B2B Sales Trends

What does it take to succeed in today's channel sales landscape? Mark Conley, Vice President, Americas Channel Sales at Cohesity, joins Harry Kendlbacher to unpack the evolution of channel partnerships — and what it means to lead in an environment where influence, trust, and collaboration matter more than ever. They talk about: - How to build partner trust without controlling the outcome - The unique challenges of managing distributed teams - What sales leadership looks like in a fast-changing partner ecosystem - And why clarity, consistency, and culture are critical to driving results This one's for anyone thinking about the future of sales leadership in a partner-first world.

In today's fast-paced sales environment, it's easy to focus on speed — but what's the cost of moving too quickly? Rich Sander, Commercial Vice President at Smurfit WestRock, joins Harry Kendlbacher for a conversation about why slowing down can actually help you close bigger, more strategic deals. From resisting pressure to pitch too soon to earning trust in highly commoditized markets, Rich shares a refreshingly grounded take on what it really means to lead a sales team that delivers long-term value. They talk about: - The importance of doing real discovery — even when clients think they've already solved the problem - How to avoid being reduced to price in a commoditized market - What it means to slow down the sales cycle without losing momentum - Why intentionality, patience, and listening are your best tools in a high-velocity world This episode is for anyone who's felt the pressure to rush — and is ready to rethink what it takes to win with consistency.

In an era of automation and data overload, what role does human instinct still play in B2B sales? Steven Jow, Executive Vice President of Sales at TD DYNNEX, joins Harry Kendlbacher for a wide-ranging conversation about selling through change — from navigating digital transformation and shifting buyer expectations to integrating AI tools without losing the personal touch. They talk about: - How Steve has led teams through major transitions, including going from legacy sales to full-funnel enablement - The traits that still set great sellers apart — no matter the tech stack - Why curiosity and coaching matter more than ever - And how AI is changing the game (but not replacing it) This one's for anyone leading sales teams through transformation — or wondering how to stay sharp when everything else is evolving.

In today's enterprise deals, selling to a single decision-maker is no longer enough. Salespeople need to navigate complex committees — and that means they can't go it alone. In this episode of B2B Sales Trends, Harry Kendlbacher sits down with JP Flores, Senior Sales Director at CrowdStrike, to talk about why elite sellers think more like orchestrators than lone wolves. From building internal alignment to leading outcome-driven conversations, JP shares how top-performing teams work together to win high-stakes, multi-threaded deals. Whether you're trying to increase win rates or level up your strategic conversations, this episode offers practical takeaways you can put into play immediately.

In high-stakes, complex sales, success often hinges on what happens before the RFQ ever goes out. In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Shari Begun — VP of Global Sales — to unpack what it really takes to win large deals in today's environment. From account planning and roadmap conversations to stakeholder mapping and value defense, Shari shares practical strategies sales teams can use to shape buying decisions early, avoid competing on price alone, and close bigger deals with more predictability. Whether you're managing a long enterprise cycle or just looking to sharpen your RFQ approach, this one's packed with takeaways you can use right now.

Procurement is often seen as the final hurdle in a deal — a price-focused gatekeeper that slows things down. But what if engaging procurement early could actually help you close bigger, more profitable deals? In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Mike Lander — former procurement director turned sales advisor — to rethink everything you thought you knew about working with procurement. From qualification strategies to trust-based negotiation, Mike shares practical advice that helps sales teams avoid the common traps and unlock meaningful growth through smarter stakeholder alignment. Whether you're chasing enterprise deals, navigating complex buying processes, or looking to protect your margins, this episode will challenge your assumptions and leave you with actionable tactics you can use today.

In this episode of B2B Sales Trends, Harry Kendlbacher reconnects with Sachin Wadhawan, who first appeared on the podcast as a sales engineering leader—and now returns with fresh insights from his role as Chief Revenue Officer at a fast-growing startup. Harry and Sachin dive into the challenges of standing out in crowded markets, why a technical sales background can be a hidden advantage for CROs, and how early-stage companies can build trust and credibility when competing against bigger, better-funded players. Sachin also shares practical lessons from launching an ambassador program, leveraging AI in both product and sales processes, and the evolving role of sales engineers in driving growth. This conversation is packed with valuable insights for sales leaders navigating complex B2B environments, especially those in the SaaS and tech space.

