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In this episode of Enabling Buying: A B2B Sales and Revenue Podcast, host Paul Kirch speaks with David Harris, President of Brownell Travel, one of the oldest luxury travel companies in the United States. David started his career in public accounting at EY. Later, he moved into executive leadership roles in mortgage banking, insurance, and food ingredient distribution.

Today, David leads Brownell Travel, a 139-year-old company focused on creating meaningful travel experiences. He is passionate about the “human element” of business and helping advisors deliver transformational experiences for travelers.

Finally, David shares how Brownell Travel is preparing for AI and automation. At the same time, he explains why trust, personalization, and emotional connection remain essential in luxury travel.

• Why luxury travel continues to grow in the digital age
• The evolution from travel agent to trusted travel advisor
• How Brownell Travel creates emotionally driven experiences
• Why buyers value experiences more than transactions
• How incentive travel strengthens company culture and loyalty
• Why experiences often outperform cash rewards
• The emotional connection behind transformational travel
• The role of trust and relationships in luxury travel
• How Brownell Travel is preparing for AI and automation

• Brownell Travel
• Collavia
• Enabling Buying in a World of Selling methodology
• Incentive travel and President’s Club programs

There are two ways you can listen to this podcast. You can click the play button at the top of this page, or listen from your mobile device’s podcast player through Apple Podcasts, Spotify, or your preferred player of choice.

You can watch full episodes on our YouTube channel: Criteria for Success.

If you have questions you would like answered by our guests or experts, share them with us on LinkedIn or email your questions to [email protected].

To learn more about the methodology behind the show, visit collavia.com.

Looking for more episodes? Check out the full podcast collection right here: https://collavia.com/category/podcast/

The post David Harris on Luxury Travel, Incentives, and Selling Experiences That Last appeared first on Collavia.

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In this episode of Enabling Buying: A B2B Sales and Revenue Podcast, host Paul Kirch sits down with Carol Eversen, Area Managing Partner, CMO, and CRO at Chief Outsiders, to discuss how AI is reshaping search, buyer behavior, and revenue generation. With leadership experience spanning companies like AT&T, LexisNexis, MasterCard, and ALM Media, Carol brings decades of expertise in growth strategy, demand generation, and customer-driven marketing.

Paul and Carol explore how today’s buyers are relying more heavily on AI tools like ChatGPT and Perplexity to research companies before ever speaking with sales. As a result, traditional SEO strategies and outbound tactics are evolving rapidly. Carol explains why reputation, authority, trust, and relevance now play a much larger role in whether a company gets discovered, shortlisted, or ignored entirely.

The conversation also dives into how AI is changing the relationship between sales and marketing teams, why companies need to focus on effectiveness instead of just efficiency, and how organizations can create content and messaging that truly aligns with buyer intent. Throughout the discussion, Carol reinforces the importance of understanding emotional drivers, building credibility, and enabling buyers with clarity instead of overwhelming them with noise.

• How AI search tools are changing B2B buying behavior
• Why SEO is evolving instead of disappearing
• The growing importance of trust, reputation, and authority in AI-driven search
• How buyers are becoming more informed before speaking with sales
• Why emotional decision-making still drives B2B purchases
• The difference between efficiency and effectiveness in AI adoption
• How marketing and sales teams can align around shared revenue goals
• Why companies need better buyer-focused content and messaging
• The role of AI in improving sales preparation, coaching, and insights

• Chief Outsiders
• AI Search & LLM Models (ChatGPT, Perplexity AI, Claude)
• Collavia

There are two ways you can listen to this podcast. You can click the play button at the top of this page, or listen from your mobile device’s podcast player through Apple Podcasts, Spotify, or your preferred player of choice.

You can watch full episodes on our YouTube channel: Criteria for Success.

If you have questions you would like answered by our guests or experts, share them with us on LinkedIn or email your questions to [email protected].

To learn more about the methodology behind the show, visit collavia.com.

