B2B Sales Trends
Episodes
92. Data Integration in Healthcare: How AI and Sales Enablement Are Changing B2B Sales
18 Dec 2025
Contributed by Lukas
Data integration in healthcare is redefining AI in sales and how sales enablement teams create real customer value. In this episode of B2B Sales Trend...
91. People-First Leadership: The Missing Link in Sales Motivation
16 Dec 2025
Contributed by Lukas
Sales performance doesn’t start with numbers - it starts with people. In this episode, we explore why people-first leadership is the real driver of ...
90. Why Your Pitch Fails in the C-Suite - And Why Outcome-Based Selling Works
11 Dec 2025
Contributed by Lukas
When you walk into the C-suite, everything about selling changes. This episode unpacks why traditional pitching falls flat - and why outcome-based sel...
89: Sales Operations Planning: The Hidden Engine Behind Strategic Selling Success
09 Dec 2025
Contributed by Lukas
Great sellers don’t leave success to chance - they master sales operations planning long before a deal appears. In this episode, we break down how d...
88. When Hyper-Growth Hits the Wall: GTM & Sales Enablement Driving Sustainable Revenue
04 Dec 2025
Contributed by Lukas
Hyper-growth feels thrilling - until it breaks your GTM engine. In this episode, Patrick MacKelvie reveals how Remote rebuilt its go-to-market strateg...
87. From Farmers to Hunters: Proactive Selling for Modern GTM Teams
02 Dec 2025
Contributed by Lukas
Proactive selling is no longer optional - it’s the engine behind every modern GTM transformation. In this episode, we unpack how teams shift from re...
86. Sales Training That Works: Mastering Problem Identification and ROI Selling Marketing
25 Nov 2025
Contributed by Lukas
Modern selling isn’t about pushing - it’s about problem identifying. In this episode, we break down sales training that actually works, rooted in ...
85. Emotional Intelligence in Sales: How Ownership Culture Changes Everything
20 Nov 2025
Contributed by Lukas
Emotional intelligence in sales isn’t soft - it’s the foundation of ownership, accountability, and how your team shows up when it matters. In this...
84. How Coaching Culture Drives Customer Centricity & Value Based Selling
18 Nov 2025
Contributed by Lukas
A strong coaching culture doesn’t just improve performance - it rewires how your teams think, sell, and serve customers. In this episode of the B2B ...
83. How a Smart Comp Plan Powers Your GTM Strategy
13 Nov 2025
Contributed by Lukas
Most sales leaders start with the comp plan - but the smartest start with strategy. In this episode of the B2B Sales Trends Podcast, host Harry Kendlb...
82. Why Buyers Don’t Need Sellers - And How to Win Them Back in Complex B2B Sales
11 Nov 2025
Contributed by Lukas
Informed buyers believe they don’t need sellers - and in many cases, they’re right. In this episode, Sarah Branfman, Global VP of ISV Sales & GTM ...
81. IoT: Breaking Out of Commodity Selling
07 Nov 2025
Contributed by Lukas
Breaking out of commodity selling is now a leadership challenge - not a pricing one. In this episode, we explore how modern sales teams reframe connec...
80. How Renesas Drives Predictable Growth Through Data & Trust
04 Nov 2025
Contributed by Lukas
Forecasting accuracy isn’t just a numbers game — it’s a people game. In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Katha...
79. Leading with Clarity: Inside Microsoft’s Sales Culture with Jake Mannino
28 Oct 2025
Contributed by Lukas
What does it take to lead with clarity inside one of the world’s most successful sales organizations? In this episode of the B2B Sales Trends Podca...
78. How to Keep Your ICP Alive | Shaun Scott on Building a Living Sales Strategy
23 Oct 2025
Contributed by Lukas
Your Ideal Customer Profile (ICP) isn’t something you define once and forget. It’s a living, breathing strategy that evolves with your customers, ...
77. The Healthcare Sales Process: How to Build Relationships at Every Level
16 Oct 2025
Contributed by Lukas
The healthcare sales process is more complex than ever — with AI committees, long sales cycles, and multiple stakeholders shaping every deal. In thi...
76. The Age of AI and Sales Performance: Building Elite Teams with Justin Geib
14 Oct 2025
Contributed by Lukas
Sales performance is evolving fast - and in the age of AI, elite teams need more than just strategy. They need culture, coaching, and customer readine...
75. Lead Generation Reinvented: Inside the SDR Engine with Robert Karpovich
09 Oct 2025
Contributed by Lukas
Lead generation isn’t dead — it’s evolving. In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher sits down with Robert Karpovich, ...