In this episode of the B2B Sales Trends podcast, Harry Kendlbacher sits down with David Winneberger, Vice President and Head of Global Sales & Customer Service at Siemens Healthineers, to explore what it really takes to transform B2B sales teams. They unpack why breaking out of a traditional sales mindset isn't just about thinking differently — it's about acting differently. David shares how Siemens Healthineers is using digital tools, data intelligence, and cross-functional collaboration to shift sales conversations from product specs to customer value. Discover how service engineers, sales engineers, and commercial teams can work together to identify new opportunities, build deeper client relationships, and drive meaningful change — not just within the sales process, but across the entire customer journey. Whether you're a sales leader, account executive, or technical professional, this episode offers powerful insights into how to create impact in today's complex B2B landscape.

In this 50th episode of B2B Sales Trends, host Harry Kendlbacher goes solo to reflect on one of the most urgent challenges in B2B sales today: declining win rates. Drawing on insights from the past 49 episodes—and 25 years of sales leadership—Harry breaks down the five steps of GPG's proven Win Rates framework. Learn why 60% of B2B deals are lost to “no decision,” and how sales teams can shift from surface-level conversations to outcome-focused strategies that actually move the needle. What You'll Learn in This Episode: - How to qualify early for impact—not just fit - Why stakeholder mapping is critical in complex deals - How key agreements can replace guesswork with alignment - What it takes to create urgency through Cost of Inaction - How to close without compromising margins If you're a sales leader looking to win more deals faster—and with higher profitability—this solo episode is packed with practical insights to help you get there.

In this bonus edition of the B2B Sales Trends podcast, we're spotlighting one of the most popular questions we ask our guests: What are the top 3 traits that set elite salespeople apart? We've pulled together insights from six sales leaders across industries—from cybersecurity to healthcare to marketing—and the answers are anything but generic. You'll hear from: - Mark Grimwood (Salesforce) - Kendall Ryerson (Carestream) - Ford Williams (Redis, formerly ThoughtSpot) - Lauren Cursiter (Google) - Oliver Tate (Dentsu) - Kelly Magnaudeix (GE HealthCare) Tune in to hear what these top performers believe really makes the difference—and what they look for in the people they hire, coach, and promote.

In this episode of the B2B Sales Trends podcast, Harry Kendlbacher sits down with Jude Boyle—an experienced sales leader in both enterprise and public sector environments—for a deep dive into what really drives sales forward in complex B2B deals. Together, they explore one of the most overlooked challenges in B2B selling: helping buyers recognize the problem before pitching a solution. Jude breaks down why deals often stall—not because the solution isn't a fit, but because the buyer hasn't fully defined the problem or is too risk-averse to make a change. You'll also hear: ✔ Why discovery is the most critical (and most underutilized) part of the sales process ✔ How to identify and align with multiple stakeholders across a matrixed organization ✔ How top salespeople use storytelling to move deals forward ✔ Why risk aversion—and not your competitor—is often your biggest barrier ✔ The three essential traits every elite seller needs to thrive in today's market If you want to win more deals by guiding buyers through uncertainty, building trust, and creating urgency—the right way—this episode is for you.

In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Kelly Magnaudeix, VP of Sales at GE Healthcare, to unpack one of the most persistent challenges in sales leadership: why strong strategies often break down in execution. Kelly shares actionable insights on: - Building coherence between strategy and sales execution - Ensuring clarity and simplicity for frontline teams - Earning buyer trust through credibility and consistency - Navigating today's complex buying landscape - The top 3 (plus 1!) qualities of elite salespeople If you're a sales leader looking to close the gap between planning and performance, this episode is for you.

In this episode of the B2B Sales Trends podcast, Harry Kendlbacher sits down with Aditya Malik, VP of Sales Strategy and Operations at HighRadius, for a deep dive into what it really means to sell on value—especially in the highly competitive enterprise software space. Aditya brings two decades of experience across Unilever, Accenture, and at the time of this recording - HighRadius, where he led go-to-market strategy for a 600-person sales and marketing team. Together, they explore why so many sellers fall into the “commodity trap” and what it takes to break out of it. You'll learn: - How to avoid feature-functionality conversations that kill deals - What "selling to value" really means in enterprise software - Why urgency and stakeholder alignment matter more than pricing - Key differences in how buyers behave across North America, Europe, and India - Aditya's take on the 3 traits that define elite salespeople today If you're ready to elevate your sales game, protect your margins, and win more deals by leading with value, this episode is for you.

