B2B Sales Trends

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 value based selling and real differentiation strategy.

In this episode of the B2B Sales Trends Podcast, Harry sits down with Rich Van Sprang, General Manager and Vice President of Sales, Americas at Hitachi Vantara, to explore how enterprise sales teams can move beyond commoditized conversations and create value driven outcomes. From changing buying behavior to discovery questions, qualification discipline, and the cost of inaction, this conversation offers a clear lens on what separates average sellers from elite performers in today’s remote sales environment.

🔗 Explore more insights: https://www.globalperformancegroup.com/

⏱️ Timestamps:

00:00 – Why B2B sales is stuck competing on price

03:50 – Buying behavior changes and remote sales impact

06:15 – Value based selling vs technical selling in enterprise sales

10:00 – Discovery questions that drive real differentiation strategy

15:00 – Cost of inaction and why deals stall

22:30 – Internal champions and qualifying real opportunities

You’ll learn:

– How to stop competing on price and lead with value

– Why discovery questions define your sales process

– How internal champions influence enterprise sales outcomes

– How to qualify real opportunities and avoid stalled deals

💡 Key Takeaways

- If you lead with “what” instead of “why”, you will be forced into price competition

- The real competitor in B2B selling is often doing nothing, not another vendor

- Strong discovery questions create differentiation before pricing ever comes up

- Internal champions are critical to carrying your value message inside the account

- Confidence and belief in your value proposition directly impact sales outcomes

👤 About Guest

Rich Van Sprang is General Manager and Vice President of Sales, Americas at Hitachi Vantara. With 18+ years of experience across sales, partner management, and executive leadership, he specializes in aligning go to market strategy with business outcomes and helping teams move from technical conversations to value based selling.

Connect with Rich Van Sprang on LinkedIn: https://www.linkedin.com/in/richard-van-sprang-bbb8744/

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We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy.

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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 doing nothing.

In this solo episode of the B2B Sales Trends Podcast, Harry breaks down why deals stall, how status quo bias shapes B2B sales psychology, and how to create urgency by making consequences visible. You’ll learn practical ways to uncover unconsidered needs, highlight the risks of inaction, and move enterprise sales conversations forward.

🔗 Explore more insights: https://www.globalperformancegroup.com/

⏱️ Timestamps:

00:00 – Why urgency is missing in B2B sales

00:25 – The comfort of the status quo in B2B deals

00:50 – Highlighting the cost of inaction in sales

01:20 – Uncovering hidden needs in B2B sales

01:50 – Building urgency to move deals forward

You’ll learn:

– Why buyers default to inaction even when change is needed

– How to clearly communicate the cost of inaction

– How to uncover unconsidered needs in complex sales

– How to shift conversations beyond ROI to real business risk

💡 Key Takeaways

- The cost of inaction is often more persuasive than ROI in B2B sales

- Status quo bias is the primary reason deals stall, not lack of value

- Urgency is created by making risk visible, not by applying pressure

- Unconsidered needs are the key to reframing buyer priorities

- Sales leaders who understand decision psychology close more complex deals

If this episode sparked new thinking, share it with your team.

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🎙️ 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.

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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 this B2B Sales Trends Podcast episode, Harry sits down with Monia Munari, Senior Vice President of Sales, Grid Technologies at Siemens Energy, to unpack how technical sales teams evolve into trusted business partners.

From enterprise sales and consultative selling to AI in sales and stakeholder engagement, this conversation breaks down the mindset shift behind modern B2B selling and sales leadership performance.

🔗 Explore more insights: www.globalperformancegroup.com

📘 Get the 26 Sales Trends for 2026 report:

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

⏱️ Timestamps:

00:00 – Why outcome based selling is replacing feature selling

03:25 – Sales transformation inside Siemens Energy

04:53 – How elite sellers prepare for enterprise sales meetings

07:08 – Stakeholder engagement and building a business case

15:25 – AI in sales: automate admin, protect human value

23:04 – The 3 sales skills top performers need now

You’ll learn:

• Why technical expertise alone no longer wins B2B sales

• How consultative selling creates larger opportunities

• Where AI in sales adds value without hurting trust

• The mindset shift from seller to owner of customer outcomes

💡 Key Takeaways

• Outcome based selling means leading with results, not products.

• The best sellers understand balance sheets, market pressure, and executive priorities.

