B2B Sales Trends

Global Performance Group

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BUSINESS
UPDATED TWICE WEEKLY

This podcast is dedicated to sales leaders in the B2B space, where we share conversations about innovative and successful sales transformations to keep you up to date on the latest trends that will help you to effectively tackle the challenge of constructing and executing a profitable and sustainable sales process.

2 DAYS AGO

122. Pipeline Over Revenue: Why Sales Leaders Keep Getting It Wrong w/ John Glennon (SVP of Sales, North America at Sinch)

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of the B2B Sales Trends Podcast, Harry sits down with John Glennon, SVP of Sales, North America at Sinch, to unpack why outdated scorecards hurt modern B2B sales teams.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, better coaching systems, MEDDIC sales methodology, and how elite leaders create predictable revenue through smarter measurement. 🔗 Explore more insights: www.globalperformancegroup.com 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ ⏱️ Timestamps: 00:00 – Why revenue is a flawed sales KPI for modern sales leadership 02:05 – The hidden sales performance problem most leaders miss 07:57 – John Glennon’s Five Cs sales KPI framework explained 12:11 – Sales pipeline management signals that predict future wins 17:10 – MEDDIC sales methodology and stronger enterprise sales process 30:15 – How B2B sales leadership teams should measure what matters You’ll learn: • Why lagging metrics create reactive leadership • How to improve forecast accuracy and pipeline visibility • What separates scalable sellers from streaky sellers • How better key performance indicators drive stronger coaching 💡 Key Takeaways • Revenue tells you what happened, not what is about to happen. • Great sales KPI systems track pipeline creation, commit accuracy, and progress. • Forecast discipline improves when sellers use clear qualification frameworks. • Managers become better coaches when they stop acting as historians. • Consistent pipeline creation is one of the clearest signals of elite sellers. 👤 About Guest John Glennon is SVP of Sales, North America at Sinch. He leads high performing B2B sales teams across multiple segments and is known for building practical systems that improve forecasting, coaching, and long term sales performance. Connect with John Glennon on LinkedIn: https://www.linkedin.com/in/johnglennon/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at www.globalperformancegroup.com 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy. If that’s you or someone you recommend, submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

39 min
4 DAYS AGO

121. The Human Skills That Still Win Enterprise Deals w/ Dave Hirsch (Regional Director at Bloomberg)

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 human edge. From complex B2B sales to enterprise sales strategy, this conversation explores how modern sellers can use tools to prepare smarter, reduce buyer risk, and create real confidence at decision time. If you care about B2B selling, sales enablement, and the future of consultative selling, this episode is for you. 🔗 Explore more insights: www.globalperformancegroup.com 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ ⏱️ Timestamps: 00:00 – Why AI in sales exposes weak selling habits 03:45 – Bloomberg, complex B2B sales, and high risk buyers 08:55 – Sales technology overload and why more tools can hurt 11:40 – How elite sellers use AI in sales for prep and insights 24:00 – Sales leadership mistakes in AI adoption 35:00 – Human skills that still win enterprise sales strategy You’ll learn: • Why buyers still need human confidence before decisions • How top reps use AI without becoming dependent on tools • What sales leaders should focus on before buying new tech • Why business acumen is now a competitive advantage 💡 Key Takeaways • AI in sales should enhance judgment, not replace it. • Too many tools create noise when teams need clarity. • Great sellers use technology for prep, prioritization, and timing. • Buyers make decisions when risk feels reduced. • Human skills like empathy, trust, and business understanding are increasing in value. 👤 About Guest Dave Hirsch is a Regional Director at Bloomberg. He leads teams serving Bloomberg Law clients and works closely with organizations navigating complex buying decisions where credibility, risk management, and long term value matter most. Connect with Dave: https://www.linkedin.com/in/davehirschprofile/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at www.globalperformancegroup.com 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy. If that’s you or someone you recommend, submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