In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Todd Rotger, CRO of Saviynt, to break down the strategies that helped scale the company's annual recurring revenue from $40M to $150M in just four years. Todd shares how his team made the critical shift from product-led selling to outcome-based conversations, the challenges SaaS companies face when scaling beyond $100M ARR, and why clearing the road for sales teams is one of the most important roles of a leader. He also reveals the key sales and marketing alignment strategies that have fueled Saviynt's growth and the top three traits that separate elite sales professionals from the rest. Whether you're a sales leader, revenue executive, or scaling a SaaS company, this episode is packed with hard-won insights on driving sustainable growth.

In the latest episode of B2B Sales Trends, Harry Kendlbacher is joined by Lauren Cursiter, Global Marketing & Communications Manager at Google, to discuss how sales professionals can shift their mindset and approach to navigate the evolving sales landscape in 2025. Lauren shares insights on why attention spans are declining and how storytelling can help salespeople keep buyers engaged. The conversation also explores how objections can be a powerful discovery tool rather than a roadblock, the growing complexity of multi-stakeholder sales, and how collaborative selling fosters stronger client relationships. Plus, Lauren breaks down the top three skills every elite salesperson will need to succeed in 2025. Tune in to learn how to reframe objections, elevate your sales conversations, and stay ahead in today's competitive market.

In the latest episode of the B2B Sales Trends podcast, Harry Kendlbacher is joined by Pat Hurley, VP & GM of the Americas at Acronis, for a deep dive into the mindset and resilience needed to succeed in today's competitive sales landscape. Learn how top sales professionals stay focused on what they can control, build lasting credibility, and maintain persistence through challenges. Pat shares his insights on why mental resilience, discipline, and attitude are key differentiators in sales, and how adopting the right mindset can drive long-term success. The episode also explores the power of passion, preparation, and trust-building in sales conversations, as well as strategies to navigate setbacks and avoid the pitfalls of transactional selling. Tune in for practical advice, leadership insights, and a candid discussion on what it takes to develop a winning sales mindset.

What does it truly mean to be coachable in sales? In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Ian Grace, VP of Sales at Ocrolus, to explore the power of coachability, feedback, and continuous improvement. Ian shares how top sales performers embrace feedback—not just by listening but by actively applying it. He introduces the Start, Stop, Continue framework as a practical way to give actionable feedback that sticks. The conversation also dives into the importance of real-time coaching and the top traits that separate elite salespeople from the rest.

In this episode of B2B Sales Trends, Mark Grimwood, Senior Vice President of Global Sales and Distribution Recruitment at Salesforce, joins Harry Kendlbacher to break down what it takes to recruit, develop, and sustain elite sales teams in today's evolving landscape. With 15 years at Salesforce, Mark has witnessed firsthand how sales hiring has shifted from growth at all costs to a more strategic, high-impact approach. He shares how organizations can attract top talent, build resilient sales teams, and navigate the complexities of modern sales recruitment. Key Takeaways: How diversity and adaptability create high-performing sales teams Why intentional hiring is the key to long-term success The role of AI and evolving buyer behavior in reshaping sales strategies The top traits of elite salespeople and how to identify them The shift from “growth at all costs” to sustainable sales recruitment Whether you're a sales leader, recruiter, or sales professional looking to stay ahead, this episode is packed with expert insights from one of the top talent strategists in the industry.

In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Chuck Serapilio, VP of Sales at Motus, about the critical role of active listening in driving sales success. Chuck shares how truly understanding your clients—not just hearing them—can uncover hidden needs, build stronger relationships, and lead to more closed deals. The discussion includes practical tips for honing listening skills, staying present in client conversations, and asking the right questions to guide prospects toward solutions. Chuck highlights why active listening is a non-negotiable skill for any salesperson aiming to excel in today's competitive B2B market. Whether you're a seasoned professional or just starting your sales journey, this episode is packed with actionable insights to enhance your approach and deliver meaningful results.