• AI should remove low value tasks so sellers can focus on human conversations.

• Strong qualification saves time and increases win rates.

• Curiosity, empathy, and disciplined execution define elite sales talent.

👤 About Guest

Monia Munari is Senior Vice President of Sales, Grid Technologies at Siemens Energy. With 15+ years of international leadership experience across technical, operational, and commercial roles, she specializes in sales transformation, profitable growth, and leading high-performing teams.

Connect with Monia Munari on LinkedIn: https://www.linkedin.com/in/monia-munari-26b5b542/

If this episode sparked new thinking, share it with your team.

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🎙️ 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.

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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 why most B2B sales are lost long before formal procurement begins.

If you lead complex deals, enterprise sales strategy, or sales enablement teams, this conversation will sharpen how you approach stakeholder mapping, procurement process dynamics, and modern B2B selling. Raymond shares practical lessons from Asia Pacific markets that apply globally.

🔗 Explore more insights: www.globalperformancegroup.com

📘 Get the 26 Sales Trends for 2026 report:

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

⏱️ Timestamps:

00:00 – Why procurement strategy starts before the RFP

03:10 – How buying committees changed B2B sales

05:50 – Stakeholder mapping in complex enterprise sales

10:20 – Why late stage RFP bids rarely win

13:35 – Procurement process tactics to get involved early

23:35 – The habits of elite B2B sales leaders

You’ll learn:

• Why most sellers enter deals too late

• How to win trust with procurement instead of fighting them

• How stakeholder mapping improves win rates

• The traits top sales leadership teams build consistently

💡 Key Takeaways

• If the first time you hear about a deal is the RFP, your odds are already low.

• Procurement is not the enemy. Strong sellers treat them as partners in the buying process.

• Stakeholder mapping is essential in modern B2B sales because decisions are shared across finance, technical, and user groups.

• Great enterprise sales strategy means shaping deals early, not reacting late.

• Listening, continuous learning, and grit remain timeless traits of top performers.

👤 About Guest

Raymond Chow is a senior leader with up to 30 years of experience across sales, marketing, operations, and commercial leadership in the healthcare and life science industry. He is known for building high performing teams, developing partner networks, and driving accelerated growth across regional markets.

Connect with Raymond Chow on LinkedIn: https://www.linkedin.com/in/raymond-chow-5b97488/

If this episode sparked new thinking, share it with your team.

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🎙️ 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.

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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, Harry sits down with Marie Szymanski, General Manager at Atlas Copco, to unpack how smart companies turn acquisitions into competitive advantage through alignment, innovation strategy, and customer experience strategy.

From portfolio management to strategic partnerships, Marie shares how Atlas Copco avoids commoditization, equips modern sales teams, and creates real value based sales outcomes in manufacturing markets. If you lead B2B sales, growth strategy, or integration after acquisition, this conversation is highly relevant.

🔗 Explore more insights: www.globalperformancegroup.com

📘 Get the 26 Sales Trends for 2026 report:

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

⏱️ Timestamps:

00:00 – Business acquisition strategy nobody talks about

03:10 – Why Atlas Copco wins through innovation strategy

08:55 – How to avoid becoming a commodity in B2B sales

14:40 – Portfolio management that creates competitive advantage

20:15 – Value based sales and proving ROI to customers

29:25 – Building sales teams for strategic partnerships

You’ll learn:

• Why acquisitions fail when alignment is ignored

• How innovation strategy drives customer value

• What modern B2B selling looks like after integration

• How elite sales teams stay relevant in complex markets

💡 Key Takeaways

• Buying companies is easy compared with integrating culture, systems, and go to market execution.

• Customers do not buy broad portfolios. They buy clear outcomes and reduced risk.

• Innovation matters most when it solves real operational problems.

• Value based sales requires measurable ROI, not generic claims.

• Strong post acquisition growth depends on talent development and internal alignment.

👤 About Guest

Marie Szymanski is General Manager at Atlas Copco. Known for leading growth through innovation, portfolio expansion, and customer focused commercial strategy, she helps organizations turn acquisitions into market advantage while building high performing teams.

Connect with Marie Szymanski on LinkedIn: https://www.linkedin.com/in/marie-szymanski-ab174426/

If this episode sparked new thinking, share it with your team.