43 min
9 APR

120. Four Mistakes That Stall Enterprise Deals

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 clear framework to improve stakeholder management and move deals forward with confidence. 🔗 Explore more insights: https://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ ⏱️ Timestamps: 00:00 – Why enterprise sales deals stall after a great demo 00:45 – The reality of 10+ stakeholder buying groups 01:30 – Mistake 1: Technical agreement vs real alignment 02:20 – Mistake 2: Why teams never say yes together 03:30 – Mistake 3: Comfort zone selling kills momentum 04:30 – Mistake 4: The danger of unmapped stakeholders You’ll learn: – How to navigate multi stakeholder enterprise sales environments – Why outcome based selling requires full organizational alignment – How to improve stakeholder management and reduce deal risk – What separates high performing sales leadership from average execution 💡 Key Takeaways - Enterprise sales success depends on alignment not just agreement - Stakeholder management is the core discipline in complex B2B sales - Avoiding difficult stakeholders introduces hidden risk into your sales pipeline - Momentum is not progress unless decision ownership is clearly mapped - High performing teams engineer consensus instead of relying on champions If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at http://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you or someone you recommend submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

7 min
2 APR

119. Stop Chasing More Deals - Win Bigger Ones Instead w/ Ole Gerkensmeyer (CSO at Nexperia)

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 shows how strategic focus drives sales growth and long-term impact. 📘 Get the 26 Sales Trends for 2026 report: https://globalperformancegroup.com/26-sales-trends/ ⏱️ Timestamps: 00:00 – Why most b2b sales strategy fails (b2b sales, sales leadership) 03:40 – The hidden cost of chasing too many deals (sales productivity, complex b2b sales) 09:40 – Key account management and the 80 percent revenue insight (key account management, enterprise sales) 13:20 – Winning bigger deals by involving the full organization (enterprise sales, go-to-market strategy) 18:00 – Building real partnerships that drive sales growth (customer centric selling, b2b selling) 25:30 – Stop chasing everything and think strategically first (sales coaching, sales leadership) You’ll learn: – Why focusing on fewer accounts increases revenue and impact – How to identify high-value opportunities in complex b2b sales – What separates top sales teams from average performers – How to align go-to-market strategy with real customer needs 💡 Key Takeaways - Most sales teams are not short on opportunities, they are short on focus - A small number of accounts typically drive the majority of revenue - Saying no is a strategic advantage in complex b2b sales - High performance comes from thinking before acting, not doing more - Real growth comes from deep partnerships, not surface-level activity 👤 About Guest Ole Gerkensmeyer is Chief Strategy Officer at Nexperia. Known for his expertise in enterprise sales, go-to-market strategy, and key account management, he helps organizations focus their sales efforts to drive sustainable growth and market leadership. Connect with Ole Gerkensmeyer on LinkedIn: https://www.linkedin.com/in/ole-gerkensmeyer-785884/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at www.globalperformancegroup.com 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

36 min
31 MAR

118. Complex B2B Sales Strategy: Moving Beyond RFPs

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, trusted advisor selling, and real business outcomes. If you're in b2b sales, sales leadership, or building a modern GTM strategy, this conversation will challenge how you think about winning deals. 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ ⏱️ Timestamps: 00:00 – Complex B2B sales: why RFPs fail today 03:30 – AI in sales & shifting to outcome based selling 06:00 – Go-to-market strategy: from horizontal to vertical GTM 09:00 – Why buyers care about outcomes, not solutions 13:00 – RFP vs co-creation in complex b2b sales 18:30 – Trusted advisor selling & winning without benchmarking You’ll learn: – Why RFP processes hurt your b2b sales strategy – How outcome based selling changes client conversations – What modern sales leadership must shift in GTM strategy – How AI in sales is accelerating decision-making and expectations 💡 Key Takeaways - RFPs are often benchmarking exercises - not real buying decisions - In complex B2B sales, outcomes matter more than capabilities - Co-creation with clients dramatically increases win probability - AI is accelerating the shift toward faster, outcome-driven decisions - Trusted advisor positioning is now a requirement - not a differentiator About Guest Karan Chetal is Global Chief Growth Officer at Monks. Known for driving large-scale transformation and growth, he helps organizations align go-to-market strategy with outcome based selling and AI-driven innovation. Connect with Karan Chetal on LinkedIn: https://www.linkedin.com/in/karan-chetal-490639134/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at http://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