Looking for more episodes? Check out the full podcast collection right here: https://collavia.com/category/podcast/

The post Carol Eversen on AI Search, Buyer Trust, and the Future of Revenue Growth appeared first on Collavia.

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In this introductory episode of Enabling Buying: A B2B Sales and Revenue Podcast, host Paul Kirch explores the shift shaping modern B2B buying. Today’s buyers are more informed, more distracted, and more skeptical of traditional sales messaging than ever before. At the same time, AI-driven outreach and impersonal communication are creating even more noise in the marketplace.

d by Collavia CEO Charles Bernard, focuses on helping the buyer think through their decision and feel confident rather than pushing them toward a transaction. By becoming a resource and earning trust, sales professionals can align with the buyer’s emotional needs and move from being a persuader to a guide.

In this conversation, Paul shares what listeners can expect from the show, including real conversations with revenue leaders who are rethinking the buyer’s “why”. He explains why B2B decisions are driven by emotion and risk rather than pure logic, and how shifting your mindset can help you stand out in a crowded marketplace.

There are two ways you can listen to this podcast. You can click the play button at the top of this page, or listen from your mobile device’s podcast player through Apple Podcasts, Spotify, or your preferred player of choice.

You can watch full episodes on our YouTube channel: Criteria for Success.

If you have questions you would like answered by our guests or experts, share them with us on LinkedIn or email your questions to [email protected].

To learn more about the methodology behind the show, visit collavia.com.

Looking for more episodes? Check out the full podcast collection right here: https://collavia.com/category/podcast/

The post Modern B2B Buying: Enabling Buying Podcast with Paul Kirch appeared first on Collavia.

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In this episode of Enabling B2B Buying with Charles Bernard, we explore building trust and reputation in crisis communication with Kelly Stepno, Senior Leader at APCO, a global advocacy and advisory firm. Throughout her career, Kelly has spent her entire career in consulting, helping major organizations navigate crisis, litigation communication, and high-stakes reputation challenges.

Although she never planned to work in sales, Kelly explains how consulting placed her at the center of buying and selling. Over time, she learned that winning trust during crisis is not about pitching. Instead, it starts with listening closely, understanding leadership responsibilities, and helping solve real problems.

As a result, Kelly shares how the volatility of today’s environment has intensified pressure for both buyers and sellers, and why honesty, active listening, and relationship-building are now more important than ever. She also discusses how building trust and reputation in crisis communication shape every interaction, from crisis response to long-term advisory work.

• APCO Worldwide
• Crisis communication and reputation frameworks
• C-suite and KPI alignment strategies

There are two ways you can listen to this podcast. You can click the play button at the top of this page, or listen from your mobile device’s podcast player through Apple Podcasts, Spotify, Google Podcasts, YouTube, or your preferred player of choice.

You can watch full episodes on our YouTube channel: Criteria for Success.

If you have questions you would like answered by our guests or experts, share them with us on LinkedIn or email your questions to [email protected].

To learn more about Charles Bernard’s book Enabling Buying in a World of Selling, visit enablingbuying.com.

Looking for more episodes? Check out the full podcast collection right here: https://collavia.com/blog/

The post Kelly Stepno on Building Trust and Reputation in Crisis Communication appeared first on Collavia.

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In this episode of Enabling B2B Buying with Charles Bernard, Charles speaks with Jennifer Morgan, founder and CEO of Connective Communication and author of Hearts, Minds and Wallets: The Thin Book That Closes Gigantic Deals.

After 15 years on Wall Street with firms like Credit Suisse, Citigroup, and J.P. Morgan Asset and Wealth Management, Jennifer now helps leaders and teams communicate with clarity, close bigger deals, and create lasting relationships.

Drawing on her experience working with more than 45,000 people in 16 countries, Jennifer explains how to win hearts, minds, and wallets by serving others, asking better questions, and preparing thoughtfully for every interaction. She shares the story behind her book, the mentors who shaped it, and the tools and templates that help sellers move from pressure-driven pitches to clear, consultative conversations that enable buying.

