B2B Sales Trends

ales leadership and sales pipeline management determine whether B2B teams create real revenue growth - or simply stay busy. In this episode of the B2B Sales Trends Podcast, Andreas Hammer shares why many sales organizations work harder than ever yet still struggle to deliver consistent results. Host Harry sits down with Andreas Hammer, SVP Global Sales at YAGEO Group, to explore how modern sales leaders turn strategy into execution. From customer prioritization and pipeline discipline to leadership mindset shifts, Andreas explains how focused sales management drives long-term growth. This conversation unpacks the leadership decisions that shape high-performing B2B sales teams- and why the most effective leaders stop measuring activity and start managing impact. 🔗 Explore more insights: https://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ ⏱️Timestamps 00:00 – Why most B2B sales teams stay busy but miss revenue growth 02:00 – Modern sales leadership challenges in B2B sales organizations 04:05 – Prioritizing customers: key account management vs small deals 07:20 – Sales strategy and forward-looking pipeline generation 09:35 – The role of sales forecasting, KPIs, and pipeline metrics 16:45 – Leading long-term sales transformation and coaching teams You’ll learn: – Why being busy is not a sales strategy – How leaders prioritize customers for real revenue growth – The role of sales pipeline management in scaling B2B organizations – How great leaders move from “super seller” to strategic coach 💡 Key Takeaways • Sales teams often confuse activity with progress—true sales leadership focuses time on the highest-impact opportunities. • Strategic sales pipeline management requires a forward-looking view of customer potential, not just past revenue performance. • Clear KPIs and consistent reviews are essential to turning sales strategy into daily execution. • Long-term sales transformation requires coaching, communication, and new habits across the organization. • The best sales leaders stop acting like “super account managers” and focus on developing their teams. About Guest Andreas Hammer is SVP Global Sales at YAGEO Group, a global leader in electronic components. Known for building high-performing global sales organizations, Andreas specializes in sales strategy, pipeline management, and scalable B2B revenue growth. Connect with Andreas Hammer on LinkedIn: https://de.linkedin.com/in/andreas-hammer-21a5221 If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at http://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

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 💡 Key Takeaways - Alignment beats ownership. Modern enterprise deals require coordinated ecosystems of sellers, partners, and technical teams. - Segmentation drives clarity. Clear account segmentation determines which partners should be involved and why. - Customer centricity is the anchor. When every stakeholder aligns around customer outcomes, channel conflict decreases dramatically. - Great sellers actively test whether their deals will fail early to improve forecasting and focus on real opportunities. - Trust plus technical capability wins. Partners succeed when they combine relationship credibility with implementation expertise. About Guest John Carey is SVP of Global Channels at SAS, where he leads global partner strategy and ecosystem development. Known for building high-impact partner programs, he helps organizations align direct sales teams, channel partners, and technical experts to deliver complex enterprise solutions. Connect with John Carey on LinkedIn: linkedin.com/in/johnmichaelcarey If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at http://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. Submit a guest application here: 👉 https://globalperformancegroup.com/guest-submission/

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. 📘 Get the 26 Sales Trends for 2026 report: https://globalperformancegroup.com/26-sales-trends/ ⏱ Timestamps 00:00 – Why enterprise sales changed in the cloud era 04:00 – Customer-centric selling in modern enterprise deals 08:20 – Risks of pushing solutions before stakeholder alignment 12:05 – Consultative selling inside multi-vendor ecosystems 16:40 – Sales enablement, leadership and coaching modern sellers 21:30 – The future of enterprise sales and ecosystem GTM strategy You’ll learn: – Why customer-centric selling is replacing traditional enterprise sales tactics – How consultative selling and stakeholder management shape modern deals – Why sales enablement and leadership development are critical for future sellers – How SAP’s GTM strategy approaches ecosystem-driven enterprise sales 💡 Key Takeaways • Enterprise sales has fundamentally shifted to customer success. Vendors now win when customers consume and succeed with the solution, not just when contracts are signed. • Customer-centric selling requires ecosystem collaboration. No vendor solves enterprise problems alone - partners, platforms, and trusted advisors must align around outcomes. • Feature-driven selling is losing relevance. Modern sellers must understand business processes, strategic initiatives, and the broader technology landscape. • Leadership and enablement must evolve. Sales organizations need proactive coaching, role-play training, and deeper sales enablement - not reactive training after missed quarters. • Human skills are becoming more important in AI-driven selling. Listening, empathy, and relationship building now differentiate elite enterprise sellers. About Guest Laz Uriza is Global Go-To-Market Leader for SAP Business Technology Platform (BTP). He focuses on building enterprise GTM strategies that help organizations integrate platforms, partners, and data ecosystems to drive real business transformation. Known for his perspective on ecosystem-driven selling, Laz works at the intersection of enterprise sales strategy, customer-centric selling, and global GTM leadership. Connect with Laz Uriza on LinkedIn: https://www.linkedin.com/in/lazarouriza/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at: http://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders and GTM executives shaping modern sales strategy. Submit an application: https://globalperformancegroup.com/guest-submission/

