B2B Sales Trends

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.

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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.

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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.

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🔗 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.

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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.

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

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 has become the true differentiator in B2B selling and enterprise sales strategy.

In this conversation, host Harry Kendlbacher sits down with Gena Dakos, a seasoned sales enablement leader, to unpack how high-quality outreach, customer empathy, and thoughtful preparation help sellers stand out in a noisy, AI-driven market. From executive discovery to enterprise-scale deals, this episode reframes enablement as confidence, clarity, and credibility - not just training.

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

You’ll learn:

- Why preparation beats volume in modern B2B sales

- How sales enablement strategy builds confidence with executives

- What customer empathy really means in enterprise selling

- How AI supports preparation without replacing human judgment

⏱️ Timestamps

00:00 – Why preparation is the new sales differentiator

04:45 – High-quality outreach vs volume in B2B selling

08:55 – Customer empathy as a core sales enablement strategy

13:40 – Preparing for executive discovery conversations

18:50 – Enterprise sales strategy and multi-stakeholder deals

24:10 – Enablement, confidence, and long-term performance

💡 Key Takeaways

- Sales enablement strategy succeeds when it prioritizes preparation over activity

- Buyers are informed - sellers must add insight, not ask generic questions

- Customer empathy is built through research, not scripts

- Executive conversations demand clarity, relevance, and conviction

- Enablement works best when it builds confidence, not compliance

👤 About the Guest

Gena Dakos is a Sales Enablement Leader specializing in revenue enablement and enterprise sales strategy. With experience at Stripe, Rippling, FIS, and Gartner, Gena is known for building high-performing teams by deeply understanding sellers and designing the structure, preparation, and support they need to succeed in complex B2B environments.

Connect with Gena on LinkedIn: https://www.linkedin.com/in/gena-dakos-3a12ab5b/

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

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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 explore how modern sales leaders cut through dashboard noise, align sales and operations, and use AI to strengthen focus and trust - not replace human judgment.

Harry Kendlbacher sits down with Robert Brandt, Vice President of Sales Operations at Medline Industries, to unpack how healthcare buying behavior is evolving - and what it takes to keep sellers focused on value instead of fire drills. This is a grounded, real-world conversation about customer perception, data integration, and the future of AI in B2B sales.

🔗 Learn more: https://www.globalperformancegroup.com

You’ll learn:

- How data integration in healthcare impacts customer retention strategy

- Why AI in B2B sales only works when it drives action

- How sales enablement clears friction to unlock growth

- What supply chain resilience really means to modern buyers

⏱ Timestamps

00:00 – Why customer perception matters more than perfect data

04:10 – From selling to sales enablement in healthcare

07:50 – Data integration in healthcare and supply chain resilience

12:05 – Navigating AI in sales without losing trust

16:30 – How sales operations clear the road for revenue growth

22:10 – The future of AI in B2B sales and human decision-making

💡 Key Takeaways

- Customer perception outweighs internal dashboards in complex B2B sales

- Data integration only matters if it drives meaningful action

- Sales enablement fuels growth by removing friction, not adding process

- AI in sales should focus attention, not overwhelm teams

- Trust, ownership, and clarity remain the human edge in healthcare sales

About the Guest

Robert Brandt is Vice President of Sales Operations at Medline Industries, Inc., one of the largest healthcare suppliers in the United States. With a background in frontline selling and sales leadership, Robert now leads large-scale sales enablement and operations teams focused on revenue growth, customer retention, and operational excellence in healthcare.

He is known for bridging data, process, and human behavior to help sellers perform at their best - especially in complex, high-stakes environments.

Connect with Robert Brandt on LinkedIn: https://www.linkedin.com/in/robert-brandt-55248092/

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

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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 sales motivation, especially in complex, high-pressure sales environments.

In this conversation, Harry Kendlbacher sits down with Courtney Tranberg, VP of Sales (Trauma + Extremities) at Legacy Orthopaedics and long-time leader within the Smith+Nephew ecosystem. Courtney shares real-world lessons on building a coaching culture, adapting leadership across generations, and practicing human-centered leadership when results and pressure are high.

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

You’ll learn:

- Why two reps with the same role need completely different leadership

- How people-first leadership directly fuels sales motivation

- What quiet, everyday coaching moments really look like

- How to lead without ego when your team knows more than you

- Why performance follows when leaders prioritize trust and presence

⏱ Timestamps

00:00 – Why people-first leadership beats number-first management

03:55 – Sales motivation isn’t universal: coaching beyond the job title

06:00 – Quiet coaching moments that shape real performance

07:35 – Human-centered leadership across generations

15:25 – Building a coaching culture without losing authenticity

27:30 – Final reflections: presence, trust, and evolving leadership

💡 Key Takeaways

- Sales motivation improves when leaders focus on the human behind the role.

