B2B Sales Trends

Global Performance Group

5.0 (3)
Business
Updated 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.

2d ago

145. The Renewal Starts the Day You Close the Deal w/ Scott Lerner

Customer Success shouldn't be selling. That's exactly why it drives more revenue growth. Scott Lerner believes the biggest opportunity in B2B sales isn't winning new customers. It's what happens after the deal is signed. Most customer success teams are measured on expansion. Scott believes that's where many organizations start solving the wrong problem. The moment every conversation becomes commercial, you stop being a trusted advisor and start becoming just another vendor. On the B2B Sales Trends Podcast, Harry sits down with Scott Lerner, Senior Vice President of Global Services at Akamai Technologies, to explore why the renewal starts the day the contract is signed, why many services organizations are trapped in what he calls "hour's jail," and why customer outcomes matter more than billable hours. Scott challenges several assumptions many sales leaders still believe: • The renewal starts the day the deal closes, not when the contract expires. • Customer Success should uncover opportunities but avoid negotiating deals. • Price is rarely the real reason customers leave. • Today's buyers need better questions, not more product education. • AI is making the traditional services model harder to defend than ever before. 🔗 Explore more insights: https://globalperformancegroup.com/ 📘 Download the whitepaper "You're Entering the Deal Too Late" 👉 https://globalperformancegroup.com/resources/#papers 📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com ⏱️ Timestamps 00:00 Customer Success begins after the sale 05:04 Why customer outcomes matter more than renewals 09:00 Growing accounts without losing trusted advisor status 11:57 Escaping "hour's jail" with Outcome Based Selling 16:22 Building Customer Centricity through curiosity and empathy 19:59 Better questions beat better pitches Key ideas explored • Why Customer Success has become one of the biggest drivers of Revenue Growth. • The hidden trade off between selling more and building trust. • How post sales teams can uncover expansion opportunities without acting like salespeople. • Why modern buyers expect better questions, not better presentations. About Scott Lerner Scott Lerner is Senior Vice President, Global Services at Akamai Technologies, where he leads a global organization of more than 2,300 people focused on delivering world-class customer outcomes and maximizing product adoption. With more than 20 years at Akamai, he specializes in customer success, Professional Services, Service Delivery, and building high-performing teams through trust and customer-centric leadership. Connect with Scott on LinkedIn: https://www.linkedin.com/in/lerner-scott/ 📣 If this conversation challenged your thinking, share it with your team. 🎥 Want the full video conversation? Watch it on our YouTube channel: https://www.youtube.com/@b2bsalestrendspodcast 🔗 Explore more: https://globalperformancegroup.com/ 📘 Download the whitepaper "You're Entering the Deal Too Late" 👉 https://globalperformancegroup.com/resources/#papers 📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com 🎙️ 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. Apply here: 👉 https://globalperformancegroup.com/guest-submission/
4d ago

144. Buyers Don't Need More Urgency. They Need More Certainty w/ Melissa McCabe

Consultative selling isn't about creating urgency. It's about helping buyers believe they'll succeed after making a change. Most buyers already know they have a problem. So why do so many deals still end with the status quo? In this episode of the B2B Sales Trends Podcast, Harry sits down with Melissa McCabe, Chief Sales Officer at Euna Solutions, to explore why the best salespeople don't just solve business problems. They reduce the fear of making the wrong decision. After nearly three decades in enterprise sales, consultative selling, and sales leadership, Melissa has reached a conclusion that challenges conventional wisdom. The best sellers don't push harder. They prepare better. They reduce uncertainty. And they become what she calls "brokers of resources" who help buyers make better decisions. ⏱️ Timestamps 00:00 Why consultative selling isn't about urgency 02:50 The real competitor is the status quo 06:20 The psychology behind buyer confidence 11:40 Why transparency builds trust before the sales process 19:10 What actually improves win rates 32:00 The three habits of top salespeople This conversation explores why buyers can agree they have a problem and still refuse to act, why rushing a decision often lowers your chances of winning, and why the best salespeople think less like persuaders and more like brokers of expertise. Melissa also explains why improving win rates starts long before a proposal is sent, why consistency is becoming a competitive advantage in enterprise sales, and why preparation still beats AI-generated perfection. Whether you're focused on consultative selling, solution selling, the buyer journey, or building a more effective sales process, this episode offers a different way to think about modern B2B sales. 🎙️Listen on Spotify and Apple Podcasts, or watch the full conversation here on YouTube. Apple Podcast: https://podcasts.apple.com/at/podcast/b2b-sales-trends/id1540112247?l=en-GB Spotify: https://open.spotify.com/show/5dNb1tA2UfHOR8oGNc5Kbp?si=60f87af8feb74a25 🔗 Explore more insights: https://globalperformancegroup.com/ 📘 Download the whitepaper "You're Entering the Deal Too Late": 👉 https://globalperformancegroup.com/resources/#papers 📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com 💡 Key Takeaways - Why urgency isn't always what buyers need. - The mindset that changes every sales conversation. - How preparation shapes buyer confidence. - Why some opportunities stall before the real sales process begins. - What today's best sales teams do differently. 👤 About Guest Melissa McCabe is the Chief Sales Officer at Euna Solutions, where she leads sales strategy for public sector customers across North America. With more than 25 years of experience across IBM, SaaS, and enterprise software, Melissa specializes in sales leadership, consultative selling, and building high-performing go-to-market teams. Connect with Melissa McCabe on LinkedIn: https://www.linkedin.com/in/melissa-mccabe-397a933 If this conversation challenged the way you think about modern selling, share it with someone on your team. 🎧 Listen on Spotify and Apple Podcasts, or subscribe on YouTube for weekly conversations with the world's leading B2B sales and go to market leaders. 🔗 Explore more at https://globalperformancegroup.com/ 📘 Download the whitepaper "You're Entering the Deal Too Late" 👉 https://globalperformancegroup.com/resources/#papers 📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com 🎙️ Want to be a guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and go to market operators shaping the future of modern selling. If that's you, or someone you'd recommend, apply here: 👉 https://globalperformancegroup.com/guest-submission/
Jul 14

