B2B Sales Trends

Sales KPI mistakes are costing teams growth. Sales performance improves when leaders measure progress, pipeline health, and forecasting accuracy instead of relying only on revenue. In this episode of the B2B Sales Trends Podcast, Harry sits down with John Glennon, SVP of Sales, North America at Sinch, to unpack why outdated scorecards hurt modern B2B sales teams. They explore the Five Cs framework...

AI in sales is reshaping modern selling, but the best B2B sales professionals still win through judgment, trust, and business acumen. In this episode of the B2B Sales Trends podcast, Harry sits down with Dave Hirsch, Regional Director at Bloomberg Industry Group, to unpack what sales leadership teams get wrong about sales technology, why deals stall, and how elite sellers use AI without losing the...

Enterprise sales deals don’t stall because of your solution. They stall because of misaligned stakeholders and hidden friction inside the buying group. In this solo episode, Harry breaks down the real reason complex B2B sales slow down and what high performing sales leadership teams do differently. Drawing from outcome based selling and real enterprise sales experience, this episode gives you a cl...

Most teams get b2b sales strategy wrong by chasing more deals instead of focusing on key account management and real growth opportunities. In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher sits down with Ole Gerkensmeyer, Chief Strategy Officer at Nexperia, to unpack why top-performing teams win by doing less, not more. This conversation challenges conventional b2b selling and sho...

Complex B2B sales is broken, and outcome based selling is the shift most teams are still missing. In this episode, we unpack why traditional RFP-driven selling fails and how modern sales and go-to-market strategy are evolving. Harry sits down with Karan Chetal, Global Chief Growth Officer at Monks, to explore how leading organizations are moving from benchmarking and pitching to co-creation, trust...

Employee retention strategies and sales growth strategies are more connected than most leaders think - and getting this wrong is costing you revenue. Fixing employee turnover is the fastest path to sustainable growth in B2B sales. The future of B2B selling isn’t about pushing harder - it’s about removing friction. This conversation explores how leaders can build scalable systems, improve retention...

Enterprise sales is shifting - and outcome-based selling is now the difference between stalled deals and real business impact. In this episode, we break down how modern B2B sales teams must move beyond products to outcomes. The future of B2B selling isn’t about features - it’s about outcomes. Harry sits down with Matt Leighton, VP Enterprise Sales EMEA at TeamViewer, to explore how enterprise sale...

Sales pipeline management is quietly destroying your win rates in B2B sales - and most teams don’t even realize it. In this episode, we unpack how to create urgency in sales, improve sales qualification, and fix the hidden issues causing deals to stall. The future of B2B selling isn’t about pushing harder - it’s about qualifying smarter. Harry breaks down why most deals don’t fail because of compe...

B2B sales is changing fast - and AI in sales is raising the bar for every seller. Roli Agrawal of NTT Data explains how modern enterprise sales, complex B2B deals, and evolving buyer behavior are reshaping how sellers create value in today’s market. The future of B2B selling isn’t about pushing harder - it’s about helping buyers think better. Host Harry speaks with Roli about how AI in sales, sale...

ales leadership and sales pipeline management determine whether B2B teams create real revenue growth - or simply stay busy. In this episode of the B2B Sales Trends Podcast, Andreas Hammer shares why many sales organizations work harder than ever yet still struggle to deliver consistent results. Host Harry sits down with Andreas Hammer, SVP Global Sales at YAGEO Group, to explore how modern sales l...

Business pain points in complex B2B deals often stem from misalignment between direct sellers, partners, and the wider customer ecosystem - not from the product itself. In this episode, we examine how B2B sales strategy, leadership skills, and customer centricity influence whether enterprise opportunities move forward or stall. On the B2B Sales Trends Podcast, Harry speaks with John Carey, SVP Glo...

Enterprise sales today demands customer-centric selling. SAP Global GTM leader Laz Uriza explains why modern enterprise deals depend on ecosystem collaboration, consultative selling, and stakeholder management across complex organizations. On the B2B Sales Trends Podcast, Harry sits down with Laz Uriza, Global GTM Leader for SAP Business Technology Platform, to explore how enterprise selling is ev...