74. Selling the Future: Building Credibility in an AI-Driven World
07 Oct 2025
Contributed by Lukas
In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher speaks with Ashley Sherman, Senior VP of Global Sales at SoftServe, about what it r...
73. Staying Coherent in Complex Deals
02 Oct 2025
Contributed by Lukas
In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher speaks with Olga Traskova, VP of Revenue Operations at Birdeye, about why coherence...
72. From Funnel to Culture: Building Revenue That Lasts
30 Sep 2025
Contributed by Lukas
In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Susana Klotz, VP of Global New Client Acquisition at Kaseya, about what it takes to...
71. Building Sales Teams for Modern Buyers
25 Sep 2025
Contributed by Lukas
In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Sonia Bizier, VP of Sales at Hexagon, about what it takes to build sales teams that...
70. From Handoff to Partnership: Rethinking the Customer Lifecycle
11 Sep 2025
Contributed by Lukas
In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Rafa Mercado, VP, US Consumer & Travel Market Leader at Kyndryl, about redefining g...
69. The New Sales Engineer: Scaling Impact Without Spreading Thin
09 Sep 2025
Contributed by Lukas
In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Nirav Sheth, VP of Global Sales Engineering at Pure Storage, to explore how the ...
68. From Data to Deals: Enabling Sales with Precision, Not Promises
04 Sep 2025
Contributed by Lukas
In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Ari Capogeannis, Senior Director of Enterprise Revenue Marketing at NVIDIA, about h...
67. Beyond Value Selling: Building a Culture of Outcome, Impact, and Economic Value
21 Aug 2025
Contributed by Lukas
In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Christian Smith, former Chief Revenue Officer at Splunk, about what it really takes...
66. Relevance Over Noise
14 Aug 2025
Contributed by Lukas
In this episode, Harry Kendlbacher speaks with Ruxandra Aldea, Senior Regional Sales Director at Oracle, about what it really takes to stand out in co...
65. How to Equip Your Executive Team to Champion Your Deal
07 Aug 2025
Contributed by Lukas
Getting a meeting with a client’s executive team is tough — but getting your own executives ready to deliver the right message? That’s the real ...
64. Selling Without the Hard Sell
17 Jul 2025
Contributed by Lukas
What does it take to build trust in high-stakes, high-complexity sales? In this episode, Lisa Gudding, President of Strategic Growth at Ipsos, joins ...
63. The Referral Advantage: Selling Through Partnerships That Scale
10 Jul 2025
Contributed by Lukas
Referrals aren’t just a nice-to-have — they’re one of the most powerful (and underused) levers in B2B sales. In this episode, Harry Kendlbacher...
62. The Cost of Inaction in Healthcare Sales
03 Jul 2025
Contributed by Lukas
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 h...
61. Winning Through the Channel: Mindset, Trust, and Execution
01 Jul 2025
Contributed by Lukas
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...
60. Turning Sales Plans Into Outcomes
26 Jun 2025
Contributed by Lukas
Brian North, VP of Strategic Partnerships at Hearst, joins Harry Kendlbacher to unpack the challenge many sales leaders face: closing the gap between ...
59. Enabling Sales Managers to Drive Results
24 Jun 2025
Contributed by Lukas
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...
58. Winning Through Partnerships: The Future of Channel Sales & Sales Leadership
19 Jun 2025
Contributed by Lukas
What does it take to succeed in today’s channel sales landscape? Mark Conley, Vice President, Americas Channel Sales at Cohesity, joins Harry Kendl...
57. The Hidden Cost of Selling Too Fast: Slowing Down to Win Big
12 Jun 2025
Contributed by Lukas
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 Vic...
56. AI Is Here — But Sales Is Still Human
05 Jun 2025
Contributed by Lukas
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...
55. Beyond the Lone-Wolf Seller: How Sales Teams Can Win Together
29 May 2025
Contributed by Lukas
In today’s enterprise deals, selling to a single decision-maker is no longer enough. Salespeople need to navigate complex committees — and that me...
54. Winning the RFQ Game: How Sales Teams Can Shape Deals Before They’re Written
22 May 2025
Contributed by Lukas
In high-stakes, complex sales, success often hinges on what happens before the RFQ ever goes out. In this episode of B2B Sales Trends, Harry Kendlbach...
53. How Procurement Helps You Win Bigger Deals
15 May 2025
Contributed by Lukas
Procurement is often seen as the final hurdle in a deal — a price-focused gatekeeper that slows things down. But what if engaging procurement early ...
