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. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at https://www.globalperformancegroup.com/

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. 🎧 Subscribe for weekly insights on modern selling, sales enablement, and leadership. 🔗 Explore more at https://www.globalperformancegroup.com

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. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at: https://www.globalperformancegroup.com

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. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at: https://www.globalperformancegroup.com

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. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at www.globalperformancegroup.com

Hyper-growth feels thrilling - until it breaks your GTM engine. In this episode, Patrick MacKelvie reveals how Remote rebuilt its go-to-market strategy and sales enablement foundations to transform chaos into sustainable revenue. Expect a masterclass in modern GTM, strategic selling, and international expansion. Harry Kendlbacher sits down with Patrick MacKelvie, VP of Sales Global New Business at Remote, to unpack what really happens when explosive growth outpaces process, people, and operational infrastructure. They explore GTM strategy, the shift from transactional to strategic selling, the role of sales curiosity, and why enablement becomes a non-negotiable for scale. 🔗 Explore more insights: www.globalperformancegroup.com You’ll learn: – How Remote managed global employment hyper-growth – What breaks first in a GTM motion (and how to fix it) – Why sales enablement is the backbone of sustainable revenue – How to balance transactional volume with enterprise strategy – What elite sellers do differently today ⏱ Timestamps 00:00 – When hyper-growth breaks your GTM engine (global employment context) 02:05 – Patrick’s role at Remote & international expansion strategy 04:32 – Why inbound momentum stops scaling + the shift to strategic selling 07:40 – Redefining GTM strategy when ICPs don’t work anymore 10:55 – The hidden operational dependencies behind sustainable revenue 15:22 – Sales enablement, sales curiosity & building a strategic sales culture 💡 Key Takeaways - Hyper-growth creates invisible GTM debt - and fixing it requires process, clarity, and courage. - Strategic selling demands a different skillset, mindset, and qualification rigor than transactional motions. - Sustainable revenue only emerges when sales, product, legal, finance, and operations move in sync. - Sales enablement becomes a growth multiplier, not a “nice-to-have,” when entering enterprise markets. - The top traits of elite sellers today: intelligence, motivation, and curiosity - especially in remote environments. 👤 About the Guest Patrick MacKelvie is the VP of Sales, Global New Business at Remote, leading a 150-person global sales organization across the Americas, EMEA, and APAC. Known for scaling teams during explosive global employment growth, he specializes in GTM strategy, strategic selling, and building the operational backbone required for sustainable revenue. Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patmack/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and GTM strategy. 🔗 Discover more at www.globalperformancegroup.com

Proactive selling is no longer optional - it’s the engine behind every modern GTM transformation. In this episode, we unpack how teams shift from reactive account management to a hunting mindset built on focus, discipline, and smart customer relationship management. Harry Kendlbacher sits down with Felipe Arancibia Coddou, EVP of Sales & Marketing for Europe & LatAm at Loomis, to explore what it takes to transform long-standing “farmer” models into opportunity-driven teams. They discuss cultural change, CRM discipline, leadership skills, and how to navigate a shrinking core market while expanding into new customer segments. 🔗 Explore more insights: www.globalperformancegroup.com You’ll learn: – Why proactive selling is now the backbone of successful GTM teams – How to help “farmers” adopt hunter behaviors – How leadership anchors sales transformation across countries and cultures – The role of CRM and customer relationship management in finding new opportunities – How to sustain daily behaviors that make a new GTM model stick ⏱️ Timestamps 00:00 – Farmers vs. hunters: what proactive selling really requires 02:45 – Why GTM teams must evolve as markets shift and cash declines 05:02 – Changing behavior: leadership skills that fuel sales transformation 06:57 – Defining what you’re “hunting” and how different markets adapt 09:03 – CRM, customer relationship management, and uniting legacy teams 10:58 – Fishing in the lake vs. open sea: the GTM expansion analogy 14:45 – How to embed proactive selling into daily habits across 17 countries 💡 Key Takeaways – Proactive selling starts with clarity: define the opportunities before training behavior. – CRM discipline is essential for productivity, decision-making, and GTM alignment. – Leadership skills, encouragement, and early pilot successes drive cultural change. – Sales transformation succeeds when teams share wins, tools, and consistent messaging. – Expanding from core markets requires new products, new processes, and new mindsets. 👤 About the Guest Felipe Arancibia Coddou is the EVP of Sales & Marketing for Europe & LatAm at Loomis, where he leads commercial strategy across 17+ countries. He specializes in transforming traditional service organizations into proactive, opportunity-driven GTM teams and building structures that scale across diverse markets. Connect with Felipe on LinkedIn: https://www.linkedin.com/in/svp-felipe-arancibia/ 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

