Shows / B2B Sales Trends
B2B Sales Trends
This podcast is dedicated to sales leaders in the B2B space, where we share conversations about innovative and successful sales transformations to keep you up to date on the latest trends that will help you to effectively tackle the challenge of constructing and executing a profitable and sustainable sales process.
Episodes
B2B Sales Trends169. Beyond the Solution: Why Sales Training Doesn't Translate Into Revenue
Outcome Based Selling should help turn sales training into revenue. So why do deals still stall even when salespeople know the methodology and customers are…
B2B Sales Trends168. Salesloft CRO on Why More AI Tools Aren’t Fixing Sales w/ Brian Benfer
AI in sales promises greater productivity, but more tools don't automatically lead to better results. Brian Benfer, CRO at Salesloft, explains why the real…
B2B Sales Trends167. Why a Subscription Based Business Model Can Look Worse Before It Works w/ Luis Brito
A subscription based business model can make a business stronger over time. But during the transition, the numbers can look worse before they improve. Luis…
B2B Sales Trends166. GE Vernova’s Global Accounts Leader on Influencing Customer Decisions w/ Stefan Hartge
Outcome based selling starts before customers have fully defined what they need. In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher speaks…
B2B Sales Trends165. Simpli.fi SVP of Sales on Getting More From a Smaller BDR Team w/ Adam Roberts
Outbound sales is not always a headcount problem. In this episode, Harry Kendlbacher speaks with Adam Roberts, SVP of Sales at Simpli.fi, about how a smaller…
B2B Sales Trends164. On MedTech Sales and Finding Growth Inside Existing Accounts w/ Ryan Carpentier
A strong go to market strategy starts with how customers buy, not how your company is organized. Ryan Carpentier, Chief Commercial Officer at NAMSA, shares how…
B2B Sales Trends163. Armstrong World Industries Sales Leader on Why Transactional Selling Makes You Replaceable w/ Jelani Rucker
Relationship selling starts with understanding your customer beyond the transaction. Jelani Rucker, General Manager of Commercial Sales at Armstrong World…
B2B Sales Trends162. Bentley Systems SVP on Why Salespeople Should Think Like Investors w/ Nathan Marsh
Value-based selling starts with thinking like an investor, not just selling a product. What changes when enterprise sales teams stop leading with features and…
B2B Sales Trends161. Why Asking Better Questions Isn’t Enough in B2B Sales
B2B sales discovery is not about asking more questions. It is about helping buyers see what they cannot see yet. When buyers arrive with a preferred vendor…
B2B Sales Trends160. Grid Dynamics CRO on How to Scale B2B Sales Without Losing Customer Intimacy w/ Vasily Sizov
B2B sales strategy changes when a company gets bigger. But can one salesperson really maintain customer intimacy and deep industry expertise at the same time?…
B2B Sales Trends159. Labcorp SVP on the Sales Pipeline Question Most Teams Aren’t Asking w/ Andrew Fleming
A B2B sales strategy built around a bigger sales pipeline sounds logical. But is more pipeline actually better? Andrew Fleming, SVP, Global Head of Sales and…
B2B Sales Trends158. Customer Centricity Breaks When Internal KPIs Take Over w/ Hasancan Ozyurt
Customer centricity in B2B sales starts with one question: are your processes helping the customer, or just helping your business hit its KPIs? Hasancan…
B2B Sales Trends157. Why You Can’t Automate Your Way to Better Sales Performance w/ Jacob Harris
AI in sales can expose opportunities but it can’t create execution. So what actually separates the sales organizations that act on the information from those…
B2B Sales Trends156. Why the Best B2B Sales Strategy Isn’t About More Partners (Best Of) w/ Ben Cronsberry
A strong B2B sales strategy is not about chasing more leads or more partners. For Ben Cronsberry, it is about knowing which relationships are worth investing…
B2B Sales Trends155. Google Exec on Why Great Sellers Think Like Coaches (Best Of) w/ Lauren Cursiter
B2B Sales is getting more complex, but Lauren Cursiter believes the answer is not simply more information. The best sellers know how to listen, stay curious…
