B2B Sales Trends

Global Performance Group

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. 130. The Authenticity Advantage in Modern B2B Selling w/ Ritu Nadkarni (Regional Business Director at Johnson & Johnson)

    4D AGO

    130. The Authenticity Advantage in Modern B2B Selling w/ Ritu Nadkarni (Regional Business Director at Johnson & Johnson)

    Sales leadership is tested most when momentum drops, pressure rises, and teams lose confidence. In this episode of the B2B Sales Trends Podcast, Harry sits down with Ritu Nadkarni, Regional Business Director at Johnson & Johnson and former Senior Director of Sales at Alcon, to unpack the mindset, systems, and leadership habits behind sustainable high performance in modern B2B sales. From simplifying execution to building customer centric selling cultures, Ritu shares practical frameworks for sales team motivation, agile leadership, and developing resilient teams that perform consistently without burnout. She explains her “simplify, clarify, magnify” framework, why leaders must focus on impact over activity, and how authenticity builds trust in modern B2B selling. 🔗 Explore more insights: www.globalperformancegroup.com 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ ⏱️ Timestamps: 00:00 – Why sales leadership matters most under pressure 01:30 – Ritu Nadkarni’s journey from marketing into B2B sales 06:50 – The “simplify, clarify, magnify” sales leadership framework 10:05 – How to simplify execution in B2B sales strategy 14:30 – The habits and mindset of top B2B sales performers 21:40 – Agile leadership, adaptability, and building resilient teams In this episode of the B2B sales podcast, you’ll learn: • How to rebuild momentum after difficult sales quarters • Why high performing teams focus on impact instead of activity • The leadership mindset behind trust based performance cultures • How customer centric selling improves long term sales performance This episode is for B2B sales leaders, revenue executives, go to market teams, and professionals looking to improve execution, communication, and performance in modern B2B selling. 💡 Key Takeaways • Great sales leadership starts with simplifying priorities and removing noise • Ritu’s “simplify, clarify, magnify” framework helps teams reset under pressure • Top sales performers build confidence through preparation, repetition, and customer understanding • Authenticity and customer centric selling create stronger trust and better performance • Agile leadership requires curiosity, fast feedback loops, and consistent course correction 👤 About Guest Ritu Nadkarni is a people first, customer focused commercial leader with 20+ years of experience across medical devices, biologics, vaccines, and vision care. Formerly Senior Director of Sales at Alcon, she now serves as Regional Business Director, Dermatology, at Johnson & Johnson Innovative Medicine. She is known for building high performing teams, leading product launches, and championing emotionally intelligent leadership, mentorship, and health equity. Connect with Ritu Nadkarni on LinkedIn: https://www.linkedin.com/in/ritu-nadkarni/ 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/

    31 min
  2. 129. Sales Culture Behind High Performance w/ Liat Shentser (VP at SentinelOne)

    6D AGO

    129. Sales Culture Behind High Performance w/ Liat Shentser (VP at SentinelOne)

    Sales culture is the hidden driver behind customer trust, enterprise sales performance, and long-term B2B growth. In this episode of the B2B Sales Trends Podcast, Harry sits down with Liat Shentser, VP Solutions Engineering at SentinelOne, to unpack why culture is no longer a soft topic in modern B2B selling. From cybersecurity sales and sales engineering to go to market strategy and customer trust, this conversation explores what actually creates alignment inside high performing teams. Liat shares practical leadership frameworks, the psychology behind trusted advisor selling, and why elite B2B sales leadership starts with intent, clarity, and purpose. 🔗 Explore more at www.globalperformancegroup.com ⏱️ Timestamps: 00:00 – Why sales culture directly impacts revenue in B2B sales 02:36 – Customer trust and the future of enterprise sales 04:21 – Why sales engineering is now critical in cybersecurity sales 06:42 – The leadership principles behind high performance teams 10:23 – The three pillar framework for modern B2B selling 22:46 – Measuring sales culture through business performance metrics This episode is for B2B sales leaders, sales engineers, go to market teams, and enterprise revenue operators who want to improve customer trust, sales culture, and high performance execution in modern B2B selling. You’ll learn: • Why sales culture is a measurable performance driver • How solution engineers become trusted advisors in enterprise sales • The role emotional intelligence plays in B2B sales leadership • How customer trust reduces friction and shortens sales cycles • Why go to market strategy should always start with the customer 💡 Key Takeaways • Sales culture is not a soft skill initiative. It directly impacts win rates, retention, and customer trust. • Modern sales engineering requires emotional intelligence, storytelling, and business outcome alignment, not just technical expertise. • High performing go to market teams align around customer outcomes instead of internal KPIs. • The strongest B2B sales leaders create intentional cultures built on clarity, focus, and vulnerability based trust. • Enterprise sales success increasingly depends on human connection, even in an AI driven world. 👤 About Guest Liat Shentser is the VP of Solutions Engineering at SentinelOne and a global technology leader with experience across cybersecurity, cloud transformation, and go to market leadership at companies including SentinelOne, Zscaler, Juniper Networks, and Cisco. She is known for building high-performance sales engineering teams that connect technical innovation with customer trust, business outcomes, and modern enterprise growth. Connect with Liat Shentser on LinkedIn: https://www.linkedin.com/in/liatshentser/ 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/