143. The Best Sales Teams Don't Scale With More Process w/ Jesse Davis

Sales management often focuses on adding more process. Jesse Davis believes that's exactly what slows great sales teams down. In this episode of the B2B Sales Trends Podcast, Harry sits down with Jesse Davis, Head of Sales at Dandy, to explore why the best sales organizations don't scale through more approvals, more CRM updates, or more playbooks. They scale by removing unnecessary variability, documenting what actually works, and building systems that make exceptional performance repeatable. Jesse also explains why modern B2B sales requires a different approach to consultative selling and sales discovery. Buyers arrive informed, distracted, and skeptical. The sellers who stand out aren't the ones asking more questions. They're the ones who combine genuine curiosity with the ability to make complex ideas remarkably simple. 🔗 Explore more insights: https://globalperformancegroup.com/ 📘 Download the whitepaper "You're Entering the Deal Too Late": 👉 https://globalperformancegroup.com/resources/#papers 📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com ⏱️ Timestamps 00:00 Why most sales management creates bureaucracy instead of performance 05:15 Building a sales machine that removes variability and scales consistently 07:10 Why consultative selling starts after the buyer has already done their research 12:00 The two traits every elite B2B sales professional shares 22:15 The overlooked sales hiring strategy that scales teams without lowering the bar 27:00 Jesse's framework for sales leadership and developing high impact managers You'll learn: • Why adding more process often creates worse selling instead of better execution • How great sales discovery helps buyers think differently instead of answering scripted questions • Why documenting your playbooks may be the biggest competitive advantage in modern SaaS sales • The mindset shift that makes difficult commercial conversations feel natural instead of uncomfortable 💡 Key Takeaways • Consistency doesn't come from adding approvals or CRM tasks. It comes from identifying what actually works and making it repeatable across the organization. • Discovery breaks down when it becomes an interrogation. The best conversations evolve because curiosity drives better follow up questions, not better scripts. • Documentation isn't administrative work. It's one of the highest leverage activities for scaling hiring, coaching, and execution across growing teams. • Confidence in commercial conversations isn't a personality trait. It comes from genuinely believing your solution creates meaningful customer outcomes. • The strongest sales leaders aren't specialists. They develop balanced capability across revenue generation, people development, and operational rigor instead of relying on one strength alone. 👤 About Guest Jesse Davis is Head of Sales at Dandy, where he leads the company's rapidly scaling sales organization. With more than two decades of experience across startups, high growth SaaS companies, and public organizations, Jesse specializes in building repeatable sales systems, scaling hiring, and developing high performing sales leaders. Connect with Jesse Davis on LinkedIn: https://www.linkedin.com/in/jesserdavis/ 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/ 📘 Download the whitepaper "You're Entering the Deal Too Late": 👉 https://globalperformancegroup.com/resources/#papers 📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com 🎙️ 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/
Jul 7