In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Kendall Ryerson, Vice President of North American Sales at Carestream, about the power of trust in sales and how it simplifies negotiations. Learn why reliability, relationship-building, and understanding customer needs are critical for transitioning from being seen as "just a salesperson" to becoming a trusted advisor. Whether you're looking to strengthen client relationships or improve your negotiation strategy, this episode is packed with actionable insights.

In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Stephanie Wilkinson, CRO of Simpro Group, about transforming sales cultures through the "art of debrief." Learn how deal reviews can foster collaboration, refine processes, and empower sales teams to thrive in a rapidly changing landscape. Stephanie also shares insights into hiring for a learning mindset, creating scalable sales strategies, and building confidence within teams. Tune in to hear actionable strategies for aligning sales processes, driving growth, and elevating your team's performance.

In this episode of the B2B Sales Trends podcast, Harry Kendlbacher, CEO of Global Performance Group, speaks with Michael Loga, CRO of Authority Partners, on the evolving landscape of B2B sales. Michael shares practical strategies for overcoming common sales pitfalls, harnessing the impact of technology, and how AI is transforming the role of salespeople. Michael dives into the importance of relationship-building, active listening, and the 80/20 rule—listening 80% of the time and speaking just 20%—to foster deeper client connections. He also explores the balance between digital efficiency and human touch, highlighting why trust and adaptability are essential for today's sales success. Whether you're a seasoned sales professional or just starting out, this episode offers insights to elevate your sales approach and drive meaningful results.

In this episode of B2B Sales Trends, host Harry Kendlbacher sits down with Phoebe Do, Senior Product Marketing Manager at Gong, to discuss the evolution of sales engagement and how companies can leverage AI and personalization to boost their outreach. Phoebe shares invaluable insights into Gong Engage, an innovative sales engagement solution, explaining its transformative impact on customer relationships throughout the sales cycle. Discover the latest strategies for sales leaders, tips for embracing tech-driven personalization, and the keys to thriving in an AI-integrated sales landscape.

In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher speaks with Tim Bruins, VP of Sales at Maritz, about the key factors that drive sales success today. Drawing from over 35 years of experience, Tim shares his perspective on the importance of preparation in sales, building strong relationships with clients and procurement professionals, and effectively navigating complex negotiations involving multiple stakeholders. Tim emphasizes how doing your homework, asking the right questions, and clearly articulating value can set salespeople apart in competitive environments. He also discusses the evolving role of procurement in business and offers practical strategies for establishing credibility and closing deals. Whether you're new to sales or a seasoned professional, this episode is packed with actionable insights that can help you build better relationships, negotiate more effectively, and drive meaningful results in your sales process. Tune in to discover strategies that can transform your approach and boost your sales success!

In this episode of the B2B Sales Trends podcast, Harry Kendlbacher, CEO of Global Performance Group, sits down with Derek Champlin, VP of Revenue Operations at Upright Labs, to explore the challenges and strategies behind scaling a high-growth startup. Derek shares his journey from operations into sales, and how his diverse experience has shaped his approach to managing teams, closing deals, and driving growth. Throughout the conversation, Derek discusses the critical role of product-market fit in driving sustainable growth and how balancing sales leadership with operational responsibilities is essential for success. He offers insights into time management techniques that keep high-performance teams on track and reflects on the challenges of talent acquisition and retention in a fast-paced startup environment. Derek also touches on maintaining work-life balance, especially while managing a demanding travel schedule and personal commitments. This episode is packed with actionable advice for sales professionals and leaders looking to scale their businesses while effectively managing day-to-day operations. Tune in to hear Derek's strategies for success in revenue operations and beyond.

In this episode of the B2B Sales Trends podcast, Harry Kendlbacher, CEO of Global Performance Group, interviews Gareth Jones, CEO of Oxygen, to unpack the transformative journey of digital sales. This episode offers a deep dive into Oxygen's successful strategy of integrating marketing, sales, and customer service operations with HubSpot, leading to high customer retention and an impressive NPS score. Listeners will explore the pivotal role of evolving digital tools and AI in reshaping sales strategies, the importance of a robust tech stack, and the impact of core company values on sustaining growth and customer loyalty. Gareth provides actionable insights on adapting sales and marketing efforts to overcome technological barriers and leverage AI for enhanced lead generation and content creation. This discussion is essential for professionals seeking to navigate the digital sales landscape, emphasizing the need for strategic innovation, the cultivation of personal networks, and niche marketing to stand out in an AI-dominated environment. Tune in for valuable lessons on steering digital sales strategies towards success in today's fast-evolving market.