- A strong coaching culture is built through presence, not formal processes.

- People-first leadership requires adapting how you lead without changing who you are.

-Trust grows when leaders listen more than they instruct.

- Sustainable sales performance follows when teams feel genuinely supported.

👤 About the Guest

Courtney Tranberg is VP of Sales (Trauma + Extremities) at Legacy Orthopaedics, primarily representing Smith+Nephew Orthopaedics. With experience spanning from frontline sales to senior leadership, Courtney is known for building resilient teams through individualized coaching, trust-based leadership, and a deeply human approach to performance.

Connect with Courtney on LinkedIn: https://www.linkedin.com/in/courtneytranberg/

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

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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 the strategy that separates trusted partners from everyone else.

In this conversation, Harry Kendlbacher sits down with Ed See, Chief Growth Officer at Zeta Global, to break down the mindset shift sellers must make when engaging senior decision makers. From consultative selling, sales curiosity, and the courage to drop your own agenda, to the rising role of AI in sales and navigating enterprise buying groups - this episode gives you a complete framework for modern executive selling.

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

You’ll learn:

– What really causes pitches to fail in the C-suite

– How outcome-based selling reframes every executive conversation

– Why curiosity beats any pitch deck

– How to use AI in B2B sales without losing the human edge

– What senior leaders expect from top-performing sellers

⏱ Timestamps

00:00 – Why your C-suite pitch fails: the real reason features don’t land

02:40 – The shift from advising to doing: Ed’s enterprise sales strategy

06:20 – From provider to partner: the power of consultative selling

11:15 – Curiosity vs. interrogation: what real sales curiosity looks like

17:00 – AI in sales: how top sellers use AI in B2B sales prep

20:34 – Leadership insights: the future of outcome-based selling

💡 Key Takeaways

- Executive selling isn’t about product - it’s about advancing the executive’s agenda, not yours.

- Curiosity, when informed and intentional, is a seller’s most differentiating skill.

- Outcome-based selling outperforms features every single time at senior levels.

- AI gives sellers reach and intelligence, but it will never replace presence, courage, and judgment.

- The C-suite no longer buys alone - success requires orchestrating the entire enterprise buying group.

👤 About the Guest

Ed See is the Chief Growth Officer at Zeta Global, bringing decades of experience from McKinsey and Deloitte. Known for transforming how organizations build enterprise pipelines and engage senior decision makers, Ed helps teams shift from pitching products to delivering profitable customer outcomes.

Connect with Ed on LinkedIn: https://www.linkedin.com/in/ed-see-496857/

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

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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 planning, stakeholder orchestration, and early executive engagement turn enterprise complexity into strategic clarity and predictable outcomes.

Harry Kendlbacher sits down with Ludovic Neveu, SVP of Sales at Tricentis, to unpack the unseen systems behind consistent enterprise performance. From strategic selling to stakeholder management, sales process optimization, and cultural nuances in global engagement, Ludovic shares a blueprint for leaders who want to build teams that win with intention, not luck.

🔗 Explore more insights: www.globalperformancegroup.com

You’ll learn:

– How elite sellers plan before pipeline even exists

– Why executive engagement must be intentional, early, and outcome-driven

– What predictable enterprise sales strategy looks like in practice

– How to optimize sales operations planning across regions and cultures

⏱ Timestamps

00:00 – Why sales operations planning drives predictable results

03:40 – Building a disciplined, repeatable sales process (sales process optimization)

07:55 – Planning above quota and thinking like a strategic seller

10:20 – Stakeholder management: mapping legal, finance, security & procurement

13:30 – Executive engagement: when to call higher in enterprise sales strategy

18:35 – Global nuances in strategic selling across regions and cultures

💡 Key Takeaways

- Planning isn’t admin - it’s the engine of predictable performance in enterprise sales.

- Strategic sellers plan for people, not just pipeline, mapping internal and external stakeholders early.

- Executive engagement accelerates deals only when it’s intentional, prepared, and aligned to outcomes.

- Cultural and regional differences matter - processes stay global, but strategies must act local.

- Elite performers win through trust, strategic thinking, and disciplined hard work - not luck.

👤 About the Guest

Ludovic Neveu is the SVP of Sales at Tricentis, where he leads global sales teams across competitive enterprise markets. With over 30 years in software leadership, he is known for building disciplined, scalable sales processes and helping organizations elevate their strategic selling capabilities through intentional planning and executive orchestration.

Connect with Ludovic on LinkedIn: https://www.linkedin.com/in/lneveu/

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

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🔗 Explore more at www.globalperformancegroup.com