28 min
26 MAR

117. How Employee Retention Drives Sales Growth

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, and win in today’s complex buying behavior environment. In this episode of the B2B Sales Trends Podcast by Global Performance Group, Harry sits down with Chris Kowalewski, Chief Growth Officer at Compass Group, to explore why leadership, sales organization design, and simplification - not more pressure - drive long-term growth. 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🔗 Explore more insights: https://www.globalperformancegroup.com/ ⏱️ Timestamps: 00:00 – The real problem behind employee turnover in B2B sales 03:30 – Why sales organization design drives sales growth strategy 08:15 – Employee retention strategies that reduce turnover 13:40 – Simplifying processes to improve B2B sales performance 18:20 – Leadership, complexity, and sustainable growth 27:10 – Modern buying behavior and multi-stakeholder B2B selling You’ll learn: – How to reduce employee turnover in sales teams – Why simplification beats adding more tools and processes – What modern buying behavior means for B2B sales strategy – How leadership impacts long-term growth and performance 💡 Key Takeaways - High employee turnover is usually a system design problem—not a hiring problem - Sales growth strategy improves when you remove friction, not add pressure - The best teams shift support work away from sellers to increase selling time - Sustainable growth comes from retention, tenure, and continuous simplification - Modern B2B buying behavior requires lower risk and better stakeholder alignment About Guest Chris Kowalewski is Chief Growth Officer at Compass Group, where he has driven over $20B in organic growth by redesigning sales organizations for performance and scale. He’s known for reducing employee turnover from 20%+ to under 6% and building high-performance teams through a people-first, simplicity-driven approach to leadership. Connect with Chris Kowalewski on LinkedIn: https://www.linkedin.com/in/chris-kowalewski/ 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/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

39 min
24 MAR

116. Why Most B2B Deals Stall Before They Even Start

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 sales teams can break out of commodity conversations and lead with real business impact. 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🔗 Explore more insights: https://www.globalperformancegroup.com/ ⏱️Timestamps: 00:00 – Enterprise sales shift: from product to outcome-based selling 03:45 – TeamViewer’s evolution and value-based selling approach 09:10 – The confidence gap in tech investments (b2b sales strategy) 15:00 – From reactive to proactive selling in B2B sales 22:40 – Sales coaching techniques to build consistent performance 29:30 – Sales leadership lessons: what top performers do differently You’ll learn: – How to shift from value-based selling to true outcome-based selling – Why most enterprise deals stall before they ever become real decisions – How sales coaching and leadership drive consistent performance – What it takes to engage C-suite buyers with confidence 💡 Key Takeaways - Most deals don’t fail at the end - they fail because the problem was never strong enough to drive action. - Outcome-based selling reframes conversations from product features to measurable business impact. - Leading with price immediately weakens your position and commoditizes your offer. - Proactive, insight-led selling is replacing reactive, transactional approaches in modern B2B sales. - Coaching, consistency, and mindset shifts are critical to sustaining high performance. 👤About Guest Matt Leighton is VP of Enterprise Sales, EMEA at TeamViewer. A builder of high-performing sales teams with over 25 years in tech, he has led and transformed enterprise sales organizations across SaaS, cloud, and software—shaping teams at companies like IBM and Salesforce. Connect with Matt on LinkedIn: https://www.linkedin.com/in/matthew-leighton/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at http://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

33 min
19 MAR

115. 60% of B2B Deals End in “No Decision” — Here’s How to Fix That

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 competition, but because they should never have been in the pipeline to begin with. 🔗 Explore more insights: https://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ ⏱️Timestamps: 00:00 – Sales pipeline management: what’s really killing win rates 01:10 – Why 60% of deals end in no decision (sales qualification gap) 02:30 – Sales discovery: why surface-level sales questions fail 03:50 – How to create urgency in sales through risk & outcome 05:20 – Sales leadership: raising standards and disqualifying deals 06:40 – Sales process improvement: fixing pipeline for better forecasting You’ll learn: – Why weak sales qualification leads to “no decision” deals – How better sales discovery creates urgency and movement – What high-performing B2B sales teams do differently in their sales process – How to improve sales pipeline management for predictable growth 💡 Key Takeaways - Most lost deals aren’t lost to competitors - they end in “no decision” due to weak qualification - High-performing teams qualify problems, not just accounts - Urgency comes from connecting decisions to risk or outcome, not features - Surface-level sales discovery leads to comparison, not action - Disqualifying early improves win rates, forecasting accuracy, and deal velocity If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at http://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/

9 min

This podcast is dedicated to sales leaders in the B2B space, where we share conversations about innovative and successful sales transformations to keep you up to date on the latest trends that will help you to effectively tackle the challenge of constructing and executing a profitable and sustainable sales process.

Creator

Global Performance Group
Years Active

2020 - 2026
Episodes

123
Rating

Clean
Copyright

© All rights reserved
Show Website

B2B Sales Trends