B2B Sales Trends

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.