B2B Sales Trends

B2B sales strategy changes when a company gets bigger. But can one salesperson really maintain customer intimacy and deep industry expertise at the same time? Vasily Sizov, Chief Revenue Officer at Grid Dynamics, thinks there is a better way. In this B2B sales strategy podcast episode, he explains why Grid Dynamics pairs client partners with practice sales specialists instead of expecting one person to do everything. The result? One person stays close to the customer while the other brings deep knowledge of the industry. And that combination can change how you create opportunities, grow existing accounts, and become a strategic partner. But there is a catch. Vasily also explains why the model creates its own challenges, what he looks for when sales hiring, and why even 30 years of experience does not necessarily make someone the right B2B salesperson. ⏱️ Timestamps: 00:00 | Intro 01:18 | Why enterprise sales makes the generalist model harder 03:39 | Combining customer intimacy with vertical expertise 06:47 | Scaling the sales model as the company grows 09:40 | The three traits Vasily hires for 12:34 | How great salespeople create opportunities proactively 16:13 | Why practice sales changes the game 19:19 | What the best B2B salespeople have in common

A B2B sales strategy built around a bigger sales pipeline sounds logical. But is more pipeline actually better? Andrew Fleming, SVP, Global Head of Sales and Enterprise Client Solutions at Labcorp, has a different way of looking at it: which opportunities are actually worth pursuing? In this conversation with Harry Kendlbacher, Andrew shares how he thinks about pipeline health, the customers worth focusing on, and why sales teams sometimes need to be comfortable walking away. ⏱️ Timestamps: 00:00 – Intro 01:44 – Why a bigger sales pipeline can be misleading 03:54 – Can AI help build a better pipeline? 05:42 – Building an ideal customer profile 08:29 – What does “right to win” actually mean? 10:04 – Shifting the customer conversation beyond price 14:13 – Why sales teams need permission to say no 17:36 – The two levels of opportunity selection 20:51 – The three qualities of great B2B sellers

Customer centricity in B2B sales starts with one question: are your processes helping the customer, or just helping your business hit its KPIs? Hasancan Ozyurt, Director of Sales Americas at CHT Group, joins Harry Kendlbacher to challenge how we think about customer centric selling and B2B sales strategy. Why does he believe sales should be the “voice of the customer”? What is the “Club Principle”? And what can a jewelry store in Istanbul's Grand Bazaar teach us about building customer relationships? The answers challenge some familiar ideas about proactive sales, value based selling, and what it really means to put the customer first. ⏱️ Timestamps: 00:00 | Customer centricity vs internal KPIs 05:29 | Sales leadership and the voice of the customer 09:57 | The Club Principle and customer experience 12:47 | Customer centric selling starts with outcomes 14:57 | Why proactive selling beats product expertise 17:58 | The Grand Bazaar lesson in partner ecosystems The conversation explores: • Why hitting your internal KPIs can still mean failing the customer • How sales can turn customer information into urgency across the wider organization • Why customer centricity is about more than saying yes • How value based selling changes when customers organize problems around their business, not your product portfolio About Hasancan Ozyurt Hasancan Ozyurt is Director of Sales Americas at CHT Group. He is leading a customer centric transformation focused on rebuilding a shared sense of urgency, aligning the wider organization around the customer, and helping sales teams create value in new ways. Connect with Hasancan on Linkedin: https://www.linkedin.com/in/hasancan-ozyurt-463a899a/

AI in sales can expose opportunities but it can't create execution. So what actually separates the sales organizations that act on the information from those that simply talk about it? Jacob Harris, Chief Sales Officer at TestEquity, is leading a company wide sales transformation focused on customer segmentation, territory management, and sales performance. In conversation with Harry Kendlbacher, he shares why technology is an enabler, not a replacement for the people doing the work. Harris explains why you “can't system away performance,” what sales leaders should look for when assessing organizational health, and why the best salespeople still have something technology cannot replace. ⏱️ Timestamps: 00:00 – Why AI in sales can't create execution 03:17 – Assessing sales organization health by getting into the details 06:11 – What sales technology still can't do 08:28 – How decentralized buyers changed customer engagement 11:26 – The difference between doing the work and talking about it 17:50 – The traits behind great sales leadership and B2B selling You'll hear about • Why better sales technology does not automatically lead to better sales performance • Why Harris sees the second and third question as a powerful sales management tool • What decentralized decision making has changed about customer engagement and buying behavior • Why the best sales organizations combine technology with fearless people who are willing to do the work About Jacob Harris Jacob Harris is Chief Sales Officer at TestEquity LLC, where he is leading a company wide sales transformation focused on customer segmentation, territory management, and sales performance. He spent 26 years at Arrow Electronics in regional and global commercial leadership roles in test and measurement and electronics distribution. Connect with Jacob Harris on LinkedIn: https://www.linkedin.com/in/jacob-harris-5646361a/