Modern selling isn’t about pushing - it’s about problem identifying. In this episode, we break down sales training that actually works, rooted in customer problem identification and ROI selling marketing strategies that help elite sellers win without discounting. In this conversation, Harry Kendlbacher sits down with Beth Morris, VP of Product Insights at NielsenIQ, to decode the real skills behind high-performing sellers - from insight-driven discovery to value-based selling, negotiation without concessions, and using the cost of inaction to drive urgency. If you’re leading a sales team or selling into complex buying groups, this episode will change how you prepare, position, and influence. 🔗 Explore more insights: www.globalperformancegroup.com You’ll learn: – Why elite sellers “never sell anything” - they solve – How to uncover problems buyers can’t see yet – When to use ROI selling marketing to hold value – Why discovery must generate new insight, not recycle questions – How to walk away early to protect pipeline quality ⏱️ Timestamps 00:00 – Why the best sellers never “sell” (sales problem solving) 02:46 – Sales training mistake: “show up and throw up” discovery 06:18 – How to do real customer problem identification (value-based selling) 09:50 – Qualifying out fast: a modern sales strategy essential 13:39 – Using ROI selling marketing to negotiate without concessions 18:53 – The cost of inaction: when and how to use COI with buyers 21:54 – Top traits elite sellers share in 2025 💡 Key Takeaways - Elite sellers are problem identifiers, not product pitchers. - Insight-led discovery creates value buyers haven’t seen yet. - Persona-based conversations outperform topic-based selling every time. - ROI selling marketing protects pricing power and avoids concessions. - COI (cost of inaction) is a powerful lever for creating urgency. 👤 About the Guest Beth Morris is the Vice President of Product Insights at NielsenIQ, where she helps companies understand product performance, market dynamics, and customer decision patterns across CPG categories. She is known for transforming complex data into commercial insights that fuel smarter sales strategy and better customer conversations. Connect with Beth on LinkedIn: https://www.linkedin.com/in/bethamorris/ 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

Emotional intelligence in sales isn’t soft - it’s the foundation of ownership, accountability, and how your team shows up when it matters. In this episode of the B2B Sales Trends Podcast, we explore how mindset, self-awareness, and personal responsibility create a deeper, more resilient ownership culture that shapes sales performance far beyond KPIs. 🔗 Explore more insights: www.globalperformancegroup.com 00:00 – Why ownership culture transforms modern sales 03:45 – Emotional intelligence in leadership & daily habits 07:20 – How sales accountability fuels real curiosity 11:35 – Leadership integrity while scaling sales teams 16:00 – Team motivation through humility & self-reflection 19:45 – Growth mindset in sales: the power of consistent practice In this conversation, Harry Kendlbacher sits down with Amy Spurgeon, VP of Growth at WPP, to unpack how ownership and emotional intelligence shape high-performing sales cultures. Amy shares how curiosity emerges from responsibility, how accountability drives better discovery, and why joy, humility, and self-reflection matter just as much as targets. You’ll learn: – Why emotional intelligence strengthens sales leadership – How ownership culture elevates sales accountability – Why curiosity is a growth mindset skill - not just a tactic – How leadership integrity fuels team motivation – What elite salespeople do differently in their daily habits 💡 Key Takeaways – Emotional intelligence unlocks accountability and honest self-reflection. – Ownership culture creates consistency in how sales teams show up. – Curiosity emerges when reps feel responsible for outcomes. – Leadership integrity builds trust, not pressure. – Growth mindset in sales is a practice, not a personality trait. 👤 About Guest Amy Spurgeon is the VP of Growth at WPP, with a career spanning sales, enablement, and global commercial leadership. Known for her emotionally intelligent leadership style, she helps organizations build ownership-driven sales cultures rooted in curiosity, accountability, and integrity. Connect with Amy on LinkedIn: https://www.linkedin.com/in/amy-spurgeon-wpp/ 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