In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher, CEO of Global Performance Group, sits down with Armon Aghaie, the Chief Revenue Officer at 1Path, to explore the innovative strategies and leadership philosophies driving today's sales success. Armon shares his journey in fostering a relentless mindset within teams, the significance of conflict in building a unified force, and the vital role of mindset in achieving remarkable growth rates. Listeners will gain an understanding of how 1Path's focus on a cohesive approach to sales, marketing, and customer success has led to substantial improvements in win rates, sales cycles, and margins. This episode not only provides practical insights into building and nurturing a high-performance sales team but also delves into the philosophy of leadership and the importance of a constructive challenge culture for continuous innovation and growth. Join us for a conversation that's rich with tips, tricks, and thought leadership to empower your sales journey.

In this episode of the B2B Sales Trends podcast, host Harry Kendlbacher interviews Ford Williams, the VP of Commercial Sales at ThoughtSpot, diving deep into the strategies and insights that have propelled him to success in the world of B2B sales. Ford highlights the importance of sales efficiency and urgency, emphasizing the need for sales teams to adapt to the rapidly evolving landscape of technology sales. He discusses the transformation he led within his team, streamlining the sales cycle and implementing strategies to drive deal velocity and overall efficiency. A key aspect of Ford's approach is the concept of the "Library of Pain," a resource that helps sales reps tap into customer pain points and effectively communicate how their product addresses those needs. He emphasizes the importance of generating new needs in the minds of buyers and championing the value proposition of their product. Throughout the episode, Ford shares invaluable insights into the emerging trends in B2B selling, including the increasing speed of decision-making, the importance of consensus selling, and the emphasis on time-to-value. He also discusses the top three skills that salespeople need to excel: the ability to generate revenue, champion building, and closing deals early. Listeners will gain actionable strategies and techniques to enhance their sales performance and navigate the ever-changing landscape of B2B sales effectively. Don't miss out on this insightful conversation with Ford Williams, packed with practical advice and expert insights for sales professionals striving for success in today's competitive market.

In this captivating episode of the B2B Sales Trends Podcast, host Harry Kendlbacher engages in a dynamic discussion with Joe Dabrowski, the VP of Sales for the Americas at Rubrik. Drawing inspiration from the legendary Wayne Gretzky, known as "The Great One" in hockey, Joe shares invaluable insights on how to channel Gretzky's winning mentality in the realm of sales. With over two decades of experience in the tech sales industry, Joe brings a wealth of knowledge to the table as he reflects on his journey from selling patio furniture to leading successful sales teams. Throughout the conversation, he emphasizes the importance of mastering the game of sales, just as Gretzky mastered the game of hockey. Joe delves into practical strategies for building successful sales teams, fostering a culture of continuous learning, and aligning sales efforts with customer outcomes. He also explores the significance of creating urgency in closing deals and the art of asking thought-provoking questions to drive meaningful conversations with prospects. Drawing parallels between sales and sports, Joe shares insights from the "Wayne Gretzky story," highlighting how adopting Gretzky's mindset can lead to success in sales. Whether you're a seasoned sales professional or just starting out in the industry, this episode offers actionable advice and proven strategies to elevate your sales game and achieve remarkable results. Tune in now to discover how to channel "The Great One's" mentality in sales and unlock your full potential as a sales leader!

In this episode of the B2B Sales Trends podcast, host Harry Kendlbacher delves into the core principles of elite salesmanship with Ryan Bott, Chief Sales Officer of Fullcast. The conversation kicks off with a candid discussion on the impact of low win rates on sales team morale and culture. Ryan shares his insights gleaned from years of experience, identifying three critical pillars for sales success: product, productivity, and pipeline. He recounts his breakthrough moment during a quarterly business review and how it transformed his approach to sales strategy. The discussion also touches upon the evolving role of sales development reps in the era of AI-driven technologies, with Ryan introducing the concept of Sales Development Operators (SDOs). The episode concludes with Ryan outlining the top three skills and behaviors every elite salesperson must possess: curiosity, teamwork, and ownership of forecasts. Tune in for actionable insights and strategies to elevate your sales game to the next level.