A strong B2B sales strategy is not about chasing more leads or more partners. For Ben Cronsberry, it is about knowing which relationships are worth investing in, building them patiently, and knowing when to walk away. What happens when you stop treating partnerships as a quick source of referrals and start treating them as a long-term sales ecosystem? And how do you decide which relationships actually deserve your time? In this Best Of episode, originally published in July 2025, Harry Kendlbacher revisits his conversation with Ben Cronsberry, former GTM Operations Lead at Shopify and now Head of GTM & Partnerships at Parsel. Ben shares a different perspective on modern B2B selling, from his “sniper approach” to partner selection to his belief that discovery starts before you ever pick up the phone. They explore why warm referrals can lead to stronger conversion rates and faster sales cycles, why partner enablement can easily go wrong, and why great sales storytelling starts with listening. The conversation also gets into a question many sales teams struggle with: when should you keep pursuing an opportunity, and when is it smarter to “lose fast”? ⏱️ Timestamps 00:00:00 Why warm referrals matter in B2B sales 00:03:08 The “sniper approach” to partner selection 00:06:14 Why partner enablement can easily go wrong 00:10:24 Why sales storytelling starts with listening 00:14:27 Why partner led sales requires patience 00:17:51 Why discovery starts before the sales call What you'll hear in this conversation • Why Ben believes a partner-led sales approach can outperform traditional cold outreach • How to identify and prioritize the partners worth investing in instead of trying to work with everyone • Why sales storytelling starts with listening and understanding the buyer before telling your story • How better sales discovery can help reps decide which opportunities to pursue and which ones to “lose fast” About Ben Cronsberry Ben Cronsberry is Head of GTM & Partnerships at Parsel and former GTM Operations Lead at Shopify. With a background spanning software, sales, partnerships, and go to market operations, Ben brings a practical perspective on partner led selling, sales discovery, enablement, and building productive commercial relationships.

B2B Sales is getting more complex, but Lauren Cursiter believes the answer is not simply more information. The best sellers know how to listen, stay curious, and understand what is really happening in the customer's world. What if an objection is not a rejection, but a piece of information you were missing? Originally published in March 2025, this Best Of conversation brings Lauren Cursiter, Internal Marketing & Communications Manager, Go To Market at Google, back to the B2B Sales Trends Podcast with Harry Kendlbacher. Lauren draws on around ten years in sales enablement and her work using data to understand which seller behaviors create the greatest impact. The conversation explores a different approach to objection handling, navigating multiple stakeholders, collaborative selling, customer research, and the shift from delivering facts to acting more like a coach. ⏱️ Timestamps: 00:00 – Intro 01:04 – The sales skills that matter 03:09 – Why attention is becoming harder to win 07:32 – Turning objections into discovery 13:16 – Finding common ground across multiple stakeholders 17:48 – Why collaboration starts with trust 26:51 – The three skills of elite sellers This episode covers: • Why storytelling matters when buyers have less attention and more information • How objection handling can uncover needs instead of simply resolving pushback • Why complex sales conversations need common ground rather than a solution for everyone • How empathy, curiosity, and research shape stronger B2B selling About Lauren Cursiter Lauren Cursiter is Internal Marketing & Communications Manager, Go-to-Market at Google, where she combines strategic communications and analytical skills to create internal programs that connect business strategy with employee behavior. She specializes in internal marketing, communications, corporate culture, and measurement, with experience sharing her expertise as a keynote speaker and university lecturer. Connect with Lauren Cursiter on LinkedIn: https://www.linkedin.com/in/lauren-cursiter/

