The Sales Strategist Podcast (ENG)

We've consolidated everything into one channel: The Sales Strategist Podcast is now all in one place. Same conversations, same guests, International and Italian. Follow us here: Spotify:  https://open.spotify.com/show/5XvTD8vtePxbxsSjIzRx05 Apple Podcasts: https://podcasts.apple.com/us/podcast/the-sales-strategist-podcast/id1812655736 YouTube: https://www.youtube.com/@TheSalesStrategistPodcastTSS...

Most revenue teams have more tools, more data, and now more AI than ever before. So why does execution still break down under pressure? That is one of the core tensions behind 'The Era of Precision Growth in B2B: A GTM Motion Powered by Data', part of the 2026 Growth Imperatives created with leaders across Trilliad, Sercante, and Sandler. Because the problem is no longer access to information. The...

Sales teams are not short on tools: they’re short on execution that actually sticks. For years, the promise of sales tech was simple: more data, more visibility, more control. But what most teams got instead was more admin, more layers, and more noise. So the real question is no longer: "Do we have enough information?" It’s: "Why does all this information still fail to produce better execution?" I...

Getting a meeting isn’t the hard part anymore. Getting a meaningful meeting is. Executives receive constant outreach, calendars are saturated, and too many first meetings feel exactly the same: generic discovery calls with very little real value. So the real challenge for modern sellers is simple: Why should an executive spend time with you? In this episode of The Sales Strategist, I sit down with...

AI didn’t kill SaaS, it killed lazy sales motion. For years, software companies operated in a market where buyers tolerated short cycles, per-seat pricing, subscription-first thinking, and order-taking sales teams. That world is gone. In this episode of The Sales Strategist, I sit down with Tal Paperin to unpack why this shift is structural and what it really means for founders, CROs, and sales te...

In sales, “good enough” rarely looks like failure. It looks like acceptable. And that’s exactly why it’s dangerous. In today’s episode of The Sales Strategist, I sat down with David Brock to unpack what happens when teams normalize the bare minimum and how excellence is built through small, daily choices. We talk about: 👉 personal accountability (and why micromanagement quietly kills it) 👉 disci...

We live in a world of endless noise, with attention spans shrinking by the day. In this environment, clarity isn’t just a nice-to-have. It’s your biggest competitive advantage. That’s exactly what I discussed with James Newell, author of CLEAR Sales Message: a book that’s as straightforward as its title. We talked about: 👉 Why clarity is the missing skill in most sales conversations. 👉 How it’s...

Everyone says hiring great sales talent is hard. But as Tony Pearson points out, the real problem might be how we’re trying to do it. After more than 20 years, 5,000 interviews, and 500 hires, Tony knows the interview isn’t the best predictor of success. It’s polished, it’s rehearsed, and it rarely shows how someone thinks, reacts, or behaves when things get tough. So how do you fix something so b...

“ABM is dead.” That’s what many say — but Paola Piccinno isn’t convinced. And neither am I. In this episode of The Sales Strategist, we dig into why ABM still matters — and how it’s evolving with AI, intent data, and smarter alignment between sales & marketing. ✅ What went wrong with ABM (and why most companies never really nailed it) ✅ How to rethink personalization in the age of automation...

Sales keeps changing. Tech stacks evolve. Playbooks get rewritten. AI enters the chat. But underneath all the noise, one truth stays the same: the way you make people feel still shapes the outcome more than any tool ever will. In this episode, I sat down with Zachary King (author of 'The Vibe Sales Manifesto') to talk about why most sales systems are broken — and what it looks like to rebuild them...

What if your biggest threat isn’t an AI product—but an AI-native operating model? In this episode, we dive deep with GTM strategist Omar Fogliadini to challenge the traditional playbooks that most B2B companies still rely on—and explore why they’re no longer built for the speed of today’s market. Together we unpack how growth velocity is fast becoming the differentiator for modern companies—and wh...

What happens when a salesperson or a sales manager switches industries? How do you transfer your sales skills — effectively — from SaaS to Manufacturing, or from Tech to Healthcare, without losing credibility? I sat down with David Brock, author of 'The Sales Manager’s Survival Guide', sales trainer, advisor, and one of the most respected voices in B2B sales. Here’s what we covered: How to build c...