Why B2B deals stall isn’t about competition - it’s about buyer indecision. Consultative selling, value-based selling, and traditional B2B sales strategy fail when sellers focus on solutions instead of driving buyer decisions. Harry breaks down why sales momentum disappears even in engaged deals. Buyers don’t go quiet because they lack information - they stall because they haven’t resolved the cons...

Enterprise sales strategy today isn’t about louder pitches - it’s about trust. Jan Duthoo (CRO EMEA, SAP SuccessFactors) explains how embedding customer references into every stage of the sales process can transform win rates, accelerate sales performance, and strengthen customer retention strategy. In this episode of B2B Sales Trends, Harry speaks with Jan about building a repeatable, reference-d...

Outcome-based selling in healthcare sales is the difference between educating your buyer and actually moving the deal forward. In this episode, Harry sits down with Simona Grandits, VP EMEA at QIAGEN and newly selected EU Women Leaders 2026 cohort member, to explore how modern healthcare sales leaders balance scientific credibility with commercial discipline - without losing momentum. Simona share...

Product led growth isn’t about generating more leads - it’s about deciding who deserves a conversation. In this episode, we unpack how Navan approaches lifetime value optimization, balances CAC to LTV, and uses product qualified leads to increase sales efficiency while scaling sales teams intelligently. The real challenge in modern B2B selling isn’t demand - it’s focus. In this episode of the B2B...

Sales psychology and strategic selling are the real drivers of sales performance - not another sales process, CRM tweak, or enablement playbook. In this solo episode, we unpack why outcome-based selling and the uncomfortable conversations most reps avoid are what truly move B2B deals forward. In this episode of the B2B Sales Trends Podcast, Harry challenges a common leadership reflex: when perform...

Outcome-Based Selling sounds powerful - but most sales transformation efforts stall because organizations still think like product companies. In this episode, we unpack what it really takes to shift from product selling to true customer centricity and enterprise sales strategy. In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher sits down with Michael Oren, SVP Americas Sales at Dem...

Cross-functional teams in B2B sales decide whether complex deals move forward or fall apart. In this episode, we explore how high-performing sales teams, stakeholder collaboration, and shared accountability shape modern B2B sales strategy at scale. In this episode, host Harry Kendlbacher sits down with Bassem Salameh, Head of Network North Europe at Ericsson, to unpack what truly drives performanc...

Build trust for sales through relationship selling - not rigid process. In this episode of B2B Sales Trends, Blanca Galletero explains why trust, transparency, and leadership authenticity are the real growth levers in modern B2B sales and channel partnerships. The future of B2B selling isn’t about tighter control or more dashboards - it’s about relationship selling at scale. In this episode, host...

A modern sales enablement strategy is no longer about quarterly training or feature decks. In fast-moving AI markets, credibility is fragile, buyers are overwhelmed, and sales teams need real-time learning to stay relevant. In this episode of the B2B Sales Trends Podcast, we explore how enablement, go-to-market strategy, and outcome-based selling must evolve when markets change weekly. In this epi...

B2B sales leaders lose deals not in the RFP-but long before it arrives. In this episode, we unpack why RFPs fail in B2B sales, how sales leadership must rethink RFP strategy, and what outcome-based selling looks like in complex enterprise sales environments. RFPs trigger pressure, speed, and reaction - but that instinct is exactly what kills win rates. Host Harry Kendlbacher sits down with Patrick...

Increasing sales performance and confidence in selling doesn’t come from more pressure - it comes from better leadership design. In this special 100th episode of the B2B Sales Trends Podcast, Harry breaks down the systems, structures, and leadership shifts shaping sales trends 2026, and why modern B2B sales strategy must move beyond urgency and intensity. This solo milestone episode marks 100 epis...

Sales technique today is about impact, not activity. In this Best Of episode, we break down high performance in sales, sales enablement best practices, and buyer psychology - including how AI in sales enablement is reshaping modern B2B selling. On the B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Brian North, Sr. Vice President of Strategic Brand Partnerships at Hearst, to unpack...

Sales team culture building is what turns sales strategy for B2B into real performance - not tools, not talk, and not one-off initiatives. This episode explores how leaders build organizational culture that actually executes. On the B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Susana Klotz, VP of Global New Client Acquisition at Kaseya, to unpack how high-performing sales teams...