B2B Sales is changing fast, but NVIDIA's Ari Capogeannis believes sellers don't need more AI tools. They need AI to work quietly in the background. Originally published in September 2025, we're revisiting this conversation from the B2B Sales Trends archive because the question Ari raises remains highly relevant: what should AI actually do for sellers? So what happens when you stop asking sellers to interpret more data and instead use AI to surface who matters, when to act, and why? Harry Kendlbacher sits down with Ari Capogeannis, Sr. Director, Enterprise Revenue Marketing at NVIDIA, to unpack a different approach to Sales Enablement, Sales Data, and Go to Market Strategy. Ari challenges the traditional funnel mentality and explains why enterprise B2B selling increasingly needs to focus on Buying Groups rather than individual leads. He also shares why adding another AI interface to a seller's workflow may be solving the wrong problem. And there is a deeper question underneath it all: if AI can automate the machine, what still needs to come from the seller? ⏱️ Timestamps: 00:00 – From data to deals: what sellers actually need 02:59 – Why sellers should not have to learn another tool 04:53 – From the old funnel to Buying Groups 09:55 – Why the best AI may be invisible to sales 12:25 – The enterprise buying group and the missing context 20:38 – The 3 qualities of an elite B2B seller The conversation explores: • Why having 500 accounts changes what sellers actually need from data • Why Buying Groups can reveal what the traditional funnel misses • How AI can become more powerful when the seller barely notices it is there • Why more Sales Data does not automatically lead to better decisions • Why the seller's conversation may be the most important feedback mechanism in the system About Ari Capogeannis Ari Capogeannis is Sr. Director, Enterprise Revenue Marketing at NVIDIA, where he leads data-driven strategies that connect marketing, sales, and buying groups to accelerate pipeline and revenue growth. With 20+ years in strategic marketing, Ari specializes in go-to-market strategy, Sales Enablement, demand generation, revenue operations, AI, and advanced analytics, helping enterprise organizations create more aligned and measurable paths from account engagement to revenue. Connect with Ari Capogeannis on LinkedIn: https://www.linkedin.com/in/aricapo/

Performance thinking sales enablement is about more than training sellers. JD Singh argues that sales strategy only matters when it changes what sellers actually do. So how do you turn strategy into daily sales behavior? JD Singh, SVP & Global Head of Sales, Enterprise Solutions at S&P Global, joins Harry Kendlbacher to unpack how sales leaders can scale these behaviors without relying on a handful of “super sellers.” They explore why negotiation starts before price, why generic knowledge can kill an executive meeting, and how building the ROI case with the customer can change the entire sales conversation. JD also shares why frontline managers are critical to making sales transformation stick, and what he means by “industrialising” sales performance. ⏱️ Timestamps 00:00: The real challenge of building a customer first sales culture 01:35: Why merged sales teams struggle to share one commercial identity 06:37: Customer centricity without sacrificing margin 09:32: Why negotiation starts before the price conversation 14:30: From vendor to trusted business advisor 19:08: How to industrialise sales performance and make change stick 23:32: Building the ROI business case with the customer What you'll hear about • Why sales leaders need to replace individual “super seller” dependency with repeatable frameworks • How treating negotiation as a continuous process changes the way sellers approach customers • Why generic knowledge can lead to a very short executive meeting • How frontline managers, playbooks, leading indicators, and continuous reinforcement make sales enablement actually stick • Why customer-provided data can make an ROI business case far more powerful About JD Singh JD Singh is an experienced sales management strategist with 22+ years of experience driving sales growth and leading high performing teams. As SVP & Global Head of Sales, Enterprise Solutions at S&P Global, he focuses on customer ROI, reducing TCO, building strong customer relationships, and helping sales teams outperform. Connect with JD on LinkedIn: https://www.linkedin.com/in/jd-singh-0818504/