B2B Sales Trends154. NVIDIA Exec on Why AI Should Stay Invisible to Sellers (Best Of) w/ Ari Capogeannis
B2B Sales is changing fast, but NVIDIA’s Ari Capogeannis believes sellers don’t need more AI tools. They need AI to work quietly in the background. Originally…
B2B Sales Trends153. S&P Global Sales Leader On Why Strategy Alone Doesn’t Change Sales w/ JD Singh
Performance thinking sales enablement is about more than training sellers. JD Singh argues that sales strategy only matters when it changes what sellers…
B2B Sales Trends152. AI Made Delivery Faster. Now the Sales Model Has to Change w/ Luiz Cieslak
Outcome Based Selling is becoming more important as AI makes technology services faster. But according to Luiz Cieslak, faster execution creates a problem…
B2B Sales Trends151. Monday.com's CRO on How to Build Client Trust in Sales Conversations w/ Casey George
Building client trust in sales conversations is changing in the age of AI. But according to Casey George, trust itself isn't going anywhere. If buyers have…
B2B Sales Trends150. Day Zero: Why Revenue Is Won Before the First Meeting
The B2B buying journey starts before the first sales meeting. By the time you get in the room, the buyer may already have an opinion about your company, your…
B2B Sales Trends149. How to Build Relationships While Selling in B2B w/ Brian Porter
How to build a relationship while selling has become one of the biggest challenges in modern B2B sales. Brian Porter believes AI isn't replacing great…
B2B Sales Trends148. Your Sales Conversation Is Outdated. The Market Already Changed w/ Tim Pfaelzer
Cyber Resilience isn't just an IT challenge anymore. It's changing how the best B2B sales teams sell. Companies are racing into AI, but Tim Pfaelzer believes…
B2B Sales Trends147. Ingram Micro President on Why Intelligence Beats Instinct w/ Sanjib Sahoo
Intelligence isn't about collecting more data. As Sanjib Sahoo argues, data runs the business. Intelligence grows the business. So why are so many…
B2B Sales Trends146. Value Selling: Strategy Doesn't Start With Your Product w/ Pramesh Maheshwari
Value Selling is changing B2B Sales. Customers no longer buy the cheapest product. They buy partners who help them create long-term business value. If…
B2B Sales Trends145. The Renewal Starts the Day You Close the Deal w/ Scott Lerner
Customer Success shouldn't be selling. That's exactly why it drives more revenue growth. Scott Lerner believes the biggest opportunity in B2B sales isn't…
B2B Sales Trends144. Buyers Don't Need More Urgency. They Need More Certainty w/ Melissa McCabe
Consultative selling isn't about creating urgency. It's about helping buyers believe they'll succeed after making a change. Most buyers already know they have…
B2B Sales Trends143. The Best Sales Teams Don't Scale With More Process w/ Jesse Davis
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…
B2B Sales Trends142. The New Rules of Cybersecurity Buying in the Age of AI w/ Marty Overman
Cybersecurity sales has become harder because buyers trust products less and scrutinize every decision more. The sellers winning today aren't better…
B2B Sales Trends141. Modern Buyers Changed. Has Your Sales Team? w/ Michael Aronowitz
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…
B2B Sales Trends140. Why Selling Software Isn't a Motivation Problem w/ Juha Mirsch
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…
B2B Sales Trends139. Most Client Briefs Miss the Real Problem w/ Emma Beckmann
Most client briefs describe symptoms, not the real problem. In this episode, Emma Beckmann explains why Consultative Selling starts by challenging assumptions…
B2B Sales Trends138. Why Most Teams Are Using AI Completely Wrong w/ Fred Schwark
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…
B2B Sales Trends137. The Coaching System Behind High Performing Sales Teams w/ Sharla Wendt
Sales coaching is the difference between average performance and elite execution. In this episode, Sharla Wendt shares how BD builds high performing teams…
B2B Sales Trends136. The Hidden Pipeline Flaws That Are Ruining Your Revenue Forecasts w/ Marcus Houston