In this episode of the B2B Sales Trends podcast, host Harry Kendlbacher sits down with Sachin Wadhawan, VP of Sales Engineering at BigCommerce, to explore the evolving landscape of sales engineering in the B2B realm. Sachin shares his journey from software development to sales engineering and discusses the crucial role that sales engineers play in complex sales cycles. He emphasizes the importance of aligning sales reps and sales engineers to deliver value-based outcomes for customers and highlights the dynamic relationship between the two roles. Sachin also delves into industry trends such as composability in technology stacks and the impact of AI on sales processes. Throughout the conversation, listeners will gain insights into the strategic collaboration needed between sales reps and sales engineers and the future of the sales engineering profession in B2B sales.

In this engaging episode of the B2B Sales Trends podcast, Harry Kendlbacher sits down with Danielle Decourcy, the VP of Sales for Darktrace, where she shares effective strategies for gaining access to decision-makers in large accounts, the importance of executive relationships, and the innovative concept of groundswelling to maximize account penetration. This episode is packed with actionable advice on driving accountability within sales teams, celebrating both process and outcomes, and the significance of trusting the sales process through highs and lows. Don't miss out on this treasure trove of sales wisdom – tune in now on your favorite podcast platform.

In the latest episode of the B2B Sales Trends podcast, Harry Kendlbacher is joined by Danielle DeCourcy, Vice President of Sales in Canada for Darktrace, for a deep dive into the evolving world of B2B sales. Learn about Danielle's elite approach to top account strategy, operational excellence, talent management, and fostering a productive team culture. The episode also delves into the significance of leadership in scaling sales teams, the importance of pipeline generation, and the implementation of MEDDPICC methodology to enhance deal progression and team performance. Tune in for actionable advice, leadership insights, and the unique opportunity to learn from one of the industry's forward-thinkers in sales strategy and execution.

In this episode of the B2B Sales Trends podcast, host Harry Kendlbacher sits down with Rainer Fuchsluger, former Global VP and Managing Director of Wolters Kluwer, for an enlightening discussion on global business development. Explore the keys to effective sales behaviors, cross-cultural considerations, and practical strategies for managing diverse teams. Gain insights into fostering an innovative culture, understanding shifting buyer behaviors, and adapting to the influence of AI in sales. Rainer shares the top three skills crucial for elite salespeople – relationship building, adaptability and resilience, and a commitment to continuous learning. Tune in for actionable wisdom from Rainer's extensive experience in navigating the dynamic world of international sales.

In this episode of the B2B Sales Trends Podcast, we sit down with Joseph Dressler, a seasoned expert with over 26 years in the New York ad tech space. Drawing from his wealth of experience navigating three recessions and shaping successful go-to-market strategies, Joseph shares invaluable insights into the skills and behaviors that set top sales performers apart. Key Takeaways: Curiosity Unleashed: The best salespeople are insatiably curious about their clients' businesses. Joseph emphasizes the importance of asking the right questions to uncover undiscovered needs, diving deep into desires, and understanding how decisions resonate up the hierarchy. The Art of Storytelling: Joseph underscores the power of storytelling in sales. Successful sellers have the ability to craft narratives that captivate clients, showcasing enthusiasm and excitement about their product or service. A compelling story creates a memorable arc that keeps clients engaged. Financial Acumen: While not expecting sellers to be financial experts, Joseph emphasizes the significance of understanding financial forecasting. Accurate forecasting involves assessing close dates and probability realistically. A perfect seller knows how to balance optimism with pragmatism in predicting the sales journey. Joseph shares anecdotes and practical advice, touching on the challenges of email saturation, the need for personalized communication, and the evolving dynamics of ad tech in a digitally-focused world. Tune in to discover the winning traits that define top B2B sales performers and gain actionable insights to elevate your sales strategies. Don't miss this episode that combines experience, wisdom, and a touch of humor to unlock the secrets of sales success.

