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.
🎧 Subscribe for weekly insights on modern B2B selling, leadership, and performance.
🔗 Explore more at https://www.globalperformancegroup.com/
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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.
🎧 Subscribe for weekly insights on modern B2B selling, leadership, and performance.
🔗 Explore more at https://www.globalperformancegroup.com/
75. Lead Generation Reinvented: Inside the SDR Engine with Robert Karpovich
B2B Sales Trends
24 minutes 5 seconds
3 months ago
75. Lead Generation Reinvented: Inside the SDR Engine with Robert Karpovich
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
B2B Sales Trends
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.
🎧 Subscribe for weekly insights on modern B2B selling, leadership, and performance.
🔗 Explore more at https://www.globalperformancegroup.com/
