holisticselling

Bernard Goor
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Tune in to learn how to achieve extraordinary results in B2B selling by leveraging the holisticselling framework!

  1. 4 days ago

    holisticselling podcast #28 - want to be a great salesperson?

    In this episode of the holisticselling podcast, Bernard Goor speaks with Jon Alwinson, author of "Relentless Sales" and creator of "The Hunt", about what separates consistently successful sales professionals from the rest. Jon explains that sustained sales performance rests on three pillars—skills, mentality, and faith—supported by discipline, resilience, authenticity, and a genuine commitment to serving customers. The conversation explores Jon’s PAIDA sales process, which emphasizes preparation, rapport, identifying customer pain, demonstrating value, advancing the opportunity, and disciplined follow-up rather than prematurely pitching products. Jon also introduces The Hunt, a structured territory-management approach that helps sellers organize accounts, uncover revenue potential, prioritize opportunities, execute consistently, and communicate customer value simply. Finally, Bernard and Jon agree that technology and AI can enhance sales productivity, but authentic human relationships, trust, preparation, consistency, and customer value remain at the heart of great selling. 3 Key TakeawaysGreat sales performance requires more than selling skills. The combination of skills, mental toughness, faith, discipline, authenticity, and consistency enables salespeople to remain resilient through the inevitable highs and lows of selling.Structure creates consistency. From the PAIDA sales process to The Hunt, Jon emphasizes preparation, account prioritization, disciplined weekly planning, and repeatable execution. Sellers should understand customer pain before demonstrating value and always leave the interaction with a clear next step.Selling is ultimately about serving people. AI can improve research, preparation, and productivity, but it should amplify—not replace—the authentic human connection that creates trust. Jon’s closing message is simple: follow a proven structure, stay organized, be yourself, and serve customers with care every day. Chapters 00:00 Introduction 02:13 Why Jon Wrote "Relentless Sales" 03:19 Faith, Identity, and Mental Toughness in Sales 04:35 Value, Trust, and Authentic Relationships 06:32 Relentlessness Comes From Discipline 08:56 The PAIDA Sales Process 10:44 Pre-Call Planning, Rapport, and Identifying Pain 14:41 From Pain to Value to Solution 16:31 Three Keys to Enterprise Sales Success 17:44 The Hunt: A Structure for Sales Success 27:31 Human Connection in the Age of AI 28:06 Summary and Call to Action

  2. 1 Sept

    holisticselling podcast episode #27 - conversation with Jenn Edwards

    In this episode of the holisticselling podcast, Jennifer Edwards, CMO of Euna Solutions, discusses how B2B SaaS companies can achieve predictable growth by building a service-oriented culture centered on customer value. She shares how Euna Solutions has worked to eliminate silos, establish a unified brand, strengthen sales and marketing alignment and shift from feature-and-function selling to value selling by understanding the customer's problem and pain first, then connecting the solution to measurable outcomes and reinforcing the message through authentic customer stories. Jenn also explains how continuous sales enablement and AI can help sellers personalize conversations, practice sales plays, identify the right accounts, and improve productivity—but emphasizes that AI should enhance the human experience rather than replace it. Ultimately, predictable growth comes from combining customer-centric strategy and technology with human relationships, trust, servant leadership, integrity, kindness, and accountability. 3 Key TakeawaysStop selling products and start solving customer problems. The most effective B2B conversations begin with the customer's desired outcomes, problems, root causes, and pain—not product capabilities. Once sellers understand the problem, they can connect the solution to measurable value, while customer stories provide powerful proof that the value is real.AI should enhance human connection, not replace it. AI can help GTM teams identify high-propensity accounts, hyper-personalize content, improve enablement, and increase productivity. But as AI-generated content proliferates, Jenn believes authentic human interaction and relationships may actually become more valuable, not less.Culture and servant leadership are the foundation of predictable growth. Breaking down functional silos requires leaders to establish a shared service orientation and customer-value North Star. Jenn describes effective servant leadership as combining kindness with accountability, supported by integrity, openness, and a willingness to do what is right—even when the conversation is difficult. Chapters 00:00 Introduction 01:27 Building a Service-Oriented Culture 03:26 Breaking Down Silos and Building One Brand 05:13 Aligning Sales and Marketing for Success 07:15 Value-Based Messaging and Customer Stories 09:54 Transforming Sales Culture from Product to Value 12:00 The Role of Sales Enablement in Go-To-Market Strategy 14:28 AI's Impact on Go-To-Market and Sales Enablement 17:48 Balancing AI and Human Interaction 20:46 The Importance of Servant Leadership 23:42 Core Values for Effective Leadership 24:32 Summary and Call to Action

  3. 25 Aug

    holisticselling podcast episode #26 - the tactics that will help you deliver predictable growth

