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/
All content for B2B Sales Trends is the property of Global Performance Group and is served directly from their servers
with no modification, redirects, or rehosting. The podcast is not affiliated with or endorsed by Podjoint in any way.
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/
80. How Renesas Drives Predictable Growth Through Data & Trust
B2B Sales Trends
19 minutes 7 seconds
2 months ago
80. How Renesas Drives Predictable Growth Through Data & Trust
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
B2B Sales Trends
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/
