B2B Sales Trends

What does it truly mean to be coachable in sales? In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Ian Grace, VP of Sales at Ocrolus, to explore the power of coachability, feedback, and continuous improvement. Ian shares how top sales performers embrace feedback—not just by listening but by actively applying it. He introduces the Start, Stop, Continue framework as a practical...

In this episode of B2B Sales Trends, Mark Grimwood, Senior Vice President of Global Sales and Distribution Recruitment at Salesforce, joins Harry Kendlbacher to break down what it takes to recruit, develop, and sustain elite sales teams in today’s evolving landscape. With 15 years at Salesforce, Mark has witnessed firsthand how sales hiring has shifted from growth at all costs to a more strategic,...

In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Chuck Serapilio, VP of Sales at Motus, about the critical role of active listening in driving sales success. Chuck shares how truly understanding your clients—not just hearing them—can uncover hidden needs, build stronger relationships, and lead to more closed deals. The discussion includes practical tips for honing listening skill...

In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Kendall Ryerson, Vice President of North American Sales at Carestream, about the power of trust in sales and how it simplifies negotiations. Learn why reliability, relationship-building, and understanding customer needs are critical for transitioning from being seen as "just a salesperson" to becoming a trusted advisor. Whether you...

In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Stephanie Wilkinson, CRO of Simpro Group, about transforming sales cultures through the "art of debrief." Learn how deal reviews can foster collaboration, refine processes, and empower sales teams to thrive in a rapidly changing landscape. Stephanie also shares insights into hiring for a learning mindset, creating scalable sales st...

In this episode of the B2B Sales Trends podcast, Harry Kendlbacher, CEO of Global Performance Group, speaks with Michael Loga, CRO of Authority Partners, on the evolving landscape of B2B sales. Michael shares practical strategies for overcoming common sales pitfalls, harnessing the impact of technology, and how AI is transforming the role of salespeople. Michael dives into the importance of relati...

In this episode of B2B Sales Trends, host Harry Kendlbacher sits down with Phoebe Do, Senior Product Marketing Manager at Gong, to discuss the evolution of sales engagement and how companies can leverage AI and personalization to boost their outreach. Phoebe shares invaluable insights into Gong Engage, an innovative sales engagement solution, explaining its transformative impact on customer relati...

In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher speaks with Tim Bruins, VP of Sales at Maritz, about the key factors that drive sales success today. Drawing from over 35 years of experience, Tim shares his perspective on the importance of preparation in sales, building strong relationships with clients and procurement professionals, and effectively navigating complex negoti...

In this episode of the B2B Sales Trends podcast, Harry Kendlbacher, CEO of Global Performance Group, sits down with Derek Champlin, VP of Revenue Operations at Upright Labs, to explore the challenges and strategies behind scaling a high-growth startup. Derek shares his journey from operations into sales, and how his diverse experience has shaped his approach to managing teams, closing deals, and d...

In this episode of the B2B Sales Trends podcast, Harry Kendlbacher, CEO of Global Performance Group, interviews Gareth Jones, CEO of Oxygen, to unpack the transformative journey of digital sales. This episode offers a deep dive into Oxygen’s successful strategy of integrating marketing, sales, and customer service operations with HubSpot, leading to high customer retention and an impressive NPS sc...

In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher, CEO of Global Performance Group, sits down with Armon Aghaie, the Chief Revenue Officer at 1Path, to explore the innovative strategies and leadership philosophies driving today's sales success. Armon shares his journey in fostering a relentless mindset within teams, the significance of conflict in building a unified force, and the...

In this episode of the B2B Sales Trends podcast, host Harry Kendlbacher interviews Ford Williams, the VP of Commercial Sales at ThoughtSpot, diving deep into the strategies and insights that have propelled him to success in the world of B2B sales. Ford highlights the importance of sales efficiency and urgency, emphasizing the need for sales teams to adapt to the rapidly evolving landscape of techn...

In this captivating episode of the B2B Sales Trends Podcast, host Harry Kendlbacher engages in a dynamic discussion with Joe Dabrowski, the VP of Sales for the Americas at Rubrik. Drawing inspiration from the legendary Wayne Gretzky, known as "The Great One" in hockey, Joe shares invaluable insights on how to channel Gretzky's winning mentality in the realm of sales. With over two decades of exper...