🎧 Subscribe for weekly insights on modern selling, leadership, and performance.

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🎙️ 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 process problems often hide behind activity. The real issue is whether buyers are committing to change. In this episode, Harry breaks down how buyer commitment, cost of inaction, and stronger conversations can improve win rates and strengthen your B2B sales strategy.

Too many teams mistake meetings, emails, and pipeline movement for real progress. In this solo episode of B2B Sales Trends, Harry shares how modern sellers shift from internal stages to buyer agreements, uncover business pain points, and create momentum that actually closes deals.

🔗 Explore more insights: https://globalperformancegroup.com/

📘 Get the 26 Sales Trends for 2026 report:

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

⏱️ Timestamps:

00:00 – Why your sales process may be hurting win rates

00:32 – Activity vs agreement in B2B sales

01:00 – Why unchecked stages waste time

01:16 – How to map a stronger sales process

01:42 – Shift from milestones to buyer agreements

02:05 – High performing teams build mutual commitment

02:23 – Striker questions and uncovering pain points

02:55 – Using cost of inaction to create urgency

03:20 – Why real buyer change improves win rates

You’ll learn:

– Why busy pipelines can still be weak pipelines

– How top teams gain commitment instead of chasing updates

– How to uncover real business pain points

– Why cost of inaction is a powerful lever in B2B sales

If this episode sparked new thinking, share it with your team.

🎧 Subscribe for weekly insights on modern selling, leadership, and performance.

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🎙️ 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 KPI mistakes are costing teams growth. Sales performance improves when leaders measure progress, pipeline health, and forecasting accuracy instead of relying only on revenue.

In this episode of the B2B Sales Trends Podcast, Harry sits down with John Glennon, SVP of Sales, North America at Sinch, to unpack why outdated scorecards hurt modern B2B sales teams. They explore the Five Cs framework, better coaching systems, MEDDIC sales methodology, and how elite leaders create predictable revenue through smarter measurement.

🔗 Explore more insights: www.globalperformancegroup.com

📘 Get the 26 Sales Trends for 2026 report:

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

⏱️ Timestamps:

00:00 – Why revenue is a flawed sales KPI for modern sales leadership

02:05 – The hidden sales performance problem most leaders miss

07:57 – John Glennon’s Five Cs sales KPI framework explained

12:11 – Sales pipeline management signals that predict future wins

17:10 – MEDDIC sales methodology and stronger enterprise sales process

30:15 – How B2B sales leadership teams should measure what matters

You’ll learn:

• Why lagging metrics create reactive leadership

• How to improve forecast accuracy and pipeline visibility

• What separates scalable sellers from streaky sellers

• How better key performance indicators drive stronger coaching

💡 Key Takeaways

• Revenue tells you what happened, not what is about to happen.

• Great sales KPI systems track pipeline creation, commit accuracy, and progress.

• Forecast discipline improves when sellers use clear qualification frameworks.

• Managers become better coaches when they stop acting as historians.

• Consistent pipeline creation is one of the clearest signals of elite sellers.

👤 About Guest

John Glennon is SVP of Sales, North America at Sinch. He leads high performing B2B sales teams across multiple segments and is known for building practical systems that improve forecasting, coaching, and long term sales performance.

Connect with John Glennon on LinkedIn: https://www.linkedin.com/in/johnglennon/

If this episode sparked new thinking, share it with your team.

🎧 Subscribe for weekly insights on modern selling, leadership, and performance.

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🎙️ 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/

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 Trends podcast, Harry sits down with Dave Hirsch, Regional Director at Bloomberg Industry Group, to unpack what sales leadership teams get wrong about sales technology, why deals stall, and how elite sellers use AI without losing the human edge.

From complex B2B sales to enterprise sales strategy, this conversation explores how modern sellers can use tools to prepare smarter, reduce buyer risk, and create real confidence at decision time. If you care about B2B selling, sales enablement, and the future of consultative selling, this episode is for you.

🔗 Explore more insights: www.globalperformancegroup.com

📘 Get the 26 Sales Trends for 2026 report:

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

⏱️ Timestamps:

00:00 – Why AI in sales exposes weak selling habits

03:45 – Bloomberg, complex B2B sales, and high risk buyers

08:55 – Sales technology overload and why more tools can hurt

11:40 – How elite sellers use AI in sales for prep and insights

24:00 – Sales leadership mistakes in AI adoption

35:00 – Human skills that still win enterprise sales strategy

You’ll learn:

• Why buyers still need human confidence before decisions

• How top reps use AI without becoming dependent on tools

• What sales leaders should focus on before buying new tech

• Why business acumen is now a competitive advantage

💡 Key Takeaways

• AI in sales should enhance judgment, not replace it.

