B2B Sales Trends Global Performance Group

In this episode of the B2B Sales Trends podcast, host Harry Kendlbacher interviews Ford Williams, the VP of Commercial Sales at ThoughtSpot, diving deep into the strategies and insights that have propelled him to success in the world of B2B sales.

Ford highlights the importance of sales efficiency and urgency, emphasizing the need for sales teams to adapt to the rapidly evolving landscape of technology sales. He discusses the transformation he led within his team, streamlining the sales cycle and implementing strategies to drive deal velocity and overall efficiency.

A key aspect of Ford's approach is the concept of the "Library of Pain," a resource that helps sales reps tap into customer pain points and effectively communicate how their product addresses those needs. He emphasizes the importance of generating new needs in the minds of buyers and championing the value proposition of their product.

Throughout the episode, Ford shares invaluable insights into the emerging trends in B2B selling, including the increasing speed of decision-making, the importance of consensus selling, and the emphasis on time-to-value. He also discusses the top three skills that salespeople need to excel: the ability to generate revenue, champion building, and closing deals early.

Listeners will gain actionable strategies and techniques to enhance their sales performance and navigate the ever-changing landscape of B2B sales effectively.

Don't miss out on this insightful conversation with Ford Williams, packed with practical advice and expert insights for sales professionals striving for success in today's competitive market.

In this captivating episode of the B2B Sales Trends Podcast, host Harry Kendlbacher engages in a dynamic discussion with Joe Dabrowski, the VP of Sales for the Americas at Rubrik. Drawing inspiration from the legendary Wayne Gretzky, known as "The Great One" in hockey, Joe shares invaluable insights on how to channel Gretzky's winning mentality in the realm of sales.

With over two decades of experience in the tech sales industry, Joe brings a wealth of knowledge to the table as he reflects on his journey from selling patio furniture to leading successful sales teams. Throughout the conversation, he emphasizes the importance of mastering the game of sales, just as Gretzky mastered the game of hockey.

Joe delves into practical strategies for building successful sales teams, fostering a culture of continuous learning, and aligning sales efforts with customer outcomes. He also explores the significance of creating urgency in closing deals and the art of asking thought-provoking questions to drive meaningful conversations with prospects.

Drawing parallels between sales and sports, Joe shares insights from the "Wayne Gretzky story," highlighting how adopting Gretzky's mindset can lead to success in sales. Whether you're a seasoned sales professional or just starting out in the industry, this episode offers actionable advice and proven strategies to elevate your sales game and achieve remarkable results.

Tune in now to discover how to channel "The Great One's" mentality in sales and unlock your full potential as a sales leader!

In this episode of the B2B Sales Trends podcast, host Harry Kendlbacher delves into the core principles of elite salesmanship with Ryan Bott, Chief Sales Officer of Fullcast. The conversation kicks off with a candid discussion on the impact of low win rates on sales team morale and culture. Ryan shares his insights gleaned from years of experience, identifying three critical pillars for sales success: product, productivity, and pipeline. He recounts his breakthrough moment during a quarterly business review and how it transformed his approach to sales strategy. The discussion also touches upon the evolving role of sales development reps in the era of AI-driven technologies, with Ryan introducing the concept of Sales Development Operators (SDOs). The episode concludes with Ryan outlining the top three skills and behaviors every elite salesperson must possess: curiosity, teamwork, and ownership of forecasts. Tune in for actionable insights and strategies to elevate your sales game to the next level.

In this episode of the B2B Sales Trends podcast, host Harry Kendlbacher sits down with Sachin Wadhawan, VP of Sales Engineering at BigCommerce, to explore the evolving landscape of sales engineering in the B2B realm. Sachin shares his journey from software development to sales engineering and discusses the crucial role that sales engineers play in complex sales cycles. He emphasizes the importance of aligning sales reps and sales engineers to deliver value-based outcomes for customers and highlights the dynamic relationship between the two roles. Sachin also delves into industry trends such as composability in technology stacks and the impact of AI on sales processes. Throughout the conversation, listeners will gain insights into the strategic collaboration needed between sales reps and sales engineers and the future of the sales engineering profession in B2B sales.

In this engaging episode of the B2B Sales Trends podcast, Harry Kendlbacher sits down with Danielle Decourcy, the VP of Sales for Darktrace, where she shares effective strategies for gaining access to decision-makers in large accounts, the importance of executive relationships, and the innovative concept of groundswelling to maximize account penetration.

This episode is packed with actionable advice on driving accountability within sales teams, celebrating both process and outcomes, and the significance of trusting the sales process through highs and lows.

Don't miss out on this treasure trove of sales wisdom – tune in now on your favorite podcast platform.

In the latest episode of the B2B Sales Trends podcast, Harry Kendlbacher is joined by Danielle DeCourcy, Vice President of Sales in Canada for Darktrace, for a deep dive into the evolving world of B2B sales.

Learn about Danielle's elite approach to top account strategy, operational excellence, talent management, and fostering a productive team culture. The episode also delves into the significance of leadership in scaling sales teams, the importance of pipeline generation, and the implementation of MEDDPICC methodology to enhance deal progression and team performance.

Tune in for actionable advice, leadership insights, and the unique opportunity to learn from one of the industry's forward-thinkers in sales strategy and execution.