In this insightful episode of the B2B Sales Trends podcast, Oliver, Head of Growth Enablement at Dentsu, sheds light on the dynamic realm of revenue enablement and sales transformation. As the sales landscape evolves, Oliver explores the imperative of embracing a holistic revenue enablement approach, transcending traditional silos. He underscores the pivotal role of technology, skill development, and collaborative efforts between sales and marketing in fostering a comprehensive understanding of the end-to-end revenue process. Oliver shares his journey from computer science to psychology and leadership coaching, emphasizing the transformative power of coaching in sales. The episode concludes with a deep dive into effective behavior change interventions, the crucial support of executive management, and the top skills that set elite salespeople apart.

In this episode of the B2B Sales Trends podcast, our host Harry Kendlbacher, CEO of Global Performance Group, sits down with Philip Acton, the Head of UK Sales for Adform, a leading player in the adtech industry. Join us for this deep-dive into the world of adtech sales, as Harry and Philip explore innovations, insights, and strategies to help sales leaders thrive in the dynamic B2B sales landscape.

In this week's episode of the B2B Sales Trends podcast, we dive deep into the dynamic world of B2B sales strategy amidst a rapidly evolving digital landscape. Join host Harry Kendlbacher as he engages in an enlightening conversation with IBM's Chief Communication Officer and SVP of Marketing and Communications, Jonathan Adashek. Jonathan provides invaluable insights and strategies for sales leaders looking to steer their organizations through the turbulent waters of digital transformation. Discover how to bridge the gap between marketing and sales, understand the pivotal role of AI, and grasp the significance of agility and learning speed in staying ahead in the B2B sales game. In a world where the rules are constantly changing and businesses face unprecedented challenges, Jonathan offers a roadmap to navigate the complexities and seize opportunities in this transformative era. Don't miss out on this exclusive conversation with one of the industry's thought leaders. Tune in, gain a competitive edge, and lead your sales team to success in the digital age. It's time to redefine your sales strategy and stay ahead of the trends with Jonathan Adashek and host Harry Kendlbacher.

In this episode of the B2B Sales Trends podcast, our host Harry Kendlbacher sits down with Jeff Brades, the Group Senior Vice President of Client Retention at Sodexo, a renowned B2B service provider. With a laser focus on retaining and renewing B2B clients, Jeff shares invaluable insights that are essential for B2B sales and customer success leaders. Tune in to this episode for a deep dive into the world of retaining and renewing B2B clients, and gain insights that will empower your own client retention efforts and set you on a path to success. Don't miss this engaging conversation with Jeff Brades, a true authority in the field.

Traditionally, sales enablement has centered on equipping sales teams with the tools and knowledge they need to succeed in their specific roles. But as the business landscape evolves, so too must our strategies. Go-to-market enablement goes beyond the confines of sales, incorporating marketing and customer success into a unified force, working in synergy to drive revenue growth. In this episode, Harry Kendlbacher (CEO of Global Performance Group) and Daniel Haden, (Senior Director of Global GTM Strategy and Enablement at DocuSign) uncover the profound potential of go-to-market enablement in revolutionizing the sales landscape. If you're looking to stay ahead of the competition and drive sustainable growth, this episode is a must-listen.

In this episode of the B2B Sales Trends Podcast, we're diving deep into the realm of sales psychology and communication alongside Dan Storey, the Director of Sales Training at Finastra. With his extensive expertise in psychology and neuro-linguistic programming (NLP), Dan unveils a treasure trove of insights that directly translate into tangible benefits for professionals navigating the complex landscape of B2B sales.

Join host Harry Kendlbacher, CEO of Global Performance Group, as he dives into an insightful conversation with Joshua Trott, Chief Revenue Officer (CRO) of Workrise, in this captivating episode of the B2B Sales Trends podcast. The role of CRO has been rapidly evolving in the C-Suite, and Joshua provides invaluable insights into this evolution. He delves into the distinct responsibilities and priorities that CROs undertake in various organizations, highlighting the differences between the CRO role and other C-suite positions such as CEO, CFO, or CMO at Workrise. Joshua offers his perspective on the future of the CRO role, predicting upcoming challenges and opportunities that will shape how revenue strategies evolve. With the rapidly changing landscape in the energy industry, Joshua provides fascinating insights into how Workrise is tailoring its sales strategies to maximize impact. He shares the secrets behind their successful Go-to-Market approach, providing actionable advice for sales leaders operating in industries that are experience similar transformations.