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. 🔗 Explore more insights: https://www.globalperformancegroup.com/ ⏱ Timestamps 00:00 – Why B2B deals stall 02:10 – Why consultative selling alone isn’t enough 04:30 – Outcome-based selling vs solution selling 07:45 – Stakeholder management at senior level 10:20 – Sales discovery questions that surface business pain points 13:40 – Creating sales momentum by clarifying the cost of inaction You’ll learn: – Why sales momentum comes from resolution, not excitement – How to elevate sales discovery beyond surface business pain points – What outcome-based selling requires in senior stakeholder conversations – How to surface the cost of inaction without damaging trust 💡 Key Takeaways - Buyers don’t disappear because of competition. They stall because indecision feels safer than change. - Reassurance does not resolve hesitation. Strategic clarity does. - Value-based selling only works when tied to financial and strategic consequences. - Stakeholder management requires moving conversations to trade-offs and timing - not features. - The real role of consultative selling is facilitating decisions, not presenting solutions. If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at http://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

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. 🔗 Explore more insights: https://www.globalperformancegroup.com/ ⏱ Timestamps 00:00 – Why enterprise sales has become harder 04:50 – Turning customer advocacy into enterprise sales strategy 09:30 – How references shorten sales cycles & improve sales performance 15:10 – Using storytelling in sales enablement and relationship selling 24:40 – Coaching sales leadership to build reference habits 38:40 – The 3 skills that separate elite enterprise sellers You’ll learn: – How to operationalize customer advocacy inside your sales enablement motion – Why reference selling improves sales process optimization and sustainable revenue – How strong customer retention strategy fuels new enterprise sales – The leadership behaviors that build trust at scale 💡 Key Takeaways - Customer references should be embedded across the full enterprise sales strategy - not saved for the final negotiation. - Reference-driven selling increases win rates and shortens sales cycles by shifting the conversation from features to outcomes. - Sales leadership must model the behavior: build your own reference stories and lead by example. - Sustainable revenue and 90%+ renewal rates are reinforced by consistent customer touchpoints. - Elite enterprise sellers master three things: listening deeply, building domain content expertise, and maintaining disciplined pipeline management. 👤 About the Guest Jan Duthoo is Chief Revenue Officer EMEA at SAP SuccessFactors, leading one of the largest HR cloud portfolios globally. He oversees sales, pre-sales, value advisors, business development, and customer success teams across a highly complex international region. Jan specializes in building high-performance enterprise sales organizations focused on customer advocacy, sales enablement, and long-term sustainable revenue. Connect with Jan Duthoo on LinkedIn: https://www.linkedin.com/in/janduthoo/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at http://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