52. Mastering Startup Sales: Lessons from a One-Person Sales Team
08 May 2025
Contributed by Lukas
In this episode of B2B Sales Trends, Harry Kendlbacher reconnects with Sachin Wadhawan, who first appeared on the podcast as a sales engineering leade...
51. Why Thinking Differently Isn’t Enough—Sales Success Comes from Action
01 May 2025
Contributed by Lukas
In this episode of the B2B Sales Trends podcast, Harry Kendlbacher sits down with David Winneberger, Vice President and Head of Global Sales & Custome...
50. Why You're Not Winning More Deals—And What to Do About It
24 Apr 2025
Contributed by Lukas
In this 50th episode of B2B Sales Trends, host Harry Kendlbacher goes solo to reflect on one of the most urgent challenges in B2B sales today: declini...
BONUS Episode: Top Sales Traits, According to the Best in the Game
17 Apr 2025
Contributed by Lukas
In this bonus edition of the B2B Sales Trends podcast, we’re spotlighting one of the most popular questions we ask our guests: What are the top 3 tr...
49. Helping Buyers See the Problem: The Key to Unlocking Sales
10 Apr 2025
Contributed by Lukas
In this episode of the B2B Sales Trends podcast, Harry Kendlbacher sits down with Jude Boyle—an experienced sales leader in both enterprise and publ...
48. Closing the Gap Between Sales Strategy and Execution
03 Apr 2025
Contributed by Lukas
In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Kelly Magnaudeix, VP of Sales at GE Healthcare, to unpack one o...
47. Breaking Out of the Commodity Trap: Selling Value in Enterprise Software
27 Mar 2025
Contributed by Lukas
In this episode of the B2B Sales Trends podcast, Harry Kendlbacher sits down with Aditya Malik, VP of Sales Strategy and Operations at HighRadius, for...
46. From $40M to $150M: Saviynt's Blueprint for B2B SaaS Expansion
20 Mar 2025
Contributed by Lukas
In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Todd Rotger, CRO of Saviynt, to break down the strategies that helped scale the ...
45. Reframing Objections to Unlock Better Outcomes: Critical Sales Skills for 2025
13 Mar 2025
Contributed by Lukas
In the latest episode of B2B Sales Trends, Harry Kendlbacher is joined by Lauren Cursiter, Global Marketing & Communications Manager at Google, to dis...
44. Sales Mindset & Resilience: How to Stay in the Game and Win
27 Feb 2025
Contributed by Lukas
In the latest episode of the B2B Sales Trends podcast, Harry Kendlbacher is joined by Pat Hurley, VP & GM of the Americas at Acronis, for a deep dive ...
43. Mastering Coachability: The Key to Sales Growth
13 Feb 2025
Contributed by Lukas
What does it truly mean to be coachable in sales? In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Ian Grace, VP of Sales at Ocro...
42. Building High-Performing Sales Teams: Lessons from Salesforce
29 Jan 2025
Contributed by Lukas
In this episode of B2B Sales Trends, Mark Grimwood, Senior Vice President of Global Sales and Distribution Recruitment at Salesforce, joins Harry Kend...
41. How Active Listening Drives Sales Success
16 Jan 2025
Contributed by Lukas
In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Chuck Serapilio, VP of Sales at Motus, about the critical role of active listening ...
40. Building Trust in Sales: From Salesperson to Trusted Advisor
19 Dec 2024
Contributed by Lukas
In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Kendall Ryerson, Vice President of North American Sales at Carestream, about the po...
39. The Art of Debrief: Building a Winning Sales Culture
05 Dec 2024
Contributed by Lukas
In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Stephanie Wilkinson, CRO of Simpro Group, about transforming sales cultures through...
38. Mastering Sales Discipline
14 Nov 2024
Contributed by Lukas
In this episode of the B2B Sales Trends podcast, Harry Kendlbacher, CEO of Global Performance Group, speaks with Michael Loga, CRO of Authority Partne...
37. Transforming Sales Engagement with AI and Personalization
31 Oct 2024
Contributed by Lukas
In this episode of B2B Sales Trends, host Harry Kendlbacher sits down with Phoebe Do, Senior Product Marketing Manager at Gong, to discuss the evoluti...
36. Sales Success Through Preparation and Relationship-Building
17 Oct 2024
Contributed by Lukas
In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher speaks with Tim Bruins, VP of Sales at Maritz, about the key factors that driv...