In this episode of the B2B Sales Trends podcast, host Harry Kendlbacher, CEO of Global Performance Group, sits down with Edward Hoffman, President of Competitive Business Solutions (CBS), a renowned boutique professional services firm. With a focus on scaling excellence, Edward shares his insights and strategies for driving growth and success in the competitive landscape of the professional services industry. The conversation takes an in-depth look at the most significant sales trends and challenges within the professional services industry, offering listeners an insider's perspective on what it takes to stay ahead in this ever-evolving landscape. Edward shares his observations and predictions, shedding light on the strategies and tactics that have proven effective in scaling a boutique professional service firm while maintaining high quality and customer satisfaction. Client acquisition and retention are crucial factors in the professional services industry, and Edward shares key insights on building long-term relationships while ensuring sustainable growth. Listeners will gain valuable strategies and actionable takeaways to enhance their sales efforts, foster client loyalty, and drive business growth. Tune in to this episode of the B2B Sales Trends podcast to gain exclusive insights from Edward Hoffman, President of Competitive Business Solutions, as he reveals the strategies, trends, and best practices for scaling excellence and achieving success in the world of boutique professional service firms.

In this episode of the B2B Sales Trends podcast, Harry chats with Christine C. Kidder, a career strategist specializing in marketing and sales executives. As we're seeing a lot of layoffs in the sales job market, Christine shares some insightful advice on how salespeople can tap into their brand and get back into the job market, how to let their inner purple squirrel shine to find the ideal sales role, and how to decide if you're ready to transition from an individual contributor role into a sales leadership role. If you're interested in learning more about Christine C. Kidder or working with her, you can find her on LinkedIn here: linkedin.com/in/christinekidder/ Join us in this episode to gain valuable insights on forging your career path in B2B sales.

In this episode, GPG Marketing VP William Redick interviews Sarah Noel Black, Founder of Tiny Marketing. Together they dive into cold messaging strategies, best practices for lead nurturing sequences, and how to upskill small business sales teams.

In this episode, GPG CEO Harry Kendlbacher interviews Terry Coutsolioustsos, Founder of RevRX and former sales leader at Siemens Healthineers, Abbott Vascular, and Boston Scientific. Together they dive into how to become a top performing medical technology salesperson, insights on selling value and stakeholder management, as well as trends and things to expect in the future of medical device sales.

The Ideal Rep Profile is all about defining sales excellence. What does that look like at your company? And how does it set the foundation for your team's sales readiness as a whole? In this episode of the B2B Sales Trends podcast, Michael, Connor and Will dive into the components that make up an IRP and how to align it with your organization's strategic objectives.

In this episode, GPG CEO Harry Kendlbacher interviews Tom Edmonds, Autodesk Senior Sales Director about his team's strategy for onboarding new sales hires and how his team is successfully accelerating the development of top sales talent through a unique approach.

In this episode of the B2B Sales Trends Podcast, Harry chats with Kaitlyn Mcginnis, Turbonomic's 2021 SDR of the Year, about filling the pipeline through her team's innovative cold prospecting strategy, working the W, and how her military background helped her launch a flourishing sales career.

In this episode of the B2B Sales Trends Podcast, Harry chats with Sasha Clark, the CEO of Clutch Creative Marketing, about how brand consistency impact deal velocity for sales teams, some hacks for sales teams to use throughout the sales cycle, how to scale thought leadership, and the latest trends in the marketing world that can be applied by sales teams in their outreach.

In this episode of the B2B Sales Trends Podcast, Harry chats with Jim Hamilton, the Chief Client Officer at Jellyfish, about how sales teams should reframe the way that they think about the sales funnel, the concept of mental availability as prospects transition in and out of market, and best practices for marketing-sales alignment. Learn more about how sales teams should be reframing the way that they think about the sales funnel from Jellyfish's Tom Roach here: https://www.marketingweek.com/sales-funnel-100-years/