B2B Sales Trends

Global Performance Group
B2B Sales Trends

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.

  1. The Cost of Inaction in Healthcare Sales

    4D AGO

    The Cost of Inaction in Healthcare Sales

    What’s the real cost of doing nothing? In this episode, Frank Shipp — VP of Sales at Cardinal Health — joins Harry Kendlbacher to explore how healthcare sales teams can drive meaningful change in high-stakes, high-regulation environments. They dig into: How to quantify and communicate the cost of inaction to every stakeholder What it takes to earn buy-in from clinical, financial, and executive audiences Why traditional sales playbooks often fall short in healthcare And how to prepare reps for value-based conversations that actually stick If you're selling in a complex ecosystem with long cycles and multiple decision-makers, this one’s for you.

    25 min
  2. 61. Winning Through the Channel: Mindset, Trust, and Execution

    6D AGO

    61. Winning Through the Channel: Mindset, Trust, and Execution

    Channel sales is more than a route to market — it’s a relationship. In this episode of B2B Sales Trends, Mike Hennings, VP of Business Development at Hubbell Inc., joins Harry Kendlbacher to unpack what it really takes to win with and through your partners. They cover: - Why starting with the right mindset is critical for effective channel strategy - How to build genuine trust and alignment with distribution partners - What true execution looks like — from sales enablement to structured go-to-market motions Mike also shares how his team is rethinking partner engagement and empowering field sellers to drive shared success. If you're a leader looking to elevate your channel approach and build partnerships that truly move the needle, this episode is for you.

    26 min
  3. 60. Turning Sales Plans Into Outcomes

    JUN 26

    60. Turning Sales Plans Into Outcomes

    Brian North, VP of Strategic Partnerships at Hearst, joins Harry Kendlbacher to unpack the challenge many sales leaders face: closing the gap between strategy and execution. They talk about what it really takes to move big, complex sales organizations toward results — from aligning teams around a shared goal to building repeatable habits that drive performance. In this episode: - How to make sure strategic plans actually lead to action - Why clarity, consistency, and accountability matter more than ever - Lessons from leading cross-functional, cross-industry teams - What top performers do differently to build momentum and trust This one's for anyone responsible for driving execution across a sales org — no matter the industry.

    28 min
  4. Enabling Sales Managers to Drive Results

    JUN 24

    Enabling Sales Managers to Drive Results

    Sales enablement often focuses on reps — but what about the managers? In this episode of B2B Sales Trends, Andy Kodner, VP of Revenue Operations and Enablement at Bazaarvoice, joins Harry Kendlbacher for a candid conversation about what it really takes to turn strategy into execution. They talk about: - Why sales managers are the key to sustained behavior change - How enablement can support frontline leadership without overwhelming them - The critical difference between one-off training and long-term capability building - What to measure — and how — to know if it’s working Whether you're in RevOps, enablement, or leading a sales team yourself, this episode is packed with insights on leading through change and turning ideas into action.

    30 min
  5. 58. Winning Through Partnerships: The Future of Channel Sales & Sales Leadership

    JUN 19

    58. Winning Through Partnerships: The Future of Channel Sales & Sales Leadership

    What does it take to succeed in today’s channel sales landscape? Mark Conley, Vice President, Americas Channel Sales at Cohesity, joins Harry Kendlbacher to unpack the evolution of channel partnerships — and what it means to lead in an environment where influence, trust, and collaboration matter more than ever. They talk about: - How to build partner trust without controlling the outcome - The unique challenges of managing distributed teams - What sales leadership looks like in a fast-changing partner ecosystem - And why clarity, consistency, and culture are critical to driving results This one’s for anyone thinking about the future of sales leadership in a partner-first world.

    24 min
  6. 57. The Hidden Cost of Selling Too Fast: Slowing Down to Win Big

    JUN 12

    57. The Hidden Cost of Selling Too Fast: Slowing Down to Win Big

    In today’s fast-paced sales environment, it’s easy to focus on speed — but what’s the cost of moving too quickly? Rich Sander, Commercial Vice President at Smurfit WestRock, joins Harry Kendlbacher for a conversation about why slowing down can actually help you close bigger, more strategic deals. From resisting pressure to pitch too soon to earning trust in highly commoditized markets, Rich shares a refreshingly grounded take on what it really means to lead a sales team that delivers long-term value. They talk about: - The importance of doing real discovery — even when clients think they’ve already solved the problem - How to avoid being reduced to price in a commoditized market - What it means to slow down the sales cycle without losing momentum - Why intentionality, patience, and listening are your best tools in a high-velocity world This episode is for anyone who’s felt the pressure to rush — and is ready to rethink what it takes to win with consistency.

    27 min
  7. 56. AI Is Here — But Sales Is Still Human

    JUN 5

    56. AI Is Here — But Sales Is Still Human

    In an era of automation and data overload, what role does human instinct still play in B2B sales? Steven Jow, Executive Vice President of Sales at TD DYNNEX, joins Harry Kendlbacher for a wide-ranging conversation about selling through change — from navigating digital transformation and shifting buyer expectations to integrating AI tools without losing the personal touch. They talk about: - How Steve has led teams through major transitions, including going from legacy sales to full-funnel enablement - The traits that still set great sellers apart — no matter the tech stack - Why curiosity and coaching matter more than ever - And how AI is changing the game (but not replacing it) This one’s for anyone leading sales teams through transformation — or wondering how to stay sharp when everything else is evolving.

    24 min
  8. 55. Beyond the Lone-Wolf Seller: How Sales Teams Can Win Together

    MAY 29

    55. Beyond the Lone-Wolf Seller: How Sales Teams Can Win Together

    In today’s enterprise deals, selling to a single decision-maker is no longer enough. Salespeople need to navigate complex committees — and that means they can’t go it alone. In this episode of B2B Sales Trends, Harry Kendlbacher sits down with JP Flores, Senior Sales Director at CrowdStrike, to talk about why elite sellers think more like orchestrators than lone wolves. From building internal alignment to leading outcome-driven conversations, JP shares how top-performing teams work together to win high-stakes, multi-threaded deals. Whether you’re trying to increase win rates or level up your strategic conversations, this episode offers practical takeaways you can put into play immediately.

    23 min
See All (63)

Ratings & Reviews

5
out of 5
2 Ratings

About

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.

Information

  • Creator
    Global Performance Group
  • Years Active
    2020 - 2025
  • Episodes
    63
  • Rating
    Clean
  • Copyright
    © All rights reserved
  • Show Website
    B2B Sales Trends

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