Outcome Based Selling is becoming more important as AI makes technology services faster. But according to Luiz Cieslak, faster execution creates a problem: neither fixed scope nor time and materials necessarily rewards both sides fairly. If AI can turn a six-month project into three months, who actually benefits? In this conversation with Harry Kendlbacher, Luiz Cieslak, SVP of Healthcare & Life Sciences at CI&T, explores risk sharing, AI-driven delivery, and why changing the commercial model also requires a different sales mindset. For Luiz, consultative selling cannot simply be another item in the sales playbook. Sellers need to understand what customers are actually trying to achieve, look beyond the initial ask, and build the right commercial construct around the outcome. What We Cover: • Why AI is challenging traditional fixed scope and time and materials models • How risk sharing can create a different kind of customer partnership • Why changing the commercial model requires a different sales mindset • Why consultative selling means understanding what is beyond the customer's initial ask • Why customer attention and mental bandwidth may be the real constraint in modern B2B selling ⏱️ Timestamps 00:00 Why AI Is Changing Technology Services 04:00 Fixed Scope vs. Time and Materials: Who Takes the Risk? 06:41 Why AI Changes the Economics of Traditional Models 08:01 Customer Pushback on New Commercial Models 15:22 Why Consultative Selling Has to Become Second Nature 19:52 Outcome Based Selling and the Value of Customer Attention About Luiz Cieslak Luiz Cieslak is the SVP of Healthcare & Life Sciences at CI&T, with extensive experience across the IT industry, including technology systems development, Agile methodologies, and global project and team management. He has worked with Fortune 50 companies in complex enterprise environments, with a focus on digital marketing engagements and process optimization. Connect with Luiz on LinkedIn: https://www.linkedin.com/in/luizcieslak/

Building client trust in sales conversations is changing in the age of AI. But according to Casey George, trust itself isn't going anywhere. If buyers have already made much of their decision before they speak to a seller, and AI can give everyone access to increasingly powerful tools, what actually makes someone worth buying from? In this conversation with Harry Kendlbacher, Casey George, Chief Revenue Officer at Monday.com, challenges the traditional B2B sales playbook. They explore why value is moving toward day one, why curiosity has become more important than the “gift of gab,” and why the future of B2B selling may involve fewer handoffs and more empowered sellers. What We Cover: • Why trust is still critical when buyers are adopting AI • Why the B2B buying process is happening earlier than the sales conversation • Why curiosity has become Casey's #1 trait for top sellers • How sales leaders can balance structure with seller freedom • Why Casey sees a more frictionless sales model ahead ⏱️ Timestamps 00:00 Leading Sales Through the AI Revolution 03:59 AI in Sales: Augmenting People, Not Replacing Them 05:13 The B2B Buying Process Has Changed 09:32 Building Client Trust in Sales Conversations 14:08 Why Curiosity Is Now the #1 Seller Trait 19:03 The Future of Frictionless B2B Selling About Casey George Casey George is the Chief Revenue Officer at Monday.com, where he leads revenue strategy as the company continues its evolution from a PLG business into an enterprise SaaS organization. Casey has spent three decades in sales and revenue leadership, including more than 20 years at IBM and multiple CRO leadership roles. Connect with Casey on LinkedIn: https://www.linkedin.com/in/casey-george/

The B2B buying journey starts before the first sales meeting. By the time you get in the room, the buyer may already have an opinion about your company, your competitors, and what they think they need. In this solo episode, Harry Kendlbacher explores Day Zero and why the first meeting is really just the point where sales enters a conversation that has already started. Buyers are researching, comparing options, and aligning internally long before you hear from them. So how do you earn trust and influence the decision before you ever get the meeting?

How to build a relationship while selling has become one of the biggest challenges in modern B2B sales. Brian Porter believes AI isn't replacing great salespeople. It's making them more valuable. AI can write emails. It can build prospect lists. It can even start conversations. But according to Brian Porter, Chief Customer Officer at Ernest, every new technology makes authentic human connection even more valuable. In this conversation with Harry Kendlbacher, they explore why relationship selling still outperforms automation, why trust is earned through consistency instead of charisma, and why the best salespeople eventually stop relying on cold calls altogether. If every seller has access to the same AI tools, what actually makes someone worth buying from? What We Cover: - Why handwritten notes still outperform many digital outreach tactics - The small consistency mistakes that quietly destroy trust - Why listening is a stronger sales skill than presenting - How great customer relationships become your future pipeline ⏱️ Timestamps 00:00 Why relationship selling matters more than ever 01:30 AI vs human connection in modern B2B sales 07:39 The overlooked habit that builds customer trust 11:18 Consultative selling starts with listening, not pitching 15:15 Why elite B2B prospecting becomes networking over time 22:54 The traits every top B2B sales leader shares About Brian Porter Brian Porter is the Chief Customer Officer at Ernest, where he leads customer relationships and commercial strategy for one of North America's leading packaging companies. With decades of experience building high-performing sales organizations, Brian is known for his practical philosophy that lasting growth comes from trust, consistency, and genuine human relationships rather than transactional selling. Connect with Brian Porter on LinkedIn: https://www.linkedin.com/in/brian-porter-6422a39/