35. Mastering Growth and Leadership: Scaling and Managing in Revenue Ops
03 Oct 2024
Contributed by Lukas
In this episode of the B2B Sales Trends podcast, Harry Kendlbacher, CEO of Global Performance Group, sits down with Derek Champlin, VP of Revenue Oper...
34. The Evolution of Digital Sales Strategy
29 Aug 2024
Contributed by Lukas
In this episode of the B2B Sales Trends podcast, Harry Kendlbacher, CEO of Global Performance Group, interviews Gareth Jones, CEO of Oxygen, to unpack...
33. The Relentless Mindset
25 Jul 2024
Contributed by Lukas
In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher, CEO of Global Performance Group, sits down with Armon Aghaie, the Chief Revenue Of...
32. Harnessing the Library of Pain in Sales
07 Jun 2024
Contributed by Lukas
In this episode of the B2B Sales Trends podcast, host Harry Kendlbacher interviews Ford Williams, the VP of Commercial Sales at ThoughtSpot, diving de...
31. Channeling the Great One: Strategies for Building and Leading Sales Teams in Tech
08 May 2024
Contributed by Lukas
In this captivating episode of the B2B Sales Trends Podcast, host Harry Kendlbacher engages in a dynamic discussion with Joe Dabrowski, the VP of Sale...
30. The Three Pillars of Elite Salesmanship
17 Apr 2024
Contributed by Lukas
In this episode of the B2B Sales Trends podcast, host Harry Kendlbacher delves into the core principles of elite salesmanship with Ryan Bott, Chief Sa...
29. The Sales Engineer Evolution: From Demo Monkeys to Strategic Advisors
10 Apr 2024
Contributed by Lukas
In this episode of the B2B Sales Trends podcast, host Harry Kendlbacher sits down with Sachin Wadhawan, VP of Sales Engineering at BigCommerce, to exp...
28. Landing the Giants: Targeting and Winning Over High Value Accounts
03 Apr 2024
Contributed by Lukas
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...
27. Honing the Sales Ecosystem: Scaling an Elite Sales Operation
13 Mar 2024
Contributed by Lukas
In the latest episode of the B2B Sales Trends podcast, Harry Kendlbacher is joined by Danielle DeCourcy, Vice President of Sales in Canada for Darktra...
26. Global Business Development: Effective Sales Behaviors and Cross-Cultural Considerations
11 Mar 2024
Contributed by Lukas
In this episode of the B2B Sales Trends podcast, host Harry Kendlbacher sits down with Rainer Fuchsluger, former Global VP and Managing Director of Wo...
25. Unleashing the Power of Top B2B Sales Performers
21 Feb 2024
Contributed by Lukas
In this episode of the B2B Sales Trends Podcast, we sit down with Joseph Dressler, a seasoned expert with over 26 years in the New York ad tech space....
24. Holistic Revenue Enablement: An Integration of Tech and Psychology
10 Jan 2024
Contributed by Lukas
In this insightful episode of the B2B Sales Trends podcast, Oliver, Head of Growth Enablement at Dentsu, sheds light on the dynamic realm of revenue e...
23. Innovations And Insights From Adtech Sales
13 Dec 2023
Contributed by Lukas
In this episode of the B2B Sales Trends podcast, our host Harry Kendlbacher, CEO of Global Performance Group, sits down with Philip Acton, the Head of...
22. Digital Transformation and Sales Strategy: Navigating Unprecedented Challenges
07 Dec 2023
Contributed by Lukas
In this week's episode of the B2B Sales Trends podcast, we dive deep into the dynamic world of B2B sales strategy amidst a rapidly evolving digital la...
21. Retaining And Renewing B2B Clients: A Deep Dive With Jeff Brades
27 Nov 2023
Contributed by Lukas
In this episode of the B2B Sales Trends podcast, our host Harry Kendlbacher sits down with Jeff Brades, the Group Senior Vice President of Client Rete...
20. Revolutionizing Sales: Is Go-To-Market Enablement the Future of Sales?
20 Sep 2023
Contributed by Lukas
Traditionally, sales enablement has centered on equipping sales teams with the tools and knowledge they need to succeed in their specific roles. But a...
19. Mastering the Science of Sales Psychology
23 Aug 2023
Contributed by Lukas
In this episode of the B2B Sales Trends Podcast, we're diving deep into the realm of sales psychology and communication alongside Dan Storey, the Dire...
