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/
91. People-First Leadership: The Missing Link in Sales Motivation
B2B Sales Trends
28 minutes 42 seconds
2 weeks ago
91. People-First Leadership: The Missing Link in Sales Motivation
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
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/