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. 🔗 Explore more insights: https://www.globalperformancegroup.com/ ⏱️ Timestamps 00:00 – Why outcome-based selling matters in healthcare sales 03:45 – When expertise kills momentum in medical device sales 09:10 – The danger of skipping sales discovery questions 15:00 – Confidence in selling: handling price & budget conversations 22:40 – Sales leadership, stakeholder management & scaling performance 29:30 – The future of sales: transformation in healthcare You’ll learn: – How to use outcome-based selling without losing relationship selling – Why sales discovery questions often get skipped (and what it costs) – How confidence in selling changes difficult budget conversations – What modern sales leadership looks like in healthcare sales – Why the future of sales requires both empathy and commercial control 💡 Key Takeaways - Expertise builds trust - but without commercial intent, it slows momentum. - Outcome-based selling keeps conversations anchored to impact, not features. - Sales discovery questions are simple - yet often avoided. - Confidence in selling is less about dominance and more about clarity. - The future of sales in healthcare demands transformation, not just innovation. 👤 About the Guest Simona Grandits is VP EMEA at QIAGEN, leading commercial operations across Europe, the Middle East, and Africa in the healthcare and life sciences space. She specializes in building high-performing medical device sales teams that balance scientific expertise with commercial discipline. Simona was recently selected as one of the EU Women Leaders 2026 - a highly competitive initiative recognizing 20 outstanding women across Europe from over 1,500 applicants across public and private sectors. You can view the announcement here: https://www.linkedin.com/posts/carol-constant_all-20-activity-7430189473377853440-SmTH?utm_source=share&utm_medium=member_desktop&rcm=ACoAAAG-SA4BAe8LLkM02b3JmhFFQqNxDUUFNyU This recognition reflects not only Simona’s commercial leadership in healthcare sales, but her growing influence in shaping the future of European board and executive leadership. Connect with Simona Grandits on LinkedIn: https://www.linkedin.com/in/simona-grandits-global-leader-emea-diagnostics-pharma-managing-director/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at http://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

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. 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🔗 Explore more insights: https://www.globalperformancegroup.com/ ⏱ Timestamps 00:00 – Why product led growth breaks without prioritization 04:18 – The “activity trap” hurting sales efficiency 08:40 – CAC to LTV and lifetime value optimization in SMB sales 13:25 – What makes a Product Qualified Lead (PQL)? 18:05 – AI in sales & automating repetitive work (without losing the human touch) 24:35 – Leadership, empathy & scaling sales teams the right way You’ll learn: – Why not every inbound signup deserves a sales conversation – How CAC optimization and lifetime value should guide scaling decisions – When AI in sales increases efficiency - and when it shouldn’t replace people – How product qualified leads help sales teams focus where they add value 💡 Key Takeaways - Product-led growth requires disciplined prioritization - not more activity. - CAC to LTV is the economic guardrail for scaling sales teams sustainably. - Product signals should determine when human intervention creates value. - AI in sales should remove repetitive work, not remove the human connection. - High-volume environments demand clarity, not more effort. About Guest Amit Shalev is VP of Growth at Navan, where he leads the SMB revenue engine at the intersection of product led growth and sales strategy. He specializes in using product qualified leads, CAC to LTV modeling, and data-driven prioritization to scale sales teams without unnecessary headcount growth. Connect with Amit Shalev on LinkedIn: https://www.linkedin.com/in/amitshalev/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern B2B sales, leadership, and performance. 🔗 Explore more at http://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

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. 🔗 Explore more insights: https://www.globalperformancegroup.com/ ⏱ Timestamps: 00:00 – Why sales psychology drives sales performance 02:20 – Strategic selling vs. staying in your comfort zone 04:45 – Outcome-based selling and avoiding financial conversations 06:30 – Confidence in selling: competence over bravado 07:15 – Consultative selling approach & provoking new needs 08:40 – Sales culture, trust, and leadership impact You’ll learn: – Why comfortable conversations destroy sales performance – How outcome-based selling shifts you from product to ROI conversations – What real confidence in selling actually looks like – Why strategic selling requires engaging senior stakeholders and the C-suite – How sales coaching and sales culture determine long-term performance 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 💡 Key Takeaways - Sales performance drops when sellers retreat into safe, technical conversations instead of engaging in strategic selling. - Sales psychology - not just sales enablement - determines whether deals move forward. - Confidence in selling comes from competence and deliberate practice, not motivation. - Outcome-based selling requires engaging stakeholders who can shape ROI and business impact. - High-performing B2B sales teams build a culture where uncomfortable conversations are normalized. If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern B2B selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