    33 min
  3. 128. Stop Competing on Price: Differentiation Starts in Discovery w/ Rich Van Sprang (VP Sales Americas at Hitachi Vantara)

    MAY 7

    128. Stop Competing on Price: Differentiation Starts in Discovery w/ Rich Van Sprang (VP Sales Americas at Hitachi Vantara)

    How to stop competing on price is the defining challenge in modern B2B sales and in this episode we break down how top performers shift from price pressure to value based selling and real differentiation strategy. In this episode of the B2B Sales Trends Podcast, Harry sits down with Rich Van Sprang, General Manager and Vice President of Sales, Americas at Hitachi Vantara, to explore how enterprise sales teams can move beyond commoditized conversations and create value driven outcomes. From changing buying behavior to discovery questions, qualification discipline, and the cost of inaction, this conversation offers a clear lens on what separates average sellers from elite performers in today’s remote sales environment. 🔗 Explore more insights: https://www.globalperformancegroup.com/ ⏱️ Timestamps: 00:00 – Why B2B sales is stuck competing on price 03:50 – Buying behavior changes and remote sales impact 06:15 – Value based selling vs technical selling in enterprise sales 10:00 – Discovery questions that drive real differentiation strategy 15:00 – Cost of inaction and why deals stall 22:30 – Internal champions and qualifying real opportunities You’ll learn: – How to stop competing on price and lead with value – Why discovery questions define your sales process – How internal champions influence enterprise sales outcomes – How to qualify real opportunities and avoid stalled deals 💡 Key Takeaways - If you lead with “what” instead of “why”, you will be forced into price competition - The real competitor in B2B selling is often doing nothing, not another vendor - Strong discovery questions create differentiation before pricing ever comes up - Internal champions are critical to carrying your value message inside the account - Confidence and belief in your value proposition directly impact sales outcomes 👤 About Guest Rich Van Sprang is General Manager and Vice President of Sales, Americas at Hitachi Vantara. With 18+ years of experience across sales, partner management, and executive leadership, he specializes in aligning go to market strategy with business outcomes and helping teams move from technical conversations to value based selling. Connect with Rich Van Sprang on LinkedIn: https://www.linkedin.com/in/richard-van-sprang-bbb8744/ 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/

    31 min
  4. 127. Why Urgency Is Missing in Most B2B Deals

    MAY 5

    127. Why Urgency Is Missing in Most B2B Deals

    Urgency in sales is often missing in B2B deals because buyers default to the status quo. The real driver isn’t ROI, it’s the cost of inaction and the risks of doing nothing. In this solo episode of the B2B Sales Trends Podcast, Harry breaks down why deals stall, how status quo bias shapes B2B sales psychology, and how to create urgency by making consequences visible. You’ll learn practical ways to uncover unconsidered needs, highlight the risks of inaction, and move enterprise sales conversations forward. 🔗 Explore more insights: https://www.globalperformancegroup.com/ ⏱️ Timestamps: 00:00 – Why urgency is missing in B2B sales 00:25 – The comfort of the status quo in B2B deals 00:50 – Highlighting the cost of inaction in sales 01:20 – Uncovering hidden needs in B2B sales 01:50 – Building urgency to move deals forward You’ll learn: – Why buyers default to inaction even when change is needed – How to clearly communicate the cost of inaction – How to uncover unconsidered needs in complex sales – How to shift conversations beyond ROI to real business risk 💡 Key Takeaways - The cost of inaction is often more persuasive than ROI in B2B sales - Status quo bias is the primary reason deals stall, not lack of value - Urgency is created by making risk visible, not by applying pressure - Unconsidered needs are the key to reframing buyer priorities - Sales leaders who understand decision psychology close more complex deals 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/

