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/
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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/
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
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/