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. 🔗 Explore more insights: https://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 00:00 – Outcome-Based Selling vs product mindset 04:15 – The “solution selling” illusion in B2B sales 09:30 – Enterprise sales strategy: where execution breaks 15:40 – Sales accountability in long implementation cycles 21:10 – Leading sales transformation without chaos 27:00 – Consistency, courage & patience in sales leadership You’ll learn: - Why many “consultative selling” models still operate with a product mindset - What sales leadership must change to drive true customer centricity - How sales accountability shifts in multi-year enterprise sales strategy - Why value-based selling requires operating model change - not just new language 💡 Key Takeaways - If your solution story collapses without your product at the center, you’re not selling solutions - Sales transformation fails in the “messy middle” - not at kickoff - Outcome-based selling requires courage to change metrics, roles, and funding - Enterprise sales strategy must optimize around customer outcomes - not product features - Leadership consistency, courage, and patience determine whether transformation sticks About Guest Michael Oren is SVP Americas Sales at Dematic, a global leader in warehouse automation. Formerly EVP of Global Services at Xerox, he has led large-scale commercial reinvention - from product selling to services-led, outcome-based models. Michael specializes in sales transformation, enterprise sales strategy, and aligning sales culture to customer outcomes. Connect with Michael on LinkedIn: https://www.linkedin.com/in/michaeloren/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern B2B selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

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. 🔗 Explore more insights: https://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 00:00 – Why sales never really “ends” in complex B2B 04:30 – How miscommunication kills B2B sales deals 09:00 – The cross-functional triangle: sales, technical, delivery 14:40 – Building stakeholder collaboration at scale 20:00 – Leadership, accountability, and shared KPIs 31:50 – The future of B2B sales and AI’s role You’ll learn how to: - Align cross-functional teams across the entire B2B sales lifecycle - Prevent miscommunication that quietly derails enterprise deals - Build stakeholder collaboration without slowing execution - Create sales accountability without silos or blame 💡 Key Takeaways - Cross-functional alignment matters more than product or price in complex B2B sales - Miscommunication - internally and externally - is the biggest hidden deal risk - High-performing sales teams rotate leadership based on deal stage, not hierarchy - Sales accountability improves when teams share outcomes, not just targets - Confidence in B2B selling comes from preparation, listening, and inclusion About Guest Bassem Salameh is Head of Network North Europe at Ericsson, where he leads large-scale technical, sales, and delivery organizations in complex enterprise environments. Known for his techno-commercial leadership approach, Bassem helps organizations align cross-functional teams to deliver sustainable B2B sales performance at scale. Connect with Bassem on LinkedIn: https://www.linkedin.com/in/bassem-salameh-4311894/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern B2B selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/

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. 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🔗 Explore more insights: https://www.globalperformancegroup.com/ ⏱️ Timestamps 00:00 – Why build trust for sales before pipeline and process 03:40 – Relationship selling vs. sales process: what actually scales 07:25 – Transparency + predictability: the trust formula for sales leaders 11:10 – Channel partnerships, credibility, and leadership authenticity 16:55 – Repairing trust when deals break down 20:45 – AI in B2B sales: why trust still beats automation You’ll learn: - How to build trust for sales without overpromising - Why relationship selling outperforms process-heavy sales models - How leadership authenticity drives long-term partner success - Where AI supports selling - and where it can’t replace human trust 💡 Key Takeaways - Trust is not a KPI - it’s a daily leadership decision - Relationship selling scales when predictability replaces perfection - Transparency only works when it’s practiced, not presented - Strong channel partnerships are built on honesty, not opportunism - AI can scale process, but trust scales relationships About the Guest Blanca Galletero is VP EMEA Channels at SentinelOne, leading go-to-market and partner ecosystems across Europe. With 20+ years of experience across companies like Amazon, Microsoft, Oracle, Salesforce, and SentinelOne, she’s known for building high-trust relationships through leadership authenticity, value-based selling, and transparency. Connect with Blanca on LinkedIn: https://www.linkedin.com/in/blanca-galletero/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/