142. The New Rules of Cybersecurity Buying in the Age of AI w/ Marty Overman

Cybersecurity sales has become harder because buyers trust products less and scrutinize every decision more. The sellers winning today aren't better presenters. They're better problem experts. In this episode of the B2B Sales Trends Podcast, Harry sits down with Marty Overman, EVP Americas Sales at Darktrace, to explore how AI, buyer scrutiny, and enterprise buying behavior are reshaping modern B2B selling. Marty explains why discovery has become the most valuable skill in enterprise sales, why buyers demand proof instead of promises, and why trust has become the biggest competitive advantage in cybersecurity sales. 🔗 Explore more insights: https://globalperformancegroup.com/ 📘 Download the whitepaper "You're Entering the Deal Too Late" 👉 https://globalperformancegroup.com/resources/#papers 📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com ⏱️ Timestamps 00:00 The new reality of cybersecurity sales in the age of AI 03:02 Why enterprise buyers scrutinize every technology investment 06:40 Sales discovery has changed, buyers already know your product 11:13 Become a problem expert, not a product expert 24:56 AI in cybersecurity is changing buyer expectations 32:05 The three habits of elite enterprise sales professionals You'll learn: • Why today's buyers care more about workflow impact than product features • How consultative selling helps customers justify complex buying decisions • Why AI is making trust and human relationships even more important • The three behaviors Marty sees in the highest performing enterprise sellers 💡 Key Takeaways • The biggest shift in cybersecurity sales isn't AI. It's that buyers now expect sellers to understand their business before discussing the product. • Discovery has become a competitive advantage. The seller who diagnoses the real problem creates value long before presenting a solution. • Buyers aren't just evaluating software anymore. They're evaluating whether the seller can help them defend the purchase internally across finance, procurement, security, and executive stakeholders. • AI has increased uncertainty rather than reducing it. That makes credibility, adaptability, and long term partnership more valuable than feature comparisons. • The strongest enterprise sellers don't operate as lone wolves. They build confidence by bringing subject matter experts, partners, and broader teams into the buying process. 👤About Guest Marty Overman is EVP of Americas Sales at Darktrace, where she leads enterprise revenue growth across the Americas. With more than 20 years in cybersecurity, she specializes in building high performing go to market teams, helping organizations navigate digital trust, AI adoption, and complex enterprise buying while turning commercial strategy into measurable customer outcomes. Connect with Marty Overman on LinkedIn: https://www.linkedin.com/in/martyoverman/ 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/ 📘 Download the whitepaper "You're Entering the Deal Too Late" 👉 https://globalperformancegroup.com/resources/#papers 📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com 🎙️ 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/
Jul 3

141. Modern Buyers Changed. Has Your Sales Team? w/ Michael Aronowitz

B2B Sales Training isn't broken because sellers lack knowledge. It's broken because today's buyers demand a completely different way of selling. In this episode of the B2B Sales Trends Podcast, Harry sits down with Michael Aronowitz, SVP of Revenue Growth at VXI Global Solutions, to discuss why modern sales organizations need to rethink hiring, coaching, leadership, and seller development. Michael explains why buyers research sellers before replying, why preparation beats activity, and why coaching, not PowerPoint, creates high performing sales teams. 🔗 Explore more insights: https://globalperformancegroup.com/ 📘 Download the whitepaper "You're Entering the Deal Too Late": 👉 https://globalperformancegroup.com/resources/#papers 📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com ⏱️ Timestamps: 00:00 Why modern B2B Sales Training isn't keeping up with today's buyers 02:20 Sales Prospecting is harder than ever. Why getting the first meeting changed 03:29 Personal Branding and Social Selling now influence every first impression 06:29 The biggest Sales Hiring mistakes hurting sales performance 11:28 Why Sales Enablement must move beyond PowerPoint training 23:51 The preparation habits and Sales Coaching mindset that separate top performers You'll learn: • Why buyers often research sellers before replying to outreach • The hiring mistake many sales organizations keep repeating • Why coaching, rehearsal, and preparation outperform traditional sales training • How strong sales cultures consistently develop better sellers than individual talent alone 💡 Key Takeaways • The biggest weakness in B2B Sales Training isn't the content. It's expecting classroom learning to survive real customer conversations. • Buyers increasingly evaluate the seller before evaluating the solution. Your reputation, network, and personal brand now influence whether conversations happen at all. • Organizations often blame pipeline, pricing, or market conditions when the real issue started with hiring the wrong profile for today's sales environment. • High performing sales teams don't rely on natural talent. They build systems of coaching, practice, feedback, and continuous improvement that prepare sellers before important customer conversations. • The strongest sales cultures don't measure activity for its own sake. They constantly evaluate what actually produces better outcomes and adjust hiring, leadership, and enablement accordingly. 👤 About Guest Michael Aronowitz is SVP of Revenue Growth at VXI Global Solutions. With more than 25 years of experience leading global sales and marketing organizations, he specializes in revenue growth, sales leadership, and building high performing teams through modern hiring, coaching, and sales enablement. Connect with Michael Aronowitz on LinkedIn: https://www.linkedin.com/in/michael-aronowitz/ If this episode challenged the way you think about B2B Sales Training, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at https://globalperformancegroup.com/ 📘 Download the whitepaper "You're Entering the Deal Too Late": 👉 https://globalperformancegroup.com/resources/#papers 📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com 🎙️ 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/
Jun 30

