B2B Sales Trends

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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).

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.

What does it take to lead with clarity inside one of the world's most successful sales organizations? In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher speaks with Jake Mannino, Global Sales Director at Microsoft, about how today's leaders can stay grounded, consistent, and emotionally intelligent in a rapidly changing world. Jake shares how Microsoft's sales culture emphasizes discipline, presence, and clarity — helping teams perform at their best while staying connected to purpose and people.

Your Ideal Customer Profile (ICP) isn't something you define once and forget. It's a living, breathing strategy that evolves with your customers, your data, and your frontline experience. In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher speaks with Shaun Scott, Chief Revenue Officer at Aptia Group, about how great sales leaders make their ICP dynamic, actionable, and relevant — and how to turn that clarity into consistent team performance. Shaun shares how Aptia's team keeps its ICP grounded through constant feedback loops with sellers, clients, and broker partners — turning market insight into day-to-day sales behavior.

The healthcare sales process is more complex than ever — with AI committees, long sales cycles, and multiple stakeholders shaping every deal. In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher sits down with Stacy Faught, National Director of Sales and Marketing, North America, Clinical Decision Support Products at Beckman Coulter Diagnostics, to explore how elite sellers build trust and relationships at every level to win in today's environment.

Sales performance is evolving fast - and in the age of AI, elite teams need more than just strategy. They need culture, coaching, and customer readiness. In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Justin Geib, Regional VP NEMA at Dynatrace (formerly at Dell Technologies), to explore how top leaders are building high-performing sales cultures that thrive in a world where AI reshapes every customer interaction.

Lead generation isn't dead — it's evolving. In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher sits down with Robert Karpovich, Global VP of Sales and Operations at Pharos IQ, to unpack how SDRs can cut through digital noise, build real conversations, and become the 2% that buyers actually remember.

In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher speaks with Ashley Sherman, Senior VP of Global Sales at SoftServe, about what it really takes to earn trust and sell into a world transformed by AI. Ashley draws on 25 years of enterprise experience to share how sales leaders can help customers “see around the corner” - painting a future vision and connecting it back to today's business realities. Inside the conversation: - Why sellers must combine future vision with concrete milestones to guide customers from year 10 back to year 1. - How multi-partner approaches (think SoftServe + Microsoft + NVIDIA) create credibility with the C-suite. - The importance of listening across the organization - from customer service to HR - to uncover hidden problems and translate them into outcomes. - What it really means to act as a trusted advisor in an AI-driven world. - Why curiosity, collaboration, and continuous learning remain the timeless traits of elite salespeople. If you want to know how to stay relevant, credible, and trusted while selling the future, this episode is packed with insights from the front lines of global enterprise sales.

In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher speaks with Olga Traskova, VP of Revenue Operations at Birdeye, about why coherence makes or breaks complex deals — and how to keep opportunities from drifting as buying groups and priorities shift. Olga shares how she rebuilt core go-to-market mechanics at Birdeye — from forecast hygiene to AI-assisted call intelligence — with one goal: ensuring sales processes stay consistent and trustworthy from first call to close. Inside the conversation: - Why deals slip as stakeholders change — and how to keep stories, pain points, and success metrics aligned. - How tight stage criteria and system enforcement ensure reps actually follow the process. - The role of weekly big deal reviews in revisiting assumptions, uncovering risks, and pulling in cross-functional support. - Balancing outcome-based conversations with fundamentals like champion-building, pain discovery, and compelling events. - Why mutual action plans are Olga's “ultimate source of truth” for deal progress and customer accountability. - How leadership and culture — not just checklists — turn coherence into a daily habit. If you want to understand how to keep large, complex deals on track and build a sales culture around consistency and outcomes, this episode is full of practical insights.

In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Susana Klotz, VP of Global New Client Acquisition at Kaseya, about what it takes to embed strategy into daily habits and build revenue that endures. Susana leads a global team she calls “go-to-market sales killers,” focused on putting solutions in the hands of IT professionals and solving real problems. She shares how to balance vision with execution, shift sales culture beyond product pitching, and ensure strategies don't just sound good in the boardroom but actually get lived out across hundreds of sellers. Inside the conversation: - How to work backwards from growth goals into daily behaviors and execution. - Why strategies often fail in the field — and how to connect them to what sellers actually do every day. - Shifting sales culture from pitching products to solving real-world challenges. - Moving beyond the “toothache sale” to uncover long-term business impact and partnership. - Standing out in crowded markets where products look similar and buyers care more about post-sale value. - Turning strategy into a lived sales culture, with buy-in, proof, and internal marketing. If you want to understand how to align strategy with execution and create a sales culture that drives revenue long-term, this episode is packed with practical insights.

In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Sonia Bizier, VP of Sales at Hexagon, about what it takes to build sales teams that succeed with today's hyper-informed buyers. With over 30 years in sales leadership, Sonia shares why old playbooks no longer work — and how neuroscience, deliberate practice, and courageous leadership can transform sales organizations for the modern era. Inside the conversation: - The biggest shifts in buying behavior and why sellers must provoke thought, not recycle old questions. - Why sales teams need a process of unlearning and new mental models. - Moving beyond hunter/farmer models to sellers as corporate athletes with AI as a thought partner. - How to build transformation into everyday scaffolding, feedback loops, and practice, not one-off training. - Using neuroscience to anticipate resistance, shift teams from fight/flight/freeze into creativity, and lead change effectively. - Hiring and developing sellers with the right mix of skill and will, and aiming for elite, fearless, curious teams. If you want to understand how to build and enable sales teams that thrive with modern buyers, this episode is full of insights you won't want to miss.