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. 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🔗 Explore more insights: https://www.globalperformancegroup.com/ Timestamps: 00:00 – Why credibility is fragile in AI-driven B2B sales 03:30 – Sales enablement strategy in fast-moving markets 06:10 – Go-to-market strategy: precision over coverage 09:45 – Turning reps into outcome-based sellers 14:10 – Continuous enablement vs. one-off sales training 18:20 – What elite sellers must unlearn in the AI era You’ll learn: – Why traditional sales enablement strategies fall apart in AI markets – How go-to-market execution creates focus instead of noise – What outcome-based selling actually looks like in complex deals – How continuous enablement keeps teams relevant and credible 💡 Key Takeaways - Sales enablement strategy must be continuous, not event-based - Credibility is the true currency in AI-driven B2B selling - Go-to-market strategy works best when it prioritizes precision over volume - Outcome-based selling reframes deals away from features and toward value - Leaders must model learning to keep teams relevant as markets accelerate About the Guest Phil Manez is VP of Go-To-Market Execution at VAST Data, where he operates at the intersection of product, engineering, marketing, and sales enablement. Known for building enablement systems that keep pace with rapidly evolving AI markets, Phil helps sales teams stay credible, focused, and outcome-driven in complex B2B environments. Connect with Phil Manez on LinkedIn: https://www.linkedin.com/in/philmanez/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/ 📘 Download the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/

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. 🔗 Explore more insights: https://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ ⏱️ Timestamps: 00:00 – Why RFPs fail in B2B sales 03:45 – RFPs are the end of the sales cycle 08:30 – Outcome-based selling vs reactive RFPs 14:10 – Enterprise sales strategy: shaping deals early 20:25 – When sales leadership should walk away from RFPs 27:40 – Coaching teams to increase RFP win rates You’ll learn how to: - Stop wasting time on unwinnable RFPs - Shift from reactive selling to outcome-based selling - Build a healthier B2B sales pipeline with higher win rates - Lead sales teams with intention - not pressure 💡 Key Takeaways - RFPs are not the start of the sale - they are the final checkpoint. - High-performing B2B sales teams shape opportunities months before procurement gets involved. - Inflated pipelines don’t drive results - disciplined qualification does. - Sales leadership must reward impact, not activity. - Walking away from the wrong RFP is a strategic advantage, not a failure. About the Guest Patrick Oestreich is a senior commercial leader with decades of experience in RFP-driven, highly competitive enterprise environments. Most recently, he served as Chief Commercial Officer (CCO) and Executive Board Member at Hellmann Worldwide Logistics and is preparing to assume a CEO role at a mid-sized, family-owned business. Known for combining strategic clarity with human leadership, Patrick helps organizations rethink how they sell, qualify, and lead in complex B2B environments. 🔗 Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patrick-oestreich-54b2ab56/ If this episode challenged how you think about RFPs, share it with your sales leadership team. 🎧 Subscribe to the B2B Sales Trends Podcast for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/

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. 🔗 Explore more insights: https://www.globalperformancegroup.com/ 👉Download the report here: https://globalperformancegroup.com/26-sales-trends/ Timestamps: 00:00 – Why increasing sales performance feels harder today 02:18 – Sales trends 2026 and what they reveal about modern selling 04:40 – Predictability vs pressure in B2B sales strategy 06:55 – Sales manager coaching as the real performance lever 08:20 – Confidence in selling and the consultative sales approach 09:30 – Final reflections + the future of sales leadership You’ll learn: – Why pressure-based sales training is breaking performance – How predictability increases confidence in selling – The growing impact of sales manager coaching – What modern buyers expect from consultative sales conversations 💡 Key Takeaways - Increasing sales performance today depends more on systems than effort - Predictable environments outperform pressure-driven sales cultures - First-line sales managers are the true drivers of behavior change - Confidence in selling comes from clarity, not urgency - Sales trends 2026 reward consistency over intensity About the Episode This is a solo 100th episode special hosted by Harry Kendlbacher, founder of Global Performance Group and host of the B2B Sales Trends Podcast. Drawing from hundreds of conversations with sales leaders worldwide, Harry shares the foundational shifts redefining performance, leadership, and trust in modern B2B sales. If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 📘 Download the full 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🔗 Explore more at https://www.globalperformancegroup.com/