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…
B2B Sales Trends135. Why Sales Teams Struggle With Multi Stakeholder Deals w/ Yasha Mitrotti
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…
B2B Sales Trends134. Why Complex B2B Deals Are Won Before the First Meeting w/ Trushar Patel
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…
B2B Sales Trends133. Want Better Sales Performance? Put Your People First w/ Oliver Opitz
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…
B2B Sales Trends132. Why Good Sales Teams Lose Complex Enterprise Deals w/ Stuart Green
Complex B2B sales are not won by scripts, CRMs, or luck. They are won by sales leaders who understand stakeholder management, relationship selling, enterprise…
B2B Sales Trends131. How to Protect Margin Without Losing the Deal
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…
B2B Sales Trends130. The Authenticity Advantage in Modern B2B Selling w/ Ritu Nadkarni
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…
B2B Sales Trends129. Sales Culture Behind High Performance w/ Liat Shentser
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…
B2B Sales Trends128. Stop Competing on Price: Differentiation Starts in Discovery w/ Rich Van Sprang
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…
B2B Sales Trends127. Why Urgency Is Missing in Most B2B Deals
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…
B2B Sales Trends126. Outcome Based Selling: Why Technical Sellers Lose Deals w/ Monia Munari
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…
B2B Sales Trends125. Most B2B Deals Are Lost Before Procurement Begins w/ Raymond Chow
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…
B2B Sales Trends124. Business Acquisition Strategy: Why Most Deals Fail After Closing w/ Marie Szymanski
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…
B2B Sales Trends123. Why Your Sales Process Isn’t Increasing Win Rates
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…
B2B Sales Trends122. Pipeline Over Revenue: Why Sales Leaders Keep Getting It Wrong w/ John Glennon
Sales KPI mistakes are costing teams growth. Sales performance improves when leaders measure progress, pipeline health, and forecasting accuracy instead of…
B2B Sales Trends121. The Human Skills That Still Win Enterprise Deals w/ Dave Hirsch
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 Trends120. Four Mistakes That Stall Enterprise Deals
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…
B2B Sales Trends119. Stop Chasing More Deals - Win Bigger Ones Instead w/ Ole Gerkensmeyer
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…
B2B Sales Trends118. Complex B2B Sales Strategy: Moving Beyond RFPs
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…
B2B Sales Trends117. How Employee Retention Drives Sales Growth
Employee retention strategies and sales growth strategies are more connected than most leaders think - and getting this wrong is costing you revenue. Fixing…
B2B Sales Trends116. Why Most B2B Deals Stall Before They Even Start
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…
B2B Sales Trends115. 60% of B2B Deals End in “No Decision” — Here’s How to Fix That
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…
B2B Sales Trends114. The Future of B2B Sales: AI, Complex Deals, and Enterprise Buying
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…
B2B Sales Trends113. Sales Leadership Secrets: Fix Your Sales Pipeline Management
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…
B2B Sales Trends112. Customer Centricity in B2B Sales: Why Partner-Enabled Selling Wins
Business pain points in complex B2B deals often stem from misalignment between direct sellers, partners, and the wider customer ecosystem - not from the…
B2B Sales Trends111. Enterprise Sales Strategy: Why Ecosystem Collaboration Wins Deals
Enterprise sales today demands customer-centric selling. SAP Global GTM leader Laz Uriza explains why modern enterprise deals depend on ecosystem…
B2B Sales Trends110. Why Buyers Don’t Decide in B2B Sales | Sales Strategy Explained
Why B2B deals stall isn’t about competition - it’s about buyer indecision. Consultative selling, value-based selling, and traditional B2B sales strategy fail…