A strong coaching culture doesn’t just improve performance - it rewires how your teams think, sell, and serve customers. In this episode of the B2B Sales Trends Podcast, we explore how sales coaching, autonomy, and cultural alignment become the foundation for customer centricity and truly value based selling. Harry Kendlbacher sits down with Andre Schindler, GM EMEA & SVP Global Sales at NinjaOne, to reveal how modern sales leadership builds resilient, high-performing teams in fast-scaling environments. 🔗 Explore more insights: www.globalperformancegroup.com Timestamps: 00:00 – Building a coaching culture inside global sales teams 03:45 – Culture as a foundation for scaling sales teams 07:20 – Why sales coaching builds critical thinking & autonomy 11:35 – Leadership development during hyper-growth 16:00 – Customer centricity as a cultural outcome 19:45 – The link between value based selling & curious conversations A coaching-first culture unlocks stronger conversations, better qualification, and more meaningful customer outcomes. In this episode, Andre explains how sales coaching fuels cross-functional collaboration, strengthens customer relationships, and prepares new leaders to scale. It’s a masterclass in leadership development, emotional intelligence, and building sales teams that win through understanding - not pressure. You’ll learn: – Why coaching empowers better decisions across sales teams – How culture enables customer centricity at scale – Why curiosity is the engine of value based selling – What leaders must do to accelerate leadership development – How to avoid the pitfalls that limit sales leadership and growth 💡 Key Takeaways – Coaching creates autonomy; telling creates dependency. – Culture is the ultimate performance multiplier for sales teams. – Customer centricity starts with how you support your employees. – Value based selling requires curiosity, not assumptions. – Leadership development must include space to fail, learn, and grow. 👤 About Guest Andre Schindler is the GM EMEA & SVP Global Sales at NinjaOne, overseeing global SDR, sales, and post-sales functions while driving sales leadership and scaling sales teams across EMEA, APAC, and the U.S. Known for his coaching-centric leadership style, he builds high-performing teams through culture, autonomy, and deep customer focus. Connect with Andre on LinkedIn: https://www.linkedin.com/in/andre-schindler-0a209334/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, sales leadership, and performance. 🔗 Explore more at www.globalperformancegroup.com