In this episode of the B2B Sales Trends podcast, host Harry Kendlbacher delves into the core principles of elite salesmanship with Ryan Bott, Chief Sales Officer of Fullcast. The conversation kicks off with a candid discussion on the impact of low win rates on sales team morale and culture. Ryan shares his insights gleaned from years of experience, identifying three critical pillars for sales succ...

In this episode of the B2B Sales Trends podcast, host Harry Kendlbacher sits down with Sachin Wadhawan, VP of Sales Engineering at BigCommerce, to explore the evolving landscape of sales engineering in the B2B realm. Sachin shares his journey from software development to sales engineering and discusses the crucial role that sales engineers play in complex sales cycles. He emphasizes the importance...

In this engaging episode of the B2B Sales Trends podcast, Harry Kendlbacher sits down with Danielle Decourcy, the VP of Sales for Darktrace, where she shares effective strategies for gaining access to decision-makers in large accounts, the importance of executive relationships, and the innovative concept of groundswelling to maximize account penetration. This episode is packed with actionable advi...

In the latest episode of the B2B Sales Trends podcast, Harry Kendlbacher is joined by Danielle DeCourcy, Vice President of Sales in Canada for Darktrace, for a deep dive into the evolving world of B2B sales. Learn about Danielle's elite approach to top account strategy, operational excellence, talent management, and fostering a productive team culture. The episode also delves into the significance...

In this episode of the B2B Sales Trends podcast, host Harry Kendlbacher sits down with Rainer Fuchsluger, former Global VP and Managing Director of Wolters Kluwer, for an enlightening discussion on global business development. Explore the keys to effective sales behaviors, cross-cultural considerations, and practical strategies for managing diverse teams. Gain insights into fostering an innovative...

In this episode of the B2B Sales Trends Podcast, we sit down with Joseph Dressler, a seasoned expert with over 26 years in the New York ad tech space. Drawing from his wealth of experience navigating three recessions and shaping successful go-to-market strategies, Joseph shares invaluable insights into the skills and behaviors that set top sales performers apart. Key Takeaways: Curiosity Unleashed...

In this insightful episode of the B2B Sales Trends podcast, Oliver, Head of Growth Enablement at Dentsu, sheds light on the dynamic realm of revenue enablement and sales transformation. As the sales landscape evolves, Oliver explores the imperative of embracing a holistic revenue enablement approach, transcending traditional silos. He underscores the pivotal role of technology, skill development,...

In this episode of the B2B Sales Trends podcast, our host Harry Kendlbacher, CEO of Global Performance Group, sits down with Philip Acton, the Head of UK Sales for Adform, a leading player in the adtech industry. Join us for this deep-dive into the world of adtech sales, as Harry and Philip explore innovations, insights, and strategies to help sales leaders thrive in the dynamic B2B sales landscap...

In this week's episode of the B2B Sales Trends podcast, we dive deep into the dynamic world of B2B sales strategy amidst a rapidly evolving digital landscape. Join host Harry Kendlbacher as he engages in an enlightening conversation with IBM's Chief Communication Officer and SVP of Marketing and Communications, Jonathan Adashek. Jonathan provides invaluable insights and strategies for sales leader...

In this episode of the B2B Sales Trends podcast, our host Harry Kendlbacher sits down with Jeff Brades, the Group Senior Vice President of Client Retention at Sodexo, a renowned B2B service provider. With a laser focus on retaining and renewing B2B clients, Jeff shares invaluable insights that are essential for B2B sales and customer success leaders. Tune in to this episode for a deep dive into th...

Traditionally, sales enablement has centered on equipping sales teams with the tools and knowledge they need to succeed in their specific roles. But as the business landscape evolves, so too must our strategies. Go-to-market enablement goes beyond the confines of sales, incorporating marketing and customer success into a unified force, working in synergy to drive revenue growth. In this episode, H...

In this episode of the B2B Sales Trends Podcast, we're diving deep into the realm of sales psychology and communication alongside Dan Storey, the Director of Sales Training at Finastra. With his extensive expertise in psychology and neuro-linguistic programming (NLP), Dan unveils a treasure trove of insights that directly translate into tangible benefits for professionals navigating the complex la...