    The tactical level of the holisticselling operating system connects strategy to execution, providing your frontline teams with the capabilities, processes and tools required to consistently create customer value. Seven interconnected tactical areas make this possible: go-to-market, marketing, sales enablement, sales and business development, solution consulting, value engineering and partner management. Across these tactics, the operating principle is to start with the customer—understand the audience and problem, diagnose before prescribing, connect solutions to desired business outcomes, and prove the value delivered. When tactics are synchronized around customer value, frontline execution becomes more consistent, friction decreases, conversion improves, and strategy is translated into predictable growth. AI can dramatically enhance every tactical capability, but only if you deploy AI on top of a strong customer-centric and value-driven foundation, otherwise AI will simply enables organizations to do the wrong things faster. 3 Key Takeaways Tactics are the bridge between strategy and execution. Strategy determines where the company wants to go, but tactics give frontline teams the practical capabilities to get there and consistently deliver value at every customer touchpoint.The seven tactics must operate as an interconnected system. Go-to-market, marketing, sales enablement, sales and business development, solution consulting, value engineering and partner management must follow one true north: enable the frontline teams to deliver value to customers at every moment of truth. Build the foundation before accelerating it with AI. AI can personalize sales plays, coach sellers, support lead generation, build solution blueprints, quantify value, and enable partners—but it cannot compensate for product-centric messaging, broken processes, or organizational misalignment. You first need to build a strong foundation.  Chapters 00:00 Introduction 00:55 Go-to-Market 03:05 Marketing 05:23 Sales Enablement 06:49 Sales and Business Development 09:01 Solution Consulting 10:21 Value Engineering 11:11 Partner Management 12:28 Role of AI 13:34 Summary and Call to Action

  4. 18 Aug

    holisticselling podcast episode #25 - why your strategies fail to deliver predictable growth

    In this episode of the holisticselling podcast, Bernard Goor argues that predictable growth depends on synchronizing every company strategy around one true north: creating customer value at every touchpoint.Financial, brand, sales, product, customer success, and other strategies often create friction because functional leaders optimize for different objectives instead of acting as one interconnected system. A customer-centric sales and go-to-market strategy shifts the focus from selling products to serving customers—diagnosing business problems before prescribing solutions and measuring customer actions rather than seller activities. Value creation must become a closed loop: define expected value before the sale, measure realized value afterward, and use demonstrated outcomes to drive retention, trust, advocacy, and future growth. Ultimately, holisticselling connects culture, strategies, tactics, and operations into a synchronized operating system designed to reduce internal friction, empower the frontline, improve customer outcomes, and make growth more predictable. 3 Key TakeawaysStrategy alignment matters more than functional strategy optimization. A company can have excellent individual functional strategies and still underperform if finance, marketing, sales, product, and customer success are pulling in different directions. The leadership team's role is to synchronize them around customer value.Selling should be the consequence of creating value. Sales processes should mirror how customers buy, frontline teams should be trained around the customer's world rather than the product, and sellers should diagnose the problem before prescribing a solution. As the episode puts it, selling is a lagging indicator of value creation.Predictable growth must be engineered into the operating system. Revenue, bookings, and EBITDA are outputs. Sustainable growth comes from the underlying drivers—engaged employees, successful product adoption, measurable customer value, satisfaction, and advocacy—all working together as a system.

  5. 10 Aug

    holisticselling podcast episode #24 - a holisticselling story

    In this episode, Bernard Goor introduces the holisticselling operating system through a storytelling format that contrasts life inside a company before and after enterprise-wide alignment. Using two AI-generated characters—a CEO and a frontline sales representative—he illustrates how organizational friction is often the true cause of stalled growth and inconsistent performance. The story demonstrates that talented people can produce disappointing results when culture, strategies, tactics, and operations are not aligned around a common purpose. Bernard explains that holisticselling is not another sales methodology, but a company-wide operating system designed to create predictable growth by enabling every customer-facing employee to deliver extraordinary value at every interaction. He concludes by inviting listeners to assess their organization's maturity using the holisticselling scoring model to identify the root causes preventing sustainable growth. 3 Key TakeawaysGrowth problems are usually organizational problems, not sales problems. Companies often focus on fixing visible operational symptoms while the real constraint is a foundational lack of alignment across the organization.Predictable growth begins with enterprise-wide alignment. When leadership, strategies, processes, and frontline teams all align around a single True North—delivering exceptional customer outcomes—execution becomes more consistent and scalable.Assessment precedes transformation. The holisticselling scoring model provides leaders with a structured way to identify alignment gaps and prioritize the foundational improvements required to build a predictable growth engine.

  6. 4 Aug

    holisticselling podcast episode #23 - the holisticselling operating system

    This episode of the holisticselling podcast discusses the holisticselling operating system, a framework built to help B2B SaaS companies build a sustainable growth engine. When revenue growth stalls, most companies focus on fixing operational processes, such as lead generation, pipeline management, sales execution, account management and customer success. While improving these processes is important, it is not sufficient to address the root cause of revenue problems, which is the lack of a foundation that gets all functions aligned behind one "true north". Bernard argues that every decision, initiative, and investment should be evaluated against one question: Will this help customer-facing team members deliver greater value to customers? The framework aligns the entire enterprise around a single True North—creating extraordinary customer experiences and outcomes at every interaction—to eliminate internal friction and accelerate predictable growth. Bernard concludes by introducing the holisticselling scoring tool, which enables organizations to assess their alignment, benchmark themselves, and develop a roadmap for improving enterprise-wide performance. 3 Key TakeawaysRevenue problems often stem from internal misalignment and friction. Sustainable revenue acceleration requires a strong organizational foundation built on culture, strategic alignment, and integrated tactics that drive consistent operational execution.  The deeper the alignment, the greater the revenue acceleration.  Customer value must become the organization's True North. Every function should align around enabling frontline teams to deliver extraordinary customer experiences and business outcomes.Alignment can be measured and improved. The holisticselling scoring model provides organizations with a structured way to assess their maturity across culture, strategies, tactics and operations, in order to identify gaps and prioritize initiatives that strengthen long-term growth.