140. Why Selling Software Isn't a Motivation Problem w/ Juha Mirsch

Sales enablement often fails because companies ask sales teams to sell software using a system designed for hardware. In this episode of the B2B Sales Trends Podcast, Harry sits down with Juha Mirsch, Global Sales Enablement Lead for ABB's Digital Portfolio, to explore why digital transformation stalls, why software sales require a different approach to customer conversations, and how leaders can redesign sales enablement without building a separate sales force. Juha explains why this isn't a motivation problem but a design problem. He shares the frameworks ABB uses to build seller confidence, coach real opportunities instead of delivering one off training, and create lasting behaviour change that leads to stronger customer relationships and recurring revenue. 🔗 Explore more insights: https://globalperformancegroup.com/ 📘 Download the whitepaper "You're Entering the Deal Too Late" 👉 https://globalperformancegroup.com/resources/#papers 📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com ⏱️ Timestamps 00:00 Why sales enablement fails when sellers stay wired for hardware 03:30 Software sales starts with new stakeholders, not new products 08:30 The "personal trainer" approach to sales enablement strategy 14:00 Why confidence matters more than product knowledge in consultative selling 20:15 Building recurring revenue through customer success and enterprise sales 26:05 The leadership mindset required for digital transformation at ABB In this episode you'll learn: - Why software sales should complement, not compete with, hardware sales. - The four step framework Juha uses to build confidence and lasting behaviour change. - Why training alone rarely changes B2B selling behaviours. - How customer success creates recurring revenue long after the initial sale. 💡 Key Takeaways - The biggest barrier to selling digital solutions isn't product knowledge. It's a sales system that was designed for a different buying journey. - If sales enablement ends when training finishes, sellers will almost always fall back to familiar behaviours. What happens after training matters more. - Software sales become easier when sellers stop chasing products and start expanding customer relationships across new stakeholders. - Confidence isn't built through more content. It's built through coaching, reinforcement, and small wins that compound over time. - Organizations that treat software as a relationship strategy rather than another product create stronger customer success and recurring revenue. 👤 About the Guest Juha Mirsch is Global Sales Enablement Lead for ABB's Digital Portfolio. He leads the global sales enablement function that helps sales teams successfully sell ABB's digital solutions, equipping them with the tools, coaching, and frameworks needed to build customer relationships, navigate new buying dynamics, and drive long term recurring revenue. Connect with Juha Mirsch on LinkedIn: https://www.linkedin.com/in/juhamirsch/ 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 📘 Download the whitepaper "You're Entering the Deal Too Late" 👉 https://globalperformancegroup.com/resources/#papers 📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com 🎙️ 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/
Jun 25