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. 🔗 Explore more insights: https://www.globalperformancegroup.com/ You’ll learn: - Why sales strategies fail in execution - and how to fix it - How elite sellers move from product pitching to problem solving - What buyer psychology reveals about modern purchase decisions - How sales enablement best practices drive consistent execution ⏱ Timestamps 00:00 – What High Performance in Sales Really Means Today 04:35 – Why Sales Strategy Breaks Down in Execution 09:05 – Measuring Impact vs Activity in B2B Sales 11:15 – From Product Pushing to Problem Solving Sales Technique 13:30 – Buyer Psychology and Modern Purchase Decisions 24:20 – AI in Sales Enablement and the Future of Selling 💡 Key Takeaways - High performance in sales comes from impact, not volume - Sales techniques must align with how buyers actually make decisions - Sales enablement best practices fail without coaching and reinforcement - Buyer psychology explains why activity alone doesn’t move deals - AI in sales enablement amplifies skill — it doesn’t replace judgment About the Guest Brian North is Senior Vice President of Strategic Brand Partnerships at Hearst, where he focuses on performance, innovation, and consultative selling across a complex, fast-moving media landscape. With over 25 years of experience, Brian helps organizations translate data, audience insights, and buyer psychology into sales techniques that drive real business outcomes. Connect with Brian on LinkedIn: https://www.linkedin.com/in/brian-n-85b2682/ If this episode sparked new thinking, share it with a sales leader or enablement partner focused on execution - not just strategy. 🎧 Subscribe for weekly insights on modern B2B selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/

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. 🔗 Explore more insights: https://www.globalperformancegroup.com/ You’ll learn: - Why sales team culture building determines execution quality - How organizational culture connects directly to revenue outcomes - What “buyer journey thinking” really means for modern B2B sales - How leaders turn strategy into consistent daily behavior ⏱ Timestamps 00:00 – Why Sales Team Culture Building Drives Performance 03:20 – Turning Sales Strategy for B2B Into Daily Habits 07:20 – Organizational Culture vs. Slide-Deck Strategy 11:50 – What the Buyer Journey Really Looks Like in Practice 16:30 – Moving Beyond the First Deal in B2B Sales 22:45 – The Habits That Separate Average and Elite Sales Teams 💡 Key Takeaways - Sales team culture building is the foundation of sustainable performance - The best sales strategy for B2B lives in habits, not frameworks - Organizational culture shows up in how teams behave under pressure - Understanding the buyer journey prevents transactional selling - Consistency and clarity matter more than motivation or incentives About the Guest Susana Klotz is VP of Global New Client Acquisition at Kaseya, where she leads global go-to-market teams focused on growth, execution, and culture. Known for her disciplined, people-first leadership approach, Susana helps organizations translate strategy into repeatable behaviors that drive long-term results. Connect with Susana on LinkedIn: https://www.linkedin.com/in/susana-klotz/ If this episode sparked new thinking, share it with a sales leader or enablement partner focused on building culture that performs. 🎧 Subscribe for weekly insights on modern B2B selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/

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. 🔗 Explore more insights: https://www.globalperformancegroup.com/ You’ll learn: - How Sales Engineers elevate Business Development beyond demos - Why consultative discovery is the new competitive advantage - How Sales Enablement scales SE impact across global teams - What strong SE–AE collaboration looks like in practice ⏱ Timestamps 00:00 – Why Sales Engineering Is Now Core to Business Development 04:50 – From Technical Demos to Consultative Sales Engineering 09:40 – Discovery, Curiosity, and Business Outcomes in Enterprise Deals 14:55 – Scaling Sales Enablement Across Global SE Teams 18:05 – How Sales Engineers and Sellers Co-Own Accounts 25:10 – The Top Skills Every Elite Sales Engineer Needs 💡 Key Takeaways - Sales Engineering has evolved from technical support into strategic - Business Development - Great Sales Engineers uncover unconsidered needs, not just stated requirements - Sales Enablement is critical to scaling SE excellence across large organizations - Trust, curiosity, and inspiration matter as much as technical depth - Long-term customer value is created through proactive, ongoing engagement About the Guest Nirav Sheth is VP of Global Sales Engineering at Pure Storage, where he leads a worldwide organization of Sales Engineers supporting enterprise, mid-market, and emerging customers. Known for transforming Sales Engineering into a consultative, outcome-driven function, Nirav helps organizations connect technology investment directly to business impact. Connect with Nirav on LinkedIn: https://www.linkedin.com/in/niravsheth3/ If this episode sparked new thinking, share it with a Sales Engineer, seller, or enablement leader on your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/

