Complex B2B sales is broken, and outcome based selling is the shift most teams are still missing. In this episode, we unpack why traditional RFP-driven selling fails and how modern sales and go-to-market strategy are evolving.

Harry sits down with Karan Chetal, Global Chief Growth Officer at Monks, to explore how leading organizations are moving from benchmarking and pitching to co-creation, trusted advisor selling, and real business outcomes. If you're in b2b sales, sales leadership, or building a modern GTM strategy, this conversation will challenge how you think about winning deals.

📘 Get the 26 Sales Trends for 2026 report:

👉 https://globalperformancegroup.com/26-sales-trends/

⏱️ Timestamps:

00:00 – Complex B2B sales: why RFPs fail today

03:30 – AI in sales & shifting to outcome based selling

06:00 – Go-to-market strategy: from horizontal to vertical GTM

09:00 – Why buyers care about outcomes, not solutions

13:00 – RFP vs co-creation in complex b2b sales

18:30 – Trusted advisor selling & winning without benchmarking

You’ll learn:

– Why RFP processes hurt your b2b sales strategy

– How outcome based selling changes client conversations

– What modern sales leadership must shift in GTM strategy

– How AI in sales is accelerating decision-making and expectations

💡 Key Takeaways

- RFPs are often benchmarking exercises - not real buying decisions

- In complex B2B sales, outcomes matter more than capabilities

- Co-creation with clients dramatically increases win probability

- AI is accelerating the shift toward faster, outcome-driven decisions

- Trusted advisor positioning is now a requirement - not a differentiator

About Guest

Karan Chetal is Global Chief Growth Officer at Monks. Known for driving large-scale transformation and growth, he helps organizations align go-to-market strategy with outcome based selling and AI-driven innovation.

Connect with Karan Chetal on LinkedIn: https://www.linkedin.com/in/karan-chetal-490639134/

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📘 Get the 26 Sales Trends for 2026 report:

👉 https://globalperformancegroup.com/26-sales-trends/

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