Most sales leaders start with the comp plan - but the smartest start with strategy. In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Jahangir Iqbal, VP of Central Operations and Sales Compensation at Palo Alto Networks, to unpack how strategic sales compensation can activate your GTM strategy, drive the right behaviors, and inspire sales teams to perform with clarity and purpose. 🔗 Explore more insights: globalperformancegroup.com Timestamps: 00:00 – Why GTM strategy should come before comp design 03:45 – How Microsoft and AWS aligned compensation with transformation 07:20 – The power of simplicity and focus in sales compensation 11:35 – Using data and strategic thinking to refine comp plans 16:00 – Rewarding outcomes, not activities, to boost sales team performance 19:45 – How AI is reshaping compensation and go-to-market strategy Jahangir shares lessons from leading global sales organizations at Microsoft, AWS, and Palo Alto Networks - showing how a well-designed comp plan can transform how companies execute their go-to-market strategy. From data-driven decision-making to AI-powered comp design, this episode offers a masterclass in strategic thinking and modern sales leadership. You’ll learn: – Why every great GTM strategy begins with clear behavioral alignment – How to use comp plans to reinforce long-term goals, not short-term activity – What data and feedback loops reveal about comp plan effectiveness – How strategic thinking drives simplicity and high performance in sales teams 💡 Key Takeaways – Great GTM strategies start with focus - then comp plans bring them to life. – Simplicity in sales compensation drives clarity and results. – Rewarding outcomes over activities creates elite sales teams. – AI will revolutionize how companies design and test comp plans. – Strategic thinking bridges leadership vision and front-line motivation. 👤 About Guest Jahangir Iqbal is the VP of Central Operations and Sales Compensation at Palo Alto Networks. With leadership experience at Microsoft and AWS, he’s recognized for transforming sales organizations through data-driven compensation strategy and operational excellence. His work combines analytics, behavioral design, and strategic thinking to power global sales success. Connect with Jahangir on LinkedIn: https://www.linkedin.com/in/jahangiriqbal/ 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

Informed buyers believe they don’t need sellers - and in many cases, they’re right. In this episode, Sarah Branfman, Global VP of ISV Sales & GTM at Databricks, explains how buying behavior has fundamentally shifted, why traditional selling fails in complex B2B sales, and what elite sellers must do to create value buyers can’t get on their own. Explore more insights: www.globalperformancegroup.com Timestamps: 00:00 – “We don’t need a rep anymore.” The hard truth 02:45 – From ballerina to VP: Sarah’s nonlinear career path 06:18 – The rise of the informed buyer in complex B2B sales 09:40 – How modern buyers want to buy (and why sellers resist it) 12:52 – Comfort-zone selling and losing deals you could have won 18:10 – Value-based selling, decision-making psychology, and the cost of inaction 20:55 – Ruthless qualification vs. the hope-based pipeline 26:30 – Discovery never ends: re-qualifying through the buying journey 29:02 – Provocative questioning and generating unconsidered needs 33:40 – The 3 traits of elite sellers: drive, curiosity, coachability Modern selling isn’t about pressure — it’s about enabling informed decision-making through sharper sales discovery, stronger sales enablement, and real business insight. In this episode, Harry Kendlbacher sits down with Sarah, to explore the mindsets and behaviors top sellers use to stay relevant and win in today’s complex B2B landscape. You’ll learn: – Why buyers feel they don’t need sellers – How to win them back with insight-driven conversations – How elite sellers qualify and re-qualify throughout the buying journey – How decision-making psychology and cost of inaction shape urgency Key Takeaways: • Buyers aren’t distrustful — they’re independent. Sellers must add value beyond what buyers can research or ask AI. • In complex B2B sales, discovery and qualification never end — every new stakeholder resets the process. • The cost of inaction is often a stronger driver of urgency than ROI. • Value-based selling works only when sellers provoke new insights buyers haven’t considered. • Elite sellers share three traits: relentless drive, deep curiosity, and coachability. About Guest: Sarah Branfman is the Global VP of ISV Sales & Go-To-Market at Databricks, where she leads strategic partnerships with the world’s leading software and data companies. With deep experience in hyper-growth environments like MongoDB and Databricks, Sarah brings a modern, practical perspective on selling to the informed buyer in complex B2B environments. Connect with Sarah on LinkedIn: https://www.linkedin.com/in/sarahbranfman/ 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