In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Rafa Mercado, VP, US Consumer & Travel Market Leader at Kyndryl, about redefining growth and building customer partnerships that last beyond the close. Rafa shares how Kyndryl is breaking down silos between sales and delivery, driving value after the deal is signed, and helping sellers stay relevant in a world of AI and hyper-informed buyers. Inside the conversation: - Why customer growth starts with helping clients grow — and how evidence-based impact builds credibility. - How to create tighter alignment between sales and delivery to ensure value is delivered. - Why post-sale value and proactive partnerships matter more than ever. - How enablement must evolve — and why sellers need to embrace self-enablement with AI. - The pillars of leading strategic conversations: industry acumen, financial literacy, challenger mindset, and executive presence. - How buying behavior is shifting — and why sellers must move from transactions to continuous value co-creation. If you want to understand what it takes to turn customer relationships into lasting partnerships, this episode is full of actionable insights.

In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Nirav Sheth, VP of Global Sales Engineering at Pure Storage, to explore how the Sales Engineering role is evolving in today's complex enterprise sales environment. Leading a global team of 750+ SEs across 13,500 accounts, Nirav shares how SEs are moving far beyond demos to drive strategic outcomes — influencing deals, scaling impact, and shaping customer journeys from start to finish. Inside the conversation: - How the SE role is shifting from technical expert to trusted advisor. - Where SEs deliver the most impact across the sales cycle — beyond the demo. - How to scale SE expertise with account vs. specialist roles and proactive post-sales engagement. - What healthy, high-trust SE–AE collaboration looks like in practice. - How SEs can turn unique customer insights into real influence on opportunities and strategy. If you want to understand how modern SEs drive value and help customers achieve meaningful outcomes, this episode is packed with practical insights.

In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Ari Capogeannis, Senior Director of Enterprise Revenue Marketing at NVIDIA, about how to move from data to deals — enabling sales with precision, not promises. Ari explains why the old lead-based funnel no longer works and how buying groups have become the real driver of enterprise sales. He shares how to help sellers cut through complexity, use AI in ways that actually add value, and execute consistently at the customer interface. Along the way, he highlights why human connection still matters and the top three qualities elite sellers need to thrive in today's environment. Inside the conversation: - Why lead funnels fall short, and how to orchestrate around buying groups. - How to enable sellers to act on the right accounts and contacts without adding complexity. - Where AI improves go-to-market efforts — and where it doesn't. - Why breaking down silos and leading with data is key to aligning global teams. If you want practical insights on turning data into impact — and driving execution in even the most complex organizations — this episode is one you won't want to miss.

In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Christian Smith, former Chief Revenue Officer at Splunk, about what it really takes to transform a business at scale. Christian helped lead Splunk through a massive shift — from $500M to $5B in recurring revenue and from on-prem to cloud SaaS. Drawing on his 35-year career, he shares what it means to go beyond traditional value selling and align the entire company around outcomes, impact, and economic value. Inside the conversation: - What it takes to lead an enterprise transformation of this magnitude. - Why traditional value selling falls short, and how to apply the Outcome → Impact → Value framework. - How to build a value-aligned organization where product, marketing, and sales speak the same language. - Best practices for defending spend in front of the CFO and giving champions “defendable artifacts” of value. - How to approach CXO conversations with confidence — without overengineering them. - Why use case taxonomies are essential to connecting features to real business outcomes. - What really gets in the way of transformation and how leaders can break down silos to align around the customer. If you're looking for practical insights on building a culture of value and showing up stronger in executive conversations, this episode is one you'll want to hear.

In this episode, Harry Kendlbacher speaks with Ruxandra Aldea, Senior Regional Sales Director at Oracle, about what it really takes to stand out in competitive markets. Ruxandra shares why traditional, product-led sales approaches aren't enough, how adopting a marketing mindset can transform account engagement, and where account-based marketing often misses the mark. She explains what drives effective sales–marketing alignment, the practical steps sellers can take to cut through the noise, and the top three qualities she sees in elite salespeople.

Getting a meeting with a client's executive team is tough — but getting your own executives ready to deliver the right message? That's the real challenge. In this episode of B2B Sales Trends, Samantha Snetselaar, VP of Strategic Sales at Qualtrics, joins us to unpack what it takes to equip your executive team to champion your deal. From mapping relationships to setting clear action plans, this conversation is a playbook for turning internal alignment into external impact. Whether you're navigating a complex deal cycle or prepping for a big executive meeting, you'll learn how to: - Build credibility with your internal stakeholders - Prepare executives to show up with the right message - Keep senior leaders engaged from first meeting to close - Turn your execs into true partners in long-cycle deals Don't just secure the meeting — make it count.

What does it take to build trust in high-stakes, high-complexity sales? In this episode, Lisa Gudding, President of Strategic Growth at Ipsos, joins Harry Kendlbacher to explore what it means to sell without the hard sell — and why empathy, curiosity, and strategic insight are more important than ever. They talk about the shift from service mindset to growth mindset, how to hire for human connection, and the power of showing up as a trusted partner instead of a pitch machine. Whether you're in consulting, research, or enterprise sales, this conversation will resonate.

Referrals aren't just a nice-to-have — they're one of the most powerful (and underused) levers in B2B sales. In this episode, Harry Kendlbacher sits down with Ben Cronsberry, GTM Operations Lead at Shopify, to unpack what it really takes to build a scalable, repeatable referral engine. They discuss: - Why referral-based selling is about mindset, not just motion - How to activate your internal and external networks in a way that drives results - The role of trust, timing, and consistency in ecosystem-led growth - And what most teams get wrong when trying to turn relationships into revenue If you're thinking about how to grow pipeline without burning budget — this one's for you.