18. Decoding the Role of CRO: Shaping Revenue Strategies in the C-Suite
10 Jul 2023
Contributed by Lukas
Join host Harry Kendlbacher, CEO of Global Performance Group, as he dives into an insightful conversation with Joshua Trott, Chief Revenue Officer (CR...
17. Scaling Excellence: Strategies for Growing Boutique Professional Service Firms
26 Jun 2023
Contributed by Lukas
In this episode of the B2B Sales Trends podcast, host Harry Kendlbacher, CEO of Global Performance Group, sits down with Edward Hoffman, President of ...
16. Forging Your Career Path in B2B Sales w/ Christine Kidder
20 Feb 2023
Contributed by Lukas
In this episode of the B2B Sales Trends podcast, Harry chats with Christine C. Kidder, a career strategist specializing in marketing and sales executi...
15. Lead Nurturing Tactics for Small Businesses
13 Oct 2022
Contributed by Lukas
In this episode, GPG Marketing VP William Redick interviews Sarah Noel Black, Founder of Tiny Marketing. Together they dive into cold messaging strate...
14. How to Excel in Medical Technology Sales
23 Sep 2022
Contributed by Lukas
In this episode, GPG CEO Harry Kendlbacher interviews Terry Coutsolioustsos, Founder of RevRX and former sales leader at Siemens Healthineers, Abbott ...
13. What Makes The Ideal Sales Rep? Building Your IRP
29 Jul 2022
Contributed by Lukas
The Ideal Rep Profile is all about defining sales excellence. What does that look like at your company? And how does it set the foundation for your te...
12. Accelerating the Development of Top Sales Talent
31 May 2022
Contributed by Lukas
In this episode, GPG CEO Harry Kendlbacher interviews Tom Edmonds, Autodesk Senior Sales Director about his team's strategy for onboarding new sales h...
11. A Superstar SDR’s Guide To Cold Prospecting
07 Apr 2022
Contributed by Lukas
In this episode of the B2B Sales Trends Podcast, Harry chats with Kaitlyn Mcginnis, Turbonomic’s 2021 SDR of the Year, about filling the pipeline th...
10. Building a Brand that Accelerates Deal Velocity
03 Mar 2022
Contributed by Lukas
In this episode of the B2B Sales Trends Podcast, Harry chats with Sasha Clark, the CEO of Clutch Creative Marketing, about how brand consistency impac...
9. Reframing the Sales Funnel
10 Feb 2022
Contributed by Lukas
In this episode of the B2B Sales Trends Podcast, Harry chats with Jim Hamilton, the Chief Client Officer at Jellyfish, about how sales teams should re...
8. How Google Is Revolutionizing Sales Enablement in 2022
06 Jan 2022
Contributed by Lukas
In this episode of the B2B Sales Trends Podcast, Harry chats with Daniel Haden, the Global Head of Sales Curriculum at Google, about his guiding princ...
7. How Finnair is delivering innovative sales methodologies to the post COVID tourism industry
08 Dec 2021
Contributed by Lukas
The tourism industry has been hit harder than most by the pandemic. In this episode of the B2B Sales Trends Podcast, we explore how the Finnair team...
6. Orchestrating Value Through the Social Footprint Method
10 Nov 2021
Contributed by Lukas
What unique ways can you provide value to your customers? In this episode of the B2B Sales Trends Podcast, we explore what it means to dig beneath th...
5. Dealing With Procurement and Tough Professional Buyers
11 Oct 2021
Contributed by Lukas
Professional buyers are becoming more savvy by the minute. In this episode of the B2B Sales Trends Podcast, we explore the latest trends in procurem...
4. The Secret Sauce Of Sales Enablement [Seth Rosen]
21 Jul 2021
Contributed by Lukas
What's the secret sauce behind today's most successful sales enablement programs? In this episode of the B2B Sales Trends Podcast, Harry chats with ...
3. Creating a Sales Ecosystem That Generates Sustainable Value
11 May 2021
Contributed by Lukas
If you're not creating value, someone else will. In this episode of the B2B Sales Trends Podcast, we explore what it takes to create a sales ecosyst...
2. Fueling the Sales Addiction
22 Mar 2021
Contributed by Lukas
In this episode, Harry Kendlbacher, Chief Executive Officer at Global Performance Group, speaks with Hang Black, VP of Revenue Enablement at Juniper N...
1. From History Channel to SciFi: The Evolution of B2B Sales
12 Nov 2020
Contributed by Lukas
Gerhard Gschwandtner, CEO and Founder of Selling Power, discusses the importance of masterful storytelling, the evolution of B2B sales over the past 4...