Breaking out of commodity selling is now a leadership challenge - not a pricing one. In this episode, we explore how modern sales teams reframe connectivity from a cost line item into a mission-critical value driver across the Internet of Things (IoT). 🔗 Explore more insights: www.globalperformancegroup.com Timestamps 00:00 – Why connectivity is no longer “just a commodity” in IoT 03:45 – Reframing from gigabytes to business outcomes 07:20 – Sales leadership behaviors that break commodity selling 12:40 – Global scalability, connectivity, and long-term value 18:10 – Incentives, culture, and leadership accountability 24:30 – The top traits of elite sellers in modern IoT markets The future of B2B selling belongs to those who can shift the conversation from features to impact. In this episode, Harry Kendlbacher sits down with Benjamin Bastians, Chief Commercial Officer at Deutsche Telekom IoT, to unpack how global sales teams can transform the way they sell connectivity, create customer outcomes, and build a culture that scales. You’ll learn: – How salespeople reframe connectivity from commodity to value – Why incentives, coaching, and culture drive real behavior change – How global collaboration strengthens enterprise IoT deals – The top traits elite sales professionals need right now 💡 Key Takeaways • Connectivity becomes mission-critical in IoT - but only if sellers position it that way. • Sales leadership must model outcome-based conversations, not technical specs. • Incentives shape culture: you can’t expect new behavior with old compensation. • Collaboration across global teams is now a core sales advantage. • Curiosity, resilience, and an ecosystem mindset define elite sellers today. 📘 About Guest Benjamin Bastians is the Chief Commercial Officer at Deutsche Telekom IoT (DTIoT), leading global sales for one of the world’s most advanced connectivity organizations. Known for transforming how teams sell mission-critical IoT solutions, he focuses on outcome-based engagement, global scale, and cross-team collaboration. Connect with Benjamin on LinkedIn: https://www.linkedin.com/in/benjaminbastians/ 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

Forecasting accuracy isn’t just a numbers game — it’s a people game. In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Katharina Bucerius-Rauch, VP Global Sales & Customer Operations at Renesas Electronics, to explore how aligning sales and operations creates predictable performance and trusted customer relationships. 🔗 Explore more insights: www.globalperformancegroup.com You’ll learn: – Why cross-functional collaboration is key to accurate forecasting – How Renesas turns raw data into meaningful, actionable insights – The habits that make elite salespeople transparent and predictable – What “Plan B thinking” looks like in global operations – How trust and communication drive both sales and forecasting success ⏱ Timestamps 00:00 – Weekly risk reviews and Plan B thinking at Renesas 03:10 – Forecasting challenges in complex supply chains 04:40 – How sales and operations align to improve forecasting accuracy 09:15 – Turning data into insightful sales decisions 12:30 – Cross-functional communication and execution in action 14:55 – Building trust through transparency and delivery 💡 Key Takeaways - Better forecasting starts with alignment between sales and operations. - Transparency and communication build predictability across teams. - Data matters only when translated into meaningful action. - Trust is earned through consistency and clear communication. - Elite salespeople balance technical expertise with emotional intelligence and follow-through. 👤 About the Guest Katharina Bucerius-Rauch is the VP Global Sales & Customer Operations at Renesas Electronics, where she leads a global team responsible for revenue management, demand planning, and forecasting excellence. Known for bridging sales and operations through data-driven decision making and transparent leadership, she helps Renesas achieve predictable performance in an unpredictable market. Connect with Katharina on LinkedIn: https://www.linkedin.com/in/katharina-bucerius-rauch-18304913/ 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