    3 min
  5. 126. Outcome Based Selling: Why Technical Sellers Lose Deals w/ Monia Munari (SVP Sales, Siemens Energy)

    APR 30

    126. Outcome Based Selling: Why Technical Sellers Lose Deals w/ Monia Munari (SVP Sales, Siemens Energy)

    Outcome based selling is now the edge in modern B2B sales. Buyers want business results, financial impact, and strategic value, not another product pitch. In this B2B Sales Trends Podcast episode, Harry sits down with Monia Munari, Senior Vice President of Sales, Grid Technologies at Siemens Energy, to unpack how technical sales teams evolve into trusted business partners. From enterprise sales and consultative selling to AI in sales and stakeholder engagement, this conversation breaks down the mindset shift behind modern B2B selling and sales leadership performance. 🔗 Explore more insights: www.globalperformancegroup.com 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ ⏱️ Timestamps: 00:00 – Why outcome based selling is replacing feature selling 03:25 – Sales transformation inside Siemens Energy 04:53 – How elite sellers prepare for enterprise sales meetings 07:08 – Stakeholder engagement and building a business case 15:25 – AI in sales: automate admin, protect human value 23:04 – The 3 sales skills top performers need now You’ll learn: • Why technical expertise alone no longer wins B2B sales • How consultative selling creates larger opportunities • Where AI in sales adds value without hurting trust • The mindset shift from seller to owner of customer outcomes 💡 Key Takeaways • Outcome based selling means leading with results, not products. • The best sellers understand balance sheets, market pressure, and executive priorities. • AI should remove low value tasks so sellers can focus on human conversations. • Strong qualification saves time and increases win rates. • Curiosity, empathy, and disciplined execution define elite sales talent. 👤 About Guest Monia Munari is Senior Vice President of Sales, Grid Technologies at Siemens Energy. With 15+ years of international leadership experience across technical, operational, and commercial roles, she specializes in sales transformation, profitable growth, and leading high-performing teams. Connect with Monia Munari on LinkedIn: https://www.linkedin.com/in/monia-munari-26b5b542/ 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/

    27 min
  6. 125. Most B2B Deals Are Lost Before Procurement Begins w/ Raymond Chow (VP Asia Pacific at Cytiva)

    APR 28

    125. Most B2B Deals Are Lost Before Procurement Begins w/ Raymond Chow (VP Asia Pacific at Cytiva)

    Procurement strategy decides many deals before the RFP ever lands. In this episode of the B2B Sales Trends Podcast, Harry sits down with Raymond Chow to unpack why most B2B sales are lost long before formal procurement begins. If you lead complex deals, enterprise sales strategy, or sales enablement teams, this conversation will sharpen how you approach stakeholder mapping, procurement process dynamics, and modern B2B selling. Raymond shares practical lessons from Asia Pacific markets that apply globally. 🔗 Explore more insights: www.globalperformancegroup.com 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ ⏱️ Timestamps: 00:00 – Why procurement strategy starts before the RFP 03:10 – How buying committees changed B2B sales 05:50 – Stakeholder mapping in complex enterprise sales 10:20 – Why late stage RFP bids rarely win 13:35 – Procurement process tactics to get involved early 23:35 – The habits of elite B2B sales leaders You’ll learn: • Why most sellers enter deals too late • How to win trust with procurement instead of fighting them • How stakeholder mapping improves win rates • The traits top sales leadership teams build consistently 💡 Key Takeaways • If the first time you hear about a deal is the RFP, your odds are already low. • Procurement is not the enemy. Strong sellers treat them as partners in the buying process. • Stakeholder mapping is essential in modern B2B sales because decisions are shared across finance, technical, and user groups. • Great enterprise sales strategy means shaping deals early, not reacting late. • Listening, continuous learning, and grit remain timeless traits of top performers. 👤 About Guest Raymond Chow is a senior leader with up to 30 years of experience across sales, marketing, operations, and commercial leadership in the healthcare and life science industry. He is known for building high performing teams, developing partner networks, and driving accelerated growth across regional markets. Connect with Raymond Chow on LinkedIn: https://www.linkedin.com/in/raymond-chow-5b97488/ 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/