• Too many tools create noise when teams need clarity.

• Great sellers use technology for prep, prioritization, and timing.

• Buyers make decisions when risk feels reduced.

• Human skills like empathy, trust, and business understanding are increasing in value.

👤 About Guest

Dave Hirsch is a Regional Director at Bloomberg. He leads teams serving Bloomberg Law clients and works closely with organizations navigating complex buying decisions where credibility, risk management, and long term value matter most.

Connect with Dave: https://www.linkedin.com/in/davehirschprofile/

If this episode sparked new thinking, share it with your team.

🎧 Subscribe for weekly insights on modern selling, leadership, and performance.

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📘 Get the 26 Sales Trends for 2026 report:

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🎙️ 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 deals don’t stall because of your solution. They stall because of misaligned stakeholders and hidden friction inside the buying group.

In this solo episode, Harry breaks down the real reason complex B2B sales slow down and what high performing sales leadership teams do differently. Drawing from outcome based selling and real enterprise sales experience, this episode gives you a clear framework to improve stakeholder management and move deals forward with confidence.

🔗 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 enterprise sales deals stall after a great demo

00:45 – The reality of 10+ stakeholder buying groups

01:30 – Mistake 1: Technical agreement vs real alignment

02:20 – Mistake 2: Why teams never say yes together

03:30 – Mistake 3: Comfort zone selling kills momentum

04:30 – Mistake 4: The danger of unmapped stakeholders

You’ll learn:

– How to navigate multi stakeholder enterprise sales environments

– Why outcome based selling requires full organizational alignment

– How to improve stakeholder management and reduce deal risk

– What separates high performing sales leadership from average execution

💡 Key Takeaways

- Enterprise sales success depends on alignment not just agreement

- Stakeholder management is the core discipline in complex B2B sales

- Avoiding difficult stakeholders introduces hidden risk into your sales pipeline

- Momentum is not progress unless decision ownership is clearly mapped

- High performing teams engineer consensus instead of relying on champions

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/

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 the B2B Sales Trends Podcast, Harry Kendlbacher sits down with Ole Gerkensmeyer, Chief Strategy Officer at Nexperia, to unpack why top-performing teams win by doing less, not more. This conversation challenges conventional b2b selling and shows how strategic focus drives sales growth and long-term impact.

📘 Get the 26 Sales Trends for 2026 report:

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

⏱️ Timestamps:

00:00 – Why most b2b sales strategy fails (b2b sales, sales leadership)

03:40 – The hidden cost of chasing too many deals (sales productivity, complex b2b sales)

09:40 – Key account management and the 80 percent revenue insight (key account management, enterprise sales)

13:20 – Winning bigger deals by involving the full organization (enterprise sales, go-to-market strategy)

18:00 – Building real partnerships that drive sales growth (customer centric selling, b2b selling)

25:30 – Stop chasing everything and think strategically first (sales coaching, sales leadership)

You’ll learn:

– Why focusing on fewer accounts increases revenue and impact

– How to identify high-value opportunities in complex b2b sales

– What separates top sales teams from average performers

– How to align go-to-market strategy with real customer needs

💡 Key Takeaways

- Most sales teams are not short on opportunities, they are short on focus

- A small number of accounts typically drive the majority of revenue

- Saying no is a strategic advantage in complex b2b sales

- High performance comes from thinking before acting, not doing more

- Real growth comes from deep partnerships, not surface-level activity

👤 About Guest

Ole Gerkensmeyer is Chief Strategy Officer at Nexperia. Known for his expertise in enterprise sales, go-to-market strategy, and key account management, he helps organizations focus their sales efforts to drive sustainable growth and market leadership.

Connect with Ole Gerkensmeyer on LinkedIn: https://www.linkedin.com/in/ole-gerkensmeyer-785884/

If this episode sparked new thinking, share it with your team.

🎧 Subscribe for weekly insights on modern selling, leadership, and performance.

🔗 Explore more at 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/