Cyber Resilience isn't just an IT challenge anymore. It's changing how the best B2B sales teams sell. Companies are racing into AI, but Tim Pfaelzer believes many are overlooking the foundation that determines whether it succeeds. Harry sits down with Tim Pfaelzer, SVP & GM EMEA at Veeam, to explore why successful companies don't simply adapt their products. They retrain their sales teams to speak the language of business risk, executive priorities, and business outcomes. Along the way, Tim challenges one of the biggest assumptions surrounding AI and explains why "backup isn't the product. Trusted data is the outcome."

Intelligence isn't about collecting more data. As Sanjib Sahoo argues, data runs the business. Intelligence grows the business. So why are so many organizations still relying on instinct? Harry sits down with Sanjib Sahoo, President of Global Platform Group at Ingram Micro, whose perspective challenges some of the biggest assumptions in modern B2B Sales. Many organizations focus on building bigger pipelines, automating more processes, or gathering more data. Sanjib believes they're solving the wrong problem. Why do the best sales teams become "order makers" instead of order takers? Why does reimagination create opportunity while automation alone creates fear? And why is curiosity becoming one of the most valuable competitive advantages in the age of AI? Those answers might change the way you think about Sales Leadership, AI in Sales, and Revenue Growth. You'll discover: • Why a bigger pipeline can actually hurt revenue • Why the future belongs to "order makers" • How Customer Intelligence changes customer relationships • Why curiosity may be your biggest competitive advantage in the age of AI

Value Selling is changing B2B Sales. Customers no longer buy the cheapest product. They buy partners who help them create long-term business value. If customers still care about price, why are the best companies investing even more in trust, long-term partnerships, and customer outcomes? And why does Pramesh Maheshwari believe "strategy" is one of the most overused words in business? In this episode of the B2B Sales Trends Podcast, Harry sits down with Pramesh Maheshwari, President of Lifecycle Solutions, Services and Cyber at Honeywell Process Solutions, to explore one of the biggest shifts in modern B2B Sales. Together, they unpack why Value Selling, Consultative Selling, and becoming a true Trusted Advisor require far more than simply asking good questions. Along the way, they challenge some of the biggest assumptions in modern B2B Sales: • Why Total Cost of Ownership is no longer enough to win complex buying decisions. • The surprising reason many Voice of Customer initiatives fail despite positive feedback. • Why knowing your customer's customer may be just as important as knowing your own product. • Why hearing customers isn't the same as understanding them.

Customer Success shouldn't be selling. That's exactly why it drives more revenue growth. Scott Lerner believes the biggest opportunity in B2B sales isn't winning new customers. It's what happens after the deal is signed. Most customer success teams are measured on expansion. Scott believes that's where many organizations start solving the wrong problem. The moment every conversation becomes commercial, you stop being a trusted advisor and start becoming just another vendor. On the B2B Sales Trends Podcast, Harry sits down with Scott Lerner, Senior Vice President of Global Services at Akamai Technologies, to explore why the renewal starts the day the contract is signed, why many services organizations are trapped in what he calls "hour's jail," and why customer outcomes matter more than billable hours. Scott challenges several assumptions many sales leaders still believe: • The renewal starts the day the deal closes, not when the contract expires. • Customer Success should uncover opportunities but avoid negotiating deals. • Price is rarely the real reason customers leave. • Today's buyers need better questions, not more product education. • AI is making the traditional services model harder to defend than ever before.

