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 Trends109. Enterprise Sales Strategy: How References Shorten Deals
Enterprise sales strategy today isn’t about louder pitches - it’s about trust. Jan Duthoo (CRO EMEA, SAP SuccessFactors) explains how embedding customer…
B2B Sales Trends108. Why Expertise Alone Doesn’t Close Deals in Healthcare Sales
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…
B2B Sales Trends107. Product-Led Growth at Navan: Why Not Every Signup Deserves a Sales Call
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…
B2B Sales Trends106. Strategic Selling Means Having the Conversations Others Avoid
Sales psychology and strategic selling are the real drivers of sales performance - not another sales process, CRM tweak, or enablement playbook. In this solo…
B2B Sales Trends105. Outcome-Based Selling: Why Most Sales Transformations Stall
Outcome-Based Selling sounds powerful - but most sales transformation efforts stall because organizations still think like product companies. In this episode…
B2B Sales Trends104. The Real Reason Complex B2B Sales Deals Stall | Cross-Functional Alignment
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…
B2B Sales Trends103. Relationship Selling at Scale: Why Trust Beats Process Every Time
Build trust for sales through relationship selling - not rigid process. In this episode of B2B Sales Trends, Blanca Galletero explains why trust, transparency…
B2B Sales Trends102. The Sales Enablement Strategy Modern Go-To-Market Teams Actually Need
A modern sales enablement strategy is no longer about quarterly training or feature decks. In fast-moving AI markets, credibility is fragile, buyers are…
B2B Sales Trends101. Why RFPs Fail in B2B Sales: A Sales Leadership Playbook
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…
B2B Sales Trends100. Sales Trends 2026: Increasing Sales Performance & Confidence in Selling
Increasing sales performance and confidence in selling doesn’t come from more pressure - it comes from better leadership design. In this special 100th episode…
B2B Sales Trends99. Sales Technique for High Performance in Modern B2B Teams (Best Of)
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…
B2B Sales Trends98. Sales Team Culture Building: From Process to Performance (Best Of)
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…
B2B Sales Trends97. Sales Engineering & Business Development: The Role That Wins Enterprise Deals (Best Of)
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…
B2B Sales Trends96. Sales Discovery That Works: Turning B2B Business Pain Into Action
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…
B2B Sales Trends95. Consultative Selling and the Sales Funnel: Why Saying No Wins More Deals
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…
B2B Sales Trends94. Public Sector Sales Leadership: Driving ROI in B2B Through Outcomes
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…
B2B Sales Trends93. Sales Enablement Strategy: Why Preparation Is the New Differentiator
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…
B2B Sales Trends92. Data Integration in Healthcare: How AI and Sales Enablement Are Changing B2B Sales
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…
B2B Sales Trends91. People-First Leadership: The Missing Link in Sales Motivation
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…
B2B Sales Trends90. Why Your Pitch Fails in the C-Suite - And Why Outcome-Based Selling Works
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…
B2B Sales Trends89. Sales Operations Planning: The Hidden Engine Behind Strategic Selling Success
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…
B2B Sales Trends88. When Hyper-Growth Hits the Wall: GTM & Sales Enablement Driving Sustainable Revenue
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…
B2B Sales Trends87. From Farmers to Hunters: Proactive Selling for Modern GTM Teams
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…
B2B Sales Trends86. Sales Training That Works: Mastering Problem Identification and ROI Selling Marketing
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…
B2B Sales Trends85. Emotional Intelligence in Sales: How Ownership Culture Changes Everything
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…
B2B Sales Trends84. How Coaching Culture Drives Customer Centricity & Value Based Selling
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…
B2B Sales Trends83. How a Smart Comp Plan Powers Your GTM Strategy
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…
B2B Sales Trends82. Why Buyers Don’t Need Sellers - And How to Win Them Back in Complex B2B Sales
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…
B2B Sales Trends81. IoT: Breaking Out of Commodity Selling
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…
B2B Sales Trends80. How Renesas Drives Predictable Growth Through Data & Trust
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…
B2B Sales Trends79. Leading with Clarity: Inside Microsoft’s Sales Culture with Jake Mannino
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…
B2B Sales Trends78. How to Keep Your ICP Alive | Shaun Scott on Building a Living Sales Strategy
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…
B2B Sales Trends77. The Healthcare Sales Process: How to Build Relationships at Every Level
The healthcare sales process is more complex than ever — with AI committees, long sales cycles, and multiple stakeholders shaping every deal. In this episode…
B2B Sales Trends76. The Age of AI and Sales Performance: Building Elite Teams with Justin Geib
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…
B2B Sales Trends75. Lead Generation Reinvented: Inside the SDR Engine with Robert Karpovich
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…
B2B Sales Trends74. Selling the Future: Building Credibility in an AI-Driven World
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…
B2B Sales Trends73. Staying Coherent in Complex Deals
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…
B2B Sales Trends72. From Funnel to Culture: Building Revenue That Lasts
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…
B2B Sales Trends71. Building Sales Teams for Modern Buyers
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…
B2B Sales Trends70. From Handoff to Partnership: Rethinking the Customer Lifecycle
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…
B2B Sales Trends69. The New Sales Engineer: Scaling Impact Without Spreading Thin
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…
B2B Sales Trends68. From Data to Deals: Enabling Sales with Precision, Not Promises
In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Ari Capogeannis, Senior Director of Enterprise Revenue Marketing at NVIDIA, about how to…
B2B Sales Trends67. Beyond Value Selling: Building a Culture of Outcome, Impact, and Economic Value
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…
B2B Sales Trends66. Relevance Over Noise
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…
B2B Sales Trends65. How to Equip Your Executive Team to Champion Your Deal
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…
B2B Sales Trends64. Selling Without the Hard Sell
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…
B2B Sales Trends63. The Referral Advantage: Selling Through Partnerships That Scale
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…
B2B Sales Trends62. The Cost of Inaction in Healthcare Sales
What’s the real cost of doing nothing? In this episode, Frank Shipp — VP of Sales at Cardinal Health — joins Harry Kendlbacher to explore how healthcare sales…
B2B Sales Trends61. Winning Through the Channel: Mindset, Trust, and Execution
Channel sales is more than a route to market — it’s a relationship. In this episode of B2B Sales Trends, Mike Hennings, VP of Business Development at Hubbell…
B2B Sales Trends60. Turning Sales Plans Into Outcomes
Brian North, VP of Strategic Partnerships at Hearst, joins Harry Kendlbacher to unpack the challenge many sales leaders face: closing the gap between strategy…
B2B Sales Trends59. Enabling Sales Managers to Drive Results
Sales enablement often focuses on reps — but what about the managers? In this episode of B2B Sales Trends, Andy Kodner, VP of Revenue Operations and Enablement…
B2B Sales Trends58. Winning Through Partnerships: The Future of Channel Sales & Sales Leadership
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…
B2B Sales Trends57. The Hidden Cost of Selling Too Fast: Slowing Down to Win Big
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…
B2B Sales Trends56. AI Is Here — But Sales Is Still Human
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…
B2B Sales Trends55. Beyond the Lone-Wolf Seller: How Sales Teams Can Win Together
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…
B2B Sales Trends54. Winning the RFQ Game: How Sales Teams Can Shape Deals Before They’re Written
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…
B2B Sales Trends53. How Procurement Helps You Win Bigger Deals
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…
B2B Sales Trends52. Mastering Startup Sales: Lessons from a One-Person Sales Team
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…
B2B Sales Trends51. Why Thinking Differently Isn’t Enough—Sales Success Comes from Action
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…
B2B Sales Trends50. Why You're Not Winning More Deals—And What to Do About It
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…