What does it take to lead with clarity inside one of the world’s most successful sales organizations? In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher speaks with Jake Mannino, Global Sales Director at Microsoft, about how today’s leaders can stay grounded, consistent, and emotionally intelligent in a rapidly changing world. Jake shares how Microsoft’s sales culture emphasizes discipline, presence, and clarity — helping teams perform at their best while staying connected to purpose and people. 🔗 Explore more insights: www.globalperformancegroup.com You’ll learn: • How clarity builds confidence and alignment across global teams • Why daily routines and presence matter more than ever • How emotional intelligence drives better results • What keeps Microsoft’s sales culture resilient under pressure • The top habits of high-performing sales leaders ⏱ Timestamps 00:00 – Welcome + Meet Jake Mannino, Global Sales Director at Microsoft 03:15 – What clarity really means in leadership 07:10 – Staying grounded through routine and reflection 12:00 – Emotional intelligence and leading through change 17:45 – Building consistency in Microsoft’s global sales culture 24:30 – Jake’s top 3 traits of elite sales professionals 💡 Key Takeaways - Clarity is the anchor of great leadership. - Grounded routines create calm in fast-paced environments. - Emotional intelligence is a performance multiplier. - Consistency and transparency build trust across teams. - Leadership starts with self-management and awareness. 👤 About Guest Jake Mannino is the Global Sales Director at Microsoft, where he leads enterprise sales and transformation initiatives across global markets. With a background that spans Microsoft, Cisco, and entrepreneurship, Jake helps teams achieve clarity, alignment, and consistent performance through grounded leadership. Connect with Jake on LinkedIn: https://www.linkedin.com/in/jakemannino/ 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

Your Ideal Customer Profile (ICP) isn’t something you define once and forget. It’s a living, breathing strategy that evolves with your customers, your data, and your frontline experience. In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher speaks with Shaun Scott, Chief Revenue Officer at Aptia Group, about how great sales leaders make their ICP dynamic, actionable, and relevant — and how to turn that clarity into consistent team performance. Shaun shares how Aptia’s team keeps its ICP grounded through constant feedback loops with sellers, clients, and broker partners — turning market insight into day-to-day sales behavior. 🔗 Explore more insights: www.globalperformancegroup.com You’ll learn: • How to align your ICP with real buyer behavior, not internal assumptions • Why top sellers treat their ICP as a guide, not a gate • The mindset shift from “strategy decks” to frontline execution • How discipline, urgency, and self-reflection define elite performers • The three traits Shaun looks for in every top sales hire 💡 Key Takeaways - Your ICP is a living strategy — keep refining it as customers evolve. - Coaching with clarity builds stronger, more autonomous teams. - Urgency and discipline drive consistent sales results. - Sales leadership isn’t about control; it’s about alignment and trust. - The best sellers reflect, learn, and adapt constantly. 👤 About Guest Shaun Scott is the Chief Revenue Officer at Aptia Group, a global provider of benefits administration and pension solutions serving over 7 million lives across the US and UK. With more than 25 years in B2B sales and leadership, Shaun helps organizations operationalize strategy, build high-performing teams, and stay relentlessly focused on customer outcomes.

The healthcare sales process is more complex than ever — with AI committees, long sales cycles, and multiple stakeholders shaping every deal. In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher sits down with Stacy Faught, National Director of Sales and Marketing, North America, Clinical Decision Support Products at Beckman Coulter Diagnostics, to explore how elite sellers build trust and relationships at every level to win in today’s environment. 🔗 Explore more insights: www.globalperformancegroup.com You’ll learn: - How to build multi-level “zipper relationships” that protect your deals - Why AI in healthcare sales adds new complexity to the buying process - How to balance patience and persistence in long sales cycles - The role of value selling and storytelling in closing critical opportunities - Stacy’s best sales tips for thriving in a VUCA environment ⏱️ Timestamps 00:00 – Introduction: Harry welcomes Stacy Faught to discuss the healthcare sales process 02:10 – Why AI committees make healthcare sales more complex 05:02 – How long sales cycles impact sellers and customers 07:20 – Patience vs. persistence: sales tips for navigating hospital buying 08:45 – Button vs. zipper: how to build relationships at every level 12:03 – Thriving in uncertainty: VUCA tolerance in healthcare sales 16:08 – Top 3 qualities of elite sellers: listening, value selling, storytelling 💡 Key Takeaways - AI adoption in hospitals introduces new committees and adds layers to the sales process. - Elite sellers create zipper relationships instead of relying on a single champion. - Compassion and empathy are essential when buyers face long, frustrating sales cycles. - Value selling and storytelling build the emotional connection that closes deals. - Resilience and VUCA tolerance are what separate top sales performers. 👤 About Guest Stacy Faught is National Director of Sales and Marketing, North America, Clinical Decision Support Products at Beckman Coulter Diagnostics. With over 20 years of experience in healthcare sales and marketing, Stacy specializes in guiding hospitals through complex buying processes, AI adoption, and building elite sales teams that win. Connect with Stacy Faught on LinkedIn: https://www.linkedin.com/in/stacy-faught-b601905/ 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