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. 🔗 Explore more insights: https://www.globalperformancegroup.com/ You’ll learn: - How sales discovery questions uncover urgency without pressure - Why “cost of inaction” beats ROI in complex B2B selling - How sales coaching and role play drive consistent performance - The outbound prospecting strategy that activates buyers early ⏱ Timestamps 00:00 – Why Sales Discovery (Not Pitching) Creates Momentum 03:55 – Turning Passive Buyers Into Active Buyers Through Discovery 08:40 – Finding Real Business Pain Points and the Cost of Inaction 13:30 – Sales Discovery Questions That Drive Consultative Selling 18:50 – Sales Coaching, Role Play, and Building Sales Momentum 24:45 – Outbound Prospecting Strategy and Sustaining Performance 💡 Key Takeaways - Sales discovery works when it uncovers business pain tied to outcomes, not surface-level problems - The biggest threat to deals isn’t rejection - it’s buyer inaction - Consultative selling requires curiosity, discipline, and deep listening - Sales coaching only sticks when leaders model, practice, and repeat - Strong outbound prospecting activates buyers before competition enters About the Guest Lisa DeCristofaro is a Sales Director at UKG, where she leads and scales high-performing B2B sales teams in highly competitive markets. Known for her practical approach to sales discovery, coaching, and leadership development, Lisa helps organizations move from stalled deals to consistent execution through trust, clarity, and disciplined practice. Connect with Lisa on LinkedIn: https://www.linkedin.com/in/lisadecristofaro/ If this episode sparked new thinking, share it with your team or a sales leader navigating stalled deals. 🎧 Subscribe for weekly insights on modern B2B selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/

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. 🔗 Explore more insights: https://www.globalperformancegroup.com/ Timestamps: 00:00 – When an overflowing sales funnel becomes a problem 03:10 – Fast vs slow sales motions and why mindset matters 07:15 – Turning brand demand into real sales qualification 11:40 – RFQs, margins, and deciding when to say no 16:30 – Consultative selling, value-based selling, and trust 22:45 – Procurement, demand management, and winning complex deals You’ll learn: - How a consultative selling approach sharpens sales qualification - Why the sales funnel performs better when teams pursue fewer deals - How to evaluate RFQs through value-based selling, not urgency - What demand management looks like in complex B2B sales cycles 💡 Key Takeaways - Strong brands fill the sales funnel, but disciplined qualification converts it - Consultative selling wins trust by focusing on customer value, not volume - Saying no to the wrong RFQs protects margins and boosts win rates - Value-based selling outperforms generic responses in complex deals - Early procurement engagement reduces risk and improves outcomes About Guest Hans van der Eijk is SVP Commercial for Western Europe at DP World, where he leads commercial strategy across fast-moving freight forwarding and long-cycle contract logistics businesses. With decades of experience in complex B2B sales environments, Hans is known for building disciplined sales teams that win through consultative selling, value articulation, and focused demand management. Connect with Hans van der Eijk on LinkedIn: https://www.linkedin.com/in/hansvandereijk/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/

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. 🔗 Explore more insights: https://www.globalperformancegroup.com/ Timestamps: 00:00 – Why public sector sales are uniquely complex 03:45 – Outcome-based selling as the ultimate ROI in B2B 07:50 – Sales leadership as coaching, not control 12:30 – Using ecosystem intelligence in complex sales cycles 17:45 – The three Ps: participation, productivity, pricing discipline 24:30 – Enterprise sales planning and consistency at scale You’ll learn: - How outcome-based selling drives ROI in B2B and public sector sales - Why sales leadership is the biggest lever in complex sales cycles - A simple framework for enterprise sales planning and consistency - How to navigate partners, competitors, and stakeholders with clarity 💡 Key Takeaways - ROI in B2B is best proven through outcomes, not features or speed - Public sector sales reward simplicity, repeatability, and discipline - Strong sales leadership shows up as coaching, planning, and execution - Complex sales cycles are won through ecosystem intelligence - Consistent performance comes from participation, productivity, and pricing discipline About Guest Bill Rowan is VP of Public Sector at Splunk, where he leads large-scale government and public sector sales organizations across highly complex, regulated environments. Known for building disciplined, outcome-focused teams, Bill helps sales leaders simplify complexity, drive ROI in B2B, and deliver long-term value through modern sales leadership. Connect with Bill Rowan on LinkedIn: https://www.linkedin.com/in/browan/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, sales leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/