Consultative selling isn't about creating urgency. It's about helping buyers believe they'll succeed after making a change. Most buyers already know they have a problem. So why do so many deals still end with the status quo? In this episode of the B2B Sales Trends Podcast, Harry sits down with Melissa McCabe, Chief Sales Officer at Euna Solutions, to explore why the best salespeople don't just solve business problems. They reduce the fear of making the wrong decision. After nearly three decades in enterprise sales, consultative selling, and sales leadership, Melissa has reached a conclusion that challenges conventional wisdom. The best sellers don't push harder. They prepare better. They reduce uncertainty. And they become what she calls "brokers of resources" who help buyers make better decisions. ⏱️ Timestamps 00:00 Why consultative selling isn't about urgency 02:50 The real competitor is the status quo 06:20 The psychology behind buyer confidence 11:40 Why transparency builds trust before the sales process 19:10 What actually improves win rates 32:00 The three habits of top salespeople This conversation explores why buyers can agree they have a problem and still refuse to act, why rushing a decision often lowers your chances of winning, and why the best salespeople think less like persuaders and more like brokers of expertise. Melissa also explains why improving win rates starts long before a proposal is sent, why consistency is becoming a competitive advantage in enterprise sales, and why preparation still beats AI-generated perfection. Whether you're focused on consultative selling, solution selling, the buyer journey, or building a more effective sales process, this episode offers a different way to think about modern B2B sales.

Sales management often focuses on adding more process. Jesse Davis believes that's exactly what slows great sales teams down. In this episode of the B2B Sales Trends Podcast, Harry sits down with Jesse Davis, Head of Sales at Dandy, to explore why the best sales organizations don't scale through more approvals, more CRM updates, or more playbooks. They scale by removing unnecessary variability, documenting what actually works, and building systems that make exceptional performance repeatable. Jesse also explains why modern B2B sales requires a different approach to consultative selling and sales discovery. Buyers arrive informed, distracted, and skeptical. The sellers who stand out aren't the ones asking more questions. They're the ones who combine genuine curiosity with the ability to make complex ideas remarkably simple.

Cybersecurity sales has become harder because buyers trust products less and scrutinize every decision more. The sellers winning today aren't better presenters. They're better problem experts. In this episode of the B2B Sales Trends Podcast, Harry sits down with Marty Overman, EVP Americas Sales at Darktrace, to explore how AI, buyer scrutiny, and enterprise buying behavior are reshaping modern B2B selling. Marty explains why discovery has become the most valuable skill in enterprise sales, why buyers demand proof instead of promises, and why trust has become the biggest competitive advantage in cybersecurity sales.

B2B Sales Training isn't broken because sellers lack knowledge. It's broken because today's buyers demand a completely different way of selling. In this episode of the B2B Sales Trends Podcast, Harry sits down with Michael Aronowitz, SVP of Revenue Growth at VXI Global Solutions, to discuss why modern sales organizations need to rethink hiring, coaching, leadership, and seller development. Michael explains why buyers research sellers before replying, why preparation beats activity, and why coaching, not PowerPoint, creates high performing sales teams.

Sales enablement often fails because companies ask sales teams to sell software using a system designed for hardware. In this episode of the B2B Sales Trends Podcast, Harry sits down with Juha Mirsch, Global Sales Enablement Lead for ABB's Digital Portfolio, to explore why digital transformation stalls, why software sales require a different approach to customer conversations, and how leaders can redesign sales enablement without building a separate sales force. Juha explains why this isn't a motivation problem but a design problem. He shares the frameworks ABB uses to build seller confidence, coach real opportunities instead of delivering one off training, and create lasting behaviour change that leads to stronger customer relationships and recurring revenue.

Most client briefs describe symptoms, not the real problem. In this episode, Emma Beckmann explains why Consultative Selling starts by challenging assumptions, uncovering hidden business challenges, and reframing the conversation before proposing a solution. Harry sits down with Emma Beckmann, Group Chief Growth Officer at Landor, to explore why many B2B sales teams, agencies, and consultants accidentally commoditize themselves by responding to briefs at face value. From sales discovery and value based selling to proposal strategy, growth strategy, and trusted advisor relationships, Emma shares a practical framework for uncovering what clients actually need rather than simply delivering what they ask for.

Most sales teams are using AI to do more. The best teams are using AI in Sales to do better. In this episode of the B2B Sales Trends Podcast, Harry sits down with Fred Schwark, Chief Growth Officer at Coderio, to discuss how AI is helping modern sellers become more prepared, more consultative, and more effective without losing the human connection that drives trust. From AI Sales Coaching and role play simulations to value based selling and objection handling, Fred shares how high performing B2B sales teams are using AI to enhance performance rather than replace people.