Listen & Subscribe to Enabling B2B Buying with Charles Bernard

There are two ways you can listen to this podcast. You can click the play button at the top of this page, or listen from your mobile device’s podcast player through Apple Podcasts, Spotify, Google Podcasts, YouTube, or your preferred player of choice.

You can watch full episodes on our YouTube channel: Criteria for Success.

If you have questions you would like answered by our guests or experts, share them with us on LinkedIn or email your questions to [email protected].

To learn more about Charles Bernard’s book Enabling Buying in a World of Selling, visit enablingbuying.com.

Looking for more episodes? Check out the full podcast collection right here: https://collavia.com/blog/

The post Hearts, Minds, and Wallets: Jennifer Morgan on Closing Bigger Deals appeared first on Collavia.

For the short video summary, please click here.
Watch the full video here.

In this episode of Enabling B2B Buying with Charles Bernard, we highlight sales with purpose through the story of Kimberly Pearson, an audiologist and sales leader at Oticon, a Danish hearing health care company known for its groundbreaking work in “brain hearing.”

With more than 30 years of experience in audiology and sales, Kimberly shares how her career has been driven by one guiding purpose: changing lives through better hearing. She reveals how science, empathy, and mission-driven selling connect to create lasting trust between providers and patients, and how understanding your “why” shapes meaningful results.

Visit Kimberly’s company website here: https://www.oticon.com/

Listen & Subscribe to Enabling B2B Buying with Charles Bernard
There are two ways you can listen to this podcast: click the play button at the top of this page, or listen from your mobile device’s podcast player through Apple Podcasts, Spotify, Google Podcasts, YouTube, or your preferred platform.

You can also watch full episodes on our YouTube channel: Criteria for Success.

If you have questions you would like answered by our guests or experts, share them with us on LinkedIn or email your questions to [email protected].

To learn more about Charles Bernard’s book Enabling Buying in a World of Selling, visit enablingbuying.com.

Looking for more episodes? Check out the full podcast collection right here: https://collavia.com/blog/

The post Sales With Purpose: Kimberly Pearson on Mission-Driven Work at Oticon appeared first on Collavia.

In this episode of Enabling Buying in a World of Selling with Charles Bernard, Charles dives into why systems beat superstars in sustainable sales.

Joined by Katie Keith and Michael Quigley, both members of The Global Chamber, they explore how shifting from a transactional mindset to an enabling one transforms the buyer experience. This conversation proves that systems beat superstars when it comes to creating long‑term, trust‑driven success.

They discuss the principles of authentic selling, the power of trust, and the essential shift from high-pressure tactics to deep interpersonal skills. Furthermore, Katie and Michael emphasize that success in modern sales depends not on charisma alone, but on thoughtful systems, introspective habits, and adopting the buyer’s perspective. When you prioritize the buyer’s experience and commit to internal “renewal of the self,” long-term results (like renewals and enduring relationships) follow naturally.

Katie Keith
Founder of KK Collective, a platform supporting women in business through growth and transformation. She brings over 25 years of experience in banking and finance.

Michael Quigley
Founder of Kataholos, a coaching and leadership firm helping professionals grow through private coaching and content. A former teacher, he now works with international clients in English and Spanish.

Listen & Subscribe to Enabling B2B Buying with Charles Bernard
There are two ways you can listen to this podcast. You can click the play button at the top of this page, or listen from your mobile device’s podcast player through Apple Podcasts, Spotify, Google Podcasts, YouTube, or your preferred player of choice.

You can watch full episodes on our YouTube channel: Criteria for Success.

If you have questions you would like answered by our guests or experts, share them with us on LinkedIn or email your questions to [email protected].

To learn more about Charles Bernard’s book Enabling Buying in a World of Selling, visit enablingbuying.com.

Looking for more episodes? Check out the full podcast collection right here: https://collavia.com/blog/

The post Why Systems Beat Superstars: Katie Keith and Michael Quigley’s Guide to Sustainable Success appeared first on Collavia.