If you're in sales, you've probably heard that “listening is a critical skill.” But what does that really mean in today’s age of distraction, noise, and nonstop multitasking? To explore this, I had the privilege of speaking with Rebecca Shafir, author of the bestselling book 'The Zen of Listening', speech/language pathologist, executive function & ADHD coach, and business consultant. In our co...

If you’ve been in sales for a while, you probably know Deb Calvert. And if you don’t — you should. Deb is one of the most respected voices in the sales and leadership community: bestselling author, consultant, and true pioneer when it comes to helping sellers connect, lead, and succeed. In my latest podcast episode, I had the privilege to sit down with Deb and dive deep into her work and insights....

Value Advisory is one of the most complex and in-demand roles in today’s B2B landscape. It requires a unique blend of business acumen, customer empathy, strategic thinking—and the ability to guide decisions in a world full of alternatives. To dive deeper into what it really means to be a Value Advisor, I had the pleasure of speaking with Alex Taryshkin and Marcio Souza, authors of "Value Advisory:...

Finding Deal Influencers is getting difficult. As decision-making processes become more complex, identifying them has become increasingly challenging. Companies rely on larger teams, information is more fragmented, and the real decision-makers are not always the ones with the highest titles. So how can we identify and engage them effectively? In the latest episode of my podcast, I talked with Nich...

Too many people are talking about GenAI, just a few know how to really master the topic. Stefano Puntoni is one of the few: as a Co-Director AI at Wharton he recently worked on 'Growing Up: Navigating Generative AI’s Early Years – AI Adoption Report', a reasearch aimed at providing an in-depth analysis of Gen AI adoption, its business applications and future scenarios. As a Sebastian S. Kresge Pro...

In his 10th edition of the Salestech Technology Landscape, Nicolas de Kouchkovsky reports that the number of sales tech vendors has surged to 2,100, a 34% increase from just 14 months ago. In this complex scenario it's almost impossible to understand what piece of technology can add real value to your business. But there are companies out there who can help you succeed in choosing and implementing...

Charles H. Green is a well known name in Consulting, Training and Sales. He founded Trusted Advisor Associates LLC to build trust-based business relationships of all types and supported several organizations from different industries since its foundation. You probably know him for his publications: Charles co-authored the famous 'The Trusted Advisor', its practical follow-up 'The Trusted Advisor F...

If your Sales Manager asks you to create a Closing Plan, you're using James Muir methodology (even if you're not aware of this). James is the author of 'The Perfect Close' and the recent published 'Unsticking Deals - Why deals stall, how to unstick them and how to prevent them from sticking in the first place', one of the most compelling sales books ever written. What makes James different (other...

If there's one name to be associated with Value Selling and Outcome-Centric Selling, that name is Bob Apollo. After more than 25 years spent in the corporate world leading successful organizations, Bob founded Inflexion-Point Strategy Partners, a leading wordlwide B2B Sales Consultancy & Training firm and the home of Outcome-Centric Selling. In our recent conversation, I asked Bob why Critical...

I recently had the chance to have a chat with Danilo Zatta about Pricing and TopLine Excellence and or conversation blew my mind. We had the chance to deep dive into Pricing management, Pricing Strategies and Pricing Innovation - in all his answers Danilo was able to pricde suggestions and step-by-step advices for the companies who want to improve their Pricing Management practices. Danilo is one...

I recently had the chance to talk with Andy Paul about his last book: "Sell Without Selling Out: A Guide to Success on Your Own Terms" and several other topics. Our conversation was refreshing. Andy Paul has been active in sales since his young age and nowadays he's one of the most relevant Sales Coach, Sales Trainer, Podcaster and Strategic Consultant out there. He wrote more than one best-seller...

GenAI is a mix between a technology and a buzzword: everyone talks about it, only a few know how to handle the conversation. Among these group there's Usman Sheikh, CEO and Founder of xiQ, a Personality-Driven Sales & Marketing Acceleration Platform involved in GenAI since 2018. I had the chance to discover Usman's work a year and half ago and we decided to have a conversation about how GenAI...

Lots of sales methodologies are focused on the idea that salespeople could control the sales process throughout its lenght. This idea clashes with the reality and human nature, and this is most evident in the moments of tension which arise as a result of this excessive control by the salespeople. In these moments friction increases, prospects and customers want the control back and want to drive t...