    34 min
  7. 124. Business Acquisition Strategy: Why Most Deals Fail After Closing w/ Marie Szymanski (GM at Atlas Copco)

    APR 23

    124. Business Acquisition Strategy: Why Most Deals Fail After Closing w/ Marie Szymanski (GM at Atlas Copco)

    Business acquisition strategy is not about buying companies. It is about what happens after the deal closes. In this episode of the B2B Sales Trends Podcast, Harry sits down with Marie Szymanski, General Manager at Atlas Copco, to unpack how smart companies turn acquisitions into competitive advantage through alignment, innovation strategy, and customer experience strategy. From portfolio management to strategic partnerships, Marie shares how Atlas Copco avoids commoditization, equips modern sales teams, and creates real value based sales outcomes in manufacturing markets. If you lead B2B sales, growth strategy, or integration after acquisition, this conversation is highly relevant. 🔗 Explore more insights: www.globalperformancegroup.com 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ ⏱️ Timestamps: 00:00 – Business acquisition strategy nobody talks about 03:10 – Why Atlas Copco wins through innovation strategy 08:55 – How to avoid becoming a commodity in B2B sales 14:40 – Portfolio management that creates competitive advantage 20:15 – Value based sales and proving ROI to customers 29:25 – Building sales teams for strategic partnerships You’ll learn: • Why acquisitions fail when alignment is ignored • How innovation strategy drives customer value • What modern B2B selling looks like after integration • How elite sales teams stay relevant in complex markets 💡 Key Takeaways • Buying companies is easy compared with integrating culture, systems, and go to market execution. • Customers do not buy broad portfolios. They buy clear outcomes and reduced risk. • Innovation matters most when it solves real operational problems. • Value based sales requires measurable ROI, not generic claims. • Strong post acquisition growth depends on talent development and internal alignment. 👤 About Guest Marie Szymanski is General Manager at Atlas Copco. Known for leading growth through innovation, portfolio expansion, and customer focused commercial strategy, she helps organizations turn acquisitions into market advantage while building high performing teams. Connect with Marie Szymanski on LinkedIn: https://www.linkedin.com/in/marie-szymanski-ab174426/ 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/

    40 min
  8. 123. Why Your Sales Process Isn’t Increasing Win Rates

    APR 21

    123. Why Your Sales Process Isn’t Increasing Win Rates

    Sales process problems often hide behind activity. The real issue is whether buyers are committing to change. In this episode, Harry breaks down how buyer commitment, cost of inaction, and stronger conversations can improve win rates and strengthen your B2B sales strategy. Too many teams mistake meetings, emails, and pipeline movement for real progress. In this solo episode of B2B Sales Trends, Harry shares how modern sellers shift from internal stages to buyer agreements, uncover business pain points, and create momentum that actually closes deals. 🔗 Explore more insights: https://globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ ⏱️ Timestamps: 00:00 – Why your sales process may be hurting win rates 00:32 – Activity vs agreement in B2B sales 01:00 – Why unchecked stages waste time 01:16 – How to map a stronger sales process 01:42 – Shift from milestones to buyer agreements 02:05 – High performing teams build mutual commitment 02:23 – Striker questions and uncovering pain points 02:55 – Using cost of inaction to create urgency 03:20 – Why real buyer change improves win rates You’ll learn: – Why busy pipelines can still be weak pipelines – How top teams gain commitment instead of chasing updates – How to uncover real business pain points – Why cost of inaction is a powerful lever in B2B sales 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://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/

    4 min
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Ratings & Reviews

5
out of 5
3 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 - 2026
  • Episodes
    131
  • Rating
    Clean
  • Copyright
    © All rights reserved
  • Show Website
    B2B Sales Trends