  7. 28 Jul

    holisticselling podcast episode #22 - conversation with Neha Gupta

    In this episode of the holisticselling podcast, Bernard Goor and Neha Gupta, Founder and CEO of Breakthrough AI (https://joinbreakthrough.ai/), discuss how AI can transform communication training for customer-facing professionals. Neha explains that traditional sales and leadership training often fails to develop the practical communication skills required in real customer conversations. Breakthrough AI addresses this gap by using AI-powered role plays, objective scoring, and transcript analysis to help employees practice, receive coaching, and build communication "muscle memory" before engaging with customers. The platform measures microbehaviors such as clarity, empathy, executive presence, handling objections, and next-step alignment, while providing managers with objective data to coach and benchmark performance across teams. The discussion concludes that effective communication—especially empathy, active listening, and adaptability—is one of the strongest drivers of customer trust, sales success, and leadership effectiveness in the AI era. 3 Key TakeawaysAI enables scalable, objective communication coaching. Rather than relying on subjective manager evaluations or uncomfortable peer role plays, Breakthrough AI provides realistic AI-driven simulations, consistent scoring, personalized feedback, and measurable coaching data across entire teams.Communication excellence is built through deliberate practice. The platform develops skills such as discovery, objection handling, negotiation, empathy, executive presence, and boundary setting through repeated scenario-based practice, allowing employees to gain confidence before entering real customer conversations.Empathy is the foundation of effective customer engagement. Throughout the conversation, Neha emphasizes that recognizing customer intent, actively listening, and making people feel heard are the most important behaviors for winning trust, strengthening relationships, and improving business outcomes. The platform has even demonstrated a 40% reduction in users' communication anxiety after training. Chapters 00:00 Introduction 02:48 The Critical Importance of Communication Skills 06:29 Enhancing Communication Skills with AI 08:09 Introduction to Communications Intelligence 10:11 Measuring Communication Effectiveness 12:04 Role Play Scenarios 17:32 Demo of Breakthrough AI 31:06 Adapting Communication Skills Across Sales Phases 34:48 Target Industries and Customer Profiles 39:25 Measuring Business Outcomes and Impact 43:00 Summary and Call to Action

  8. 21 Jul

    holisticselling podcast episode #21 - conversation with Jonathan Kvarfordt

    In this episode of the holisticselling podcast, Jonathan Kvarfordt of 1mind explains how AI can be used to fundamentally redesign the B2B buying experience rather than simply enhancing existing sales processes. He shares that AI "superhumans" can handle research, qualification, product education, demonstrations, and technical questions, allowing human sellers to focus on high-value relationship building, strategic conversations, and complex stakeholder management. Rather than replacing sales professionals, 1mind's vision is to eliminate friction, reduce handoff delays, and create a seamless buyer journey that preserves context from first interaction through customer success. The discussion also highlights the importance of transforming sales enablement and product marketing by creating buyer-centric content that AI can leverage effectively. Throughout the conversation, both Bernard Goor and Jonathan reinforce that organizations willing to redesign their go-to-market model around the buyer—not simply automate existing workflows—will gain a significant competitive advantage. 3 Key TakeawaysAI can transform the buyer journey—not automate the old sales process. The greatest opportunity lies in redesigning how buyers engage with vendors, reducing friction, eliminating unnecessary handoffs, and enabling buyers to receive expert guidance immediately.The future role of human sellers becomes more strategic, not less important. As AI assumes repetitive qualification, demonstrations, and technical education, sales professionals will differentiate through emotional intelligence, executive conversations, multi-stakeholder alignment, negotiation, and trusted advisor relationships.Buyer-centric content becomes a strategic competitive asset. Organizations implementing AI successfully will need high-quality content focused on customer challenges, business outcomes, and value—not just product features. Sales enablement and product marketing must evolve from creating product collateral to creating knowledge that helps buyers make better decisions.  Chapters 00:00 Introduction 02:39 The Vision Behind 1Mind 04:53 Transforming the Buyer Experience 09:43 AI Superhumans vs. Human Sellers 12:33 Content Creation for AI Superhumans 15:15 The Future of Sales and GTM Roles 21:38 Customer Use Cases and Outcomes 25:33 Prerequisite for Success 30:02 Summary and Call to Action

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Tune in to learn how to achieve extraordinary results in B2B selling by leveraging the holisticselling framework!

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  • Creator
    Bernard Goor
  • Years Active
    2026
  • Episodes
    29
  • Rating
    Clean
  • Copyright
    © 2026 Bernard Goor