139. Most Client Briefs Miss the Real Problem w/ Emma Beckmann

Most client briefs describe symptoms, not the real problem. In this episode, Emma Beckmann explains why Consultative Selling starts by challenging assumptions, uncovering hidden business challenges, and reframing the conversation before proposing a solution. Harry sits down with Emma Beckmann, Group Chief Growth Officer at Landor, to explore why many B2B sales teams, agencies, and consultants accidentally commoditize themselves by responding to briefs at face value. From sales discovery and value based selling to proposal strategy, growth strategy, and trusted advisor relationships, Emma shares a practical framework for uncovering what clients actually need rather than simply delivering what they ask for. 🔗 Explore more insights: https://globalperformancegroup.com/ 📘 Download the whitepaper “You’re Entering the Deal Too Late”: 👉 https://globalperformancegroup.com/resources/#papers 📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com ⏱️ Timestamps: 00:00 – Why most client briefs describe symptoms, not root causes 03:21 – The RFP warning sign: when you're only a benchmarking exercise 05:11 – Sales Discovery: uncovering the business challenge behind the request 09:22 – How Trusted Advisors challenge assumptions without damaging relationships 14:29 – Proposal Strategy: why great responses start with the client's problem 26:08 – Sales Leadership Coaching: rewarding strategic thinking over busy work This episode is for B2B sales leaders, business development professionals, consultants, agency leaders, and go to market teams looking to improve sales discovery, consultative selling, client relationships, and strategic selling. You'll learn: • Why responding perfectly to a brief can still lead to poor business outcomes • How to identify when an RFP is a genuine opportunity versus a benchmarking exercise • The proposal mistake that quietly pushes providers toward commoditization • How leaders can build cultures that prioritize strategic impact instead of activity 💡 Key Takeaways • The fastest path to commoditization is responding exactly to what the client asks for without understanding why they asked for it. • Clients often define the solution before fully understanding the problem. The opportunity lies in helping them uncover what sits underneath the request. • Some RFPs are not buying processes at all. They are comparison exercises. The ability to recognize the difference can save enormous time and resources. • Strong proposals do not begin with credentials, capabilities, or expertise. They begin with a clear articulation of the client's business challenge. • Organizations that reward visible activity over strategic thinking may unintentionally discourage the very behaviors that create differentiation and long term growth. 👤 About Guest Emma Beckmann is the Group Chief Growth Officer at Landor, where she leads complex growth and branding programs across EMEA and global markets. With nearly 30 years at Landor, she has helped build one of the industry's most integrated regional networks and has led transformative branding initiatives for organizations including BASF, the World Economic Forum, and PIF. Connect with Emma Beckmann on LinkedIn: https://www.linkedin.com/in/emmabeckmann/ 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 📘 Download the whitepaper “You’re Entering the Deal Too Late”: 👉 https://globalperformancegroup.com/resources/#papers 📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com 🎙️ 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/
Jun 23

138. Why Most Teams Are Using AI Completely Wrong w/ Fred Schwark

Most sales teams are using AI to do more. The best teams are using AI in Sales to do better. In this episode of the B2B Sales Trends Podcast, Harry sits down with Fred Schwark, Chief Growth Officer at Coderio, to discuss how AI is helping modern sellers become more prepared, more consultative, and more effective without losing the human connection that drives trust. From AI Sales Coaching and role play simulations to value based selling and objection handling, Fred shares how high performing B2B sales teams are using AI to enhance performance rather than replace people. 🔗 Explore more insights: https://globalperformancegroup.com/ 📘 Download the whitepaper “You’re Entering the Deal Too Late”: 👉 https://globalperformancegroup.com/resources/#papers 📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com ⏱️ Timestamps: 00:00 – AI in Sales: Why activity isn't the same as performance 02:45 – Moving from activity metrics to Value-Based Selling 07:00 – The balance between AI in Sales and authentic human connection 11:20 – AI Sales Training, role play, and objection handling at scale 16:50 – Sales Enablement: Using AI coaching to improve team performance 24:20 – What elite B2B sellers do differently in 2026 and beyond This episode is for B2B sales leaders, revenue executives, sales enablement professionals, and go to market teams looking to improve B2B Sales Strategy without losing the human element that drives trust. You'll learn: • Why AI should be a performance enhancement tool, not a headcount reduction strategy • How top sellers use AI for preparation, discovery, and objection handling • The role of AI Sales Coaching in improving sales conversations • How to combine AI insights with human trust to create better customer outcomes • What the future of B2B Selling looks like as buyers become increasingly AI enabled 💡 Key Takeaways • AI is most effective when it augments sellers rather than replaces them. • The future of B2B Sales belongs to professionals who combine AI driven preparation with authentic human communication. • AI powered role play and coaching can dramatically improve objection handling and seller confidence. • Top performing sellers use AI to deepen discovery, understand stakeholder priorities, and personalize value conversations. • Radical preparation, objection resilience, and problem solving remain the defining traits of elite sales professionals. 👤 About Guest Fred Schwark is Chief Growth Officer at Coderio, where he helps organizations modernize their infrastructure and become AI ready. Known for his expertise in Revenue Growth, Sales Leadership, financial fluency, and go to market strategy, Fred focuses on helping organizations create measurable customer value while building high-performing sales teams. Connect with Fred Schwark on LinkedIn: https://www.linkedin.com/in/fredschwark/ 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/ 📘 Download the whitepaper “You’re Entering the Deal Too Late”: 👉 https://globalperformancegroup.com/resources/#papers 📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com 🎙️ 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/

5

out of 5

3 Ratings

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

146
Rating

Clean
Copyright

© All rights reserved
Show Website

B2B Sales Trends