B2B Sales Trends

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.

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.