Sales coaching is the difference between average performance and elite execution. In this episode, Sharla Wendt shares how BD builds high performing teams through culture, consultative selling, sales enablement, and real world coaching. In this episode of the B2B Sales Trends Podcast, Harry sits down with Sharla Wendt, SVP of US Sales & Marketing at BD, to explore what it really takes to build a world class B2B sales organization. From sales coaching and sales leadership to stakeholder management, change management, and consultative selling, Sharla shares the systems, mindset, and culture that help her teams consistently perform at the highest level.

Sales pipeline management isn't about tracking revenue. It's about understanding what's really happening inside your funnel before deals are won or lost. Most sales leaders are looking at the scoreboard when they should be studying the game. In this episode of the B2B Sales Trends Podcast, Harry sits down with Marcus Houston, SVP Customer Growth and Business Development at Transportation Insight, to unpack how top performing sales organizations use sales pipeline management, revenue forecasting, sales coaching, and revenue operations to improve forecast accuracy and drive consistent growth. Marcus shares why revenue is a lagging indicator, how hero deals distort reality, and what modern B2B sales leadership looks like when you measure the health of the entire funnel rather than just the outcome.

Consultative selling in complex B2B sales is no longer optional - it's the shift every sales leader must master as buying becomes more complex and stakeholder-driven. In this episode of the B2B Sales Trends Podcast, Harry sits down with Yasha Mitrotti, Executive VP at bioMérieux, to unpack how B2B selling has evolved from technical expertise to value-based, stakeholder-driven conversations. Drawing on 30 years of enterprise sales experience, Yasha shares what actually separates top performers today, and why many teams struggle to adapt. The future of B2B selling isn't about product knowledge - it's about translating value across stakeholders and leading complex conversations with confidence.

Stakeholder management is the hidden factor behind success in complex B2B sales. Most deals aren't lost on price. They're lost because of internal misalignment, poor preparation, and failure to engage the right stakeholders at the right time. In this episode of the B2B Sales Trends Podcast, Harry sits down with Trushar Patel, GM Northwest Europe at Vantive, to explore what actually wins enterprise sales today. From stakeholder management and strategic partnerships to consultative selling and sales team collaboration, Trushar shares why modern B2B sales professionals must evolve from product promoters into trusted advisors and business coordinators.

Sales team performance in modern B2B sales is no longer about forcing people into rigid roles. It is about aligning talent, leadership, and purpose to unlock stronger performance across enterprise sales and key account management. In this episode of the B2B Sales Trends Podcast, Harry sits down with Oliver Opitz, Global Head of Key Account Management at Würth Elektronik Group, to explore what modern B2B sales leadership actually looks like in today's rapidly changing market. From strategic account management and enterprise sales to hiring, adaptability, and modern leadership, this conversation breaks down what actually drives high performing sales teams.

Complex B2B sales are not won by scripts, CRMs, or luck. They are won by sales leaders who understand stakeholder management, relationship selling, enterprise sales strategy, and how decisions really get made inside large organizations. In this episode of the B2B Sales Trends Podcast, Harry sits down with Stuart Green, SVP and GM at Veradigm, to unpack the realities behind modern b2b selling. They explore how elite sales professionals navigate complex buying groups, use AI in sales without replacing human judgment, and build long term customer trust that drives real commercial outcomes. This episode is for anyone in sales leadership, account based selling, enterprise sales, or modern go to market strategy.

Sales negotiations often fail because sellers protect the deal instead of protecting the value. In this solo episode of the B2B Sales Trends Podcast, Harry breaks down how modern B2B sales professionals can protect profit margin, defend pricing confidently, and close deals without unnecessary discounting. This episode explores sales psychology, value proposition positioning, negotiation skills, and commercial discipline in modern B2B selling. You'll learn practical ways to reinforce value throughout the sales cycle, reduce pricing pressure, and improve long term revenue growth without sacrificing trust.

Sales leadership is tested most when momentum drops, pressure rises, and teams lose confidence. In this episode of the B2B Sales Trends Podcast, Harry sits down with Ritu Nadkarni, Regional Business Director at Johnson & Johnson and former Senior Director of Sales at Alcon, to unpack the mindset, systems, and leadership habits behind sustainable high performance in modern B2B sales. From simplifying execution to building customer centric selling cultures, Ritu shares practical frameworks for sales team motivation, agile leadership, and developing resilient teams that perform consistently without burnout. She explains her “simplify, clarify, magnify” framework, why leaders must focus on impact over activity, and how authenticity builds trust in modern B2B selling.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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

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.

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.