In this episode of Enabling B2B Buying with Charles Bernard, we highlight empowerment in tech leadership through the story of Joyce Durst, founder and CEO of Growth Acceleration Partners (GAP).

While many CEOs focus solely on growth, Joyce shares how building a strong culture rooted in values, empathy, and customer-centricity leads to long-term business success.

Together, Joyce and Charles explore how a culture of empowerment strengthens teams and sharpens B2B sales in today’s rapidly evolving tech landscape.

Listen & Subscribe to Enabling B2B Buying with Charles Bernard

There are two ways you can listen to this podcast. You can click the play button at the top of this page, or listen from your mobile device’s podcast player through Apple Podcasts, Spotify, Google Podcasts, YouTube, or your preferred player of choice.

You can watch full episodes on our YouTube channel: Criteria for Success.

If you have questions you would like answered by our guests or experts, share them with us on LinkedIn or email your questions to [email protected].

To learn more about Charles Bernard’s book Enabling Buying in a World of Selling, visit enablingbuying.com.

Looking for more episodes? Check out the full podcast collection right here: https://collavia.com/blog/

The post Joyce Durst on Building a Culture of Empowerment in Tech Leadership appeared first on Collavia.

In this episode of Enabling B2B Buying with Charles Bernard, Charles sits down with Joe Leo, founder of the software consultancy Def Method, to talk about how creativity, AI, and a service mindset are transforming B2B sales conversations. Def Method provides engineering solutions in Ruby, Python, and JavaScript and built Phoenix, the first AI platform exclusively for Ruby on Rails applications.

Joe and Charles explore how being useful, listening actively, and empowering the buyer leads to better relationships and business outcomes. Furthermore, they discuss how AI can help, not replace, human-led sales by enhancing clarity, personalization, and discovery.

Visit Joe’s company websites here:

Listen & Subscribe to Enabling B2B Buying with Charles Bernard
There are two ways you can listen to this podcast. You can click the play button at the top of this page, or listen from your mobile device’s podcast player through Apple Podcasts, Spotify, Google Podcasts, YouTube, or your preferred player of choice.

You can watch full episodes on our YouTube channel: Criteria for Success.

If you have questions you would like answered by our guests or experts, share them with us on LinkedIn or email your questions to [email protected].

To learn more about Charles Bernard’s book Enabling Buying in a World of Selling, visit enablingbuying.com.

Looking for more episodes? Check out the full podcast collection right here: https://collavia.com/blog/

The post Joe Leo on Blending Creativity, Service, and AI to Enable Buying appeared first on Collavia.

Human First, Seller Second is a mindset for sellers who want to build lasting trust and drive sustainable growth. In this episode of Enabling B2B Buying with Charles Bernard, Charles sits down with Heidi Anderson, a transformational growth executive and board advisor , and a long-time associate of Charles and his organization, Criteria for Success. Heidi brings decades of experience to the conversation, sharing how sales teams can thrive by making empathy and trust central to every conversation.

Together, Heidi and Charles unpack what it means to truly show up for buyers. Drawing from her leadership roles and experience across various business models, Heidi outlines the “Human First, Seller Second” philosophy that drives trust-based sales cultures, especially when leading across complex teams.

Visit Heidi’s company website here: https://www.solismammo.com/

Listen & Subscribe to Enabling B2B Buying with Charles Bernard
There are two ways you can listen to this podcast. You can click the play button at the top of this page, or listen from your mobile device’s podcast player through Apple Podcasts, Spotify, Google Podcasts, YouTube, or your preferred player of choice.

You can watch full episodes on our YouTube channel: Criteria for Success.

If you have questions you would like answered by our guests or experts, share them with us on LinkedIn or email your questions to [email protected].

To learn more about Charles Bernard’s book Enabling Buying in a World of Selling, visit enablingbuying.com.

Looking for more episodes? Check out the full podcast collection right here: https://collavia.com/blog/

The post Human First, Seller Second: Heidi Anderson on Sustainable Sales that Build Trust appeared first on Collavia.