Sales performance is evolving fast - and in the age of AI, elite teams need more than just strategy. They need culture, coaching, and customer readiness. In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Justin Geib, Regional VP NEMA at Dynatrace (formerly at Dell Technologies), to explore how top leaders are building high-performing sales cultures that thrive in a world where AI reshapes every customer interaction. 🔗 Explore more insights: www.globalperformancegroup.com You’ll learn: – Why hiring and retaining A-players is about more than résumés – How sales coaching and culture fuel elite team performance – Where AI helps sellers win - and where the human edge still matters – Why customers are more prepared than ever (and how to stay ahead)

Lead generation isn’t dead — it’s evolving. In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher sits down with Robert Karpovich, Global VP of Sales and Operations at Pharos IQ, to unpack how SDRs can cut through digital noise, build real conversations, and become the 2% that buyers actually remember. 🔗 Explore more insights: www.globalperformancegroup.com You’ll learn: – Why SDR as a Service is changing the way companies approach pipeline building – How Conversational Selling outperforms outdated scripts – What it really takes to create human connection in sales – Why cold calling still works in a digital-first world – How to train SDRs to thrive in uncomfortable moments ⏱ Timestamps 00:00 – Welcome + Robert Karpovich’s role at Pharos IQ 02:20 – What’s working in lead generation today (and the biggest mistakes) 05:10 – Training SDRs: why voice is the ultimate sales tool 08:45 – Building confidence: being comfortable being uncomfortable 11:30 – Is cold calling dead? Why real conversations cut through the noise 13:50 – The role of AI vs. human connection in sales 💡 Key Takeaways - Lead generation has shifted: qualification scripts don’t work — conversations do. - The best SDRs master free-flowing dialogue that uncovers pain points and builds trust. - Cold calling isn’t dead; when done well, it’s one of the few tactics that cuts through digital clutter. - Training is at the core: SDRs need relentless practice and coaching to succeed. - The mindset of “run into the storm” — like the bison story Rob shares — defines resilience in sales. 👤 About Guest Robert Karpovich is the Global VP of Sales and Operations at Pharos IQ, where he leads sales development and operational strategy. With deep expertise in building and scaling SDR functions, Robert helps organizations modernize their prospecting approach and create meaningful buyer conversations. Connect with Robert on LinkedIn: https://www.linkedin.com/in/robert-karpovich-a7aa7585/ 📣 CTA 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

In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher speaks with Ashley Sherman, Senior VP of Global Sales at SoftServe, about what it really takes to earn trust and sell into a world transformed by AI. Ashley draws on 25 years of enterprise experience to share how sales leaders can help customers “see around the corner” - painting a future vision and connecting it back to today’s business realities. Inside the conversation: - Why sellers must combine future vision with concrete milestones to guide customers from year 10 back to year 1. - How multi-partner approaches (think SoftServe + Microsoft + NVIDIA) create credibility with the C-suite. - The importance of listening across the organization - from customer service to HR - to uncover hidden problems and translate them into outcomes. - What it really means to act as a trusted advisor in an AI-driven world. - Why curiosity, collaboration, and continuous learning remain the timeless traits of elite salespeople. If you want to know how to stay relevant, credible, and trusted while selling the future, this episode is packed with insights from the front lines of global enterprise sales.