
11. A Superstar SDR’s Guide To Cold Prospecting
10. Building a Brand that Accelerates Deal Velocity
9. Reframing the Sales Funnel
8. How Google Is Revolutionizing Sales Enablement in 2022
7. How Finnair is delivering innovative sales methodologies to the post COVID tourism industry
6. Orchestrating Value Through the Social Footprint Method
5. Dealing With Procurement and Tough Professional Buyers
4. The Secret Sauce Of Sales Enablement [Seth Rosen]
3. Creating a Sales Ecosystem That Generates Sustainable Value
2. Fueling the Sales Addiction
1. From History Channel to SciFi: The Evolution of B2B Sales