B2B Sales Trends
door Global Performance Group
Nieuwste aflevering
169. Beyond the Solution: Why Sales Training Doesn't Translate Into…
169. Beyond the Solution: Why Sales Training Doesn't Translate Into…
Over deze podcast
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.
Afleveringen
De nieuwste 20 van 170 afleveringen
- 169. Beyond the Solution: Why Sales Training Doesn't Translate Into Revenue · 30 minOutcome Based Selling should help turn sales training into revenue. So why do deals still stall even when salespeople know the methodology and customers are interested in the…
- 168. Salesloft CRO on Why More AI Tools Aren’t Fixing Sales w/ Brian Benfer · 28 minAI in sales promises greater productivity, but more tools don't automatically lead to better results. Brian Benfer, CRO at Salesloft, explains why the real opportunity is turning…
- 167. Why a Subscription Based Business Model Can Look Worse Before It Works w/ Luis Brito · 24 minA subscription based business model can make a business stronger over time. But during the transition, the numbers can look worse before they improve. Luis Brito, former CRO of…
- 166. GE Vernova’s Global Accounts Leader on Influencing Customer Decisions w/ Stefan Hartge · 24 minOutcome based selling starts before customers have fully defined what they need. In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher speaks with Stefan…
- 165. Simpli.fi SVP of Sales on Getting More From a Smaller BDR Team w/ Adam Roberts · 28 minOutbound sales is not always a headcount problem. In this episode, Harry Kendlbacher speaks with Adam Roberts, SVP of Sales at Simpli.fi, about how a smaller BDR team can…
- 164. On MedTech Sales and Finding Growth Inside Existing Accounts w/ Ryan Carpentier · 19 minA strong go to market strategy starts with how customers buy, not how your company is organized. Ryan Carpentier, Chief Commercial Officer at NAMSA, shares how he's rethinking…
- 163. Armstrong World Industries Sales Leader on Why Transactional Selling Makes You Replaceable w/ Jelani Rucker · 27 minRelationship selling starts with understanding your customer beyond the transaction. Jelani Rucker, General Manager of Commercial Sales at Armstrong World Industries, explains…
- 162. Bentley Systems SVP on Why Salespeople Should Think Like Investors w/ Nathan Marsh · 25 minValue-based selling starts with thinking like an investor, not just selling a product. What changes when enterprise sales teams stop leading with features and start focusing on…
- 161. Why Asking Better Questions Isn’t Enough in B2B Sales · 21 minB2B sales discovery is not about asking more questions. It is about helping buyers see what they cannot see yet. When buyers arrive with a preferred vendor, established…
- 160. Grid Dynamics CRO on How to Scale B2B Sales Without Losing Customer Intimacy w/ Vasily Sizov · 21 minB2B sales strategy changes when a company gets bigger. But can one salesperson really maintain customer intimacy and deep industry expertise at the same time? Vasily Sizov…
- 159. Labcorp SVP on the Sales Pipeline Question Most Teams Aren’t Asking w/ Andrew Fleming · 24 minA B2B sales strategy built around a bigger sales pipeline sounds logical. But is more pipeline actually better? Andrew Fleming, SVP, Global Head of Sales and Enterprise Client…
- 158. Customer Centricity Breaks When Internal KPIs Take Over w/ Hasancan Ozyurt · 25 minCustomer centricity in B2B sales starts with one question: are your processes helping the customer, or just helping your business hit its KPIs? Hasancan Ozyurt, Director of…
- 157. Why You Can’t Automate Your Way to Better Sales Performance w/ Jacob Harris · 22 minAI in sales can expose opportunities but it can’t create execution. So what actually separates the sales organizations that act on the information from those that simply talk…
- 156. Why the Best B2B Sales Strategy Isn’t About More Partners (Best Of) w/ Ben Cronsberry · 24 minA strong B2B sales strategy is not about chasing more leads or more partners. For Ben Cronsberry, it is about knowing which relationships are worth investing in, building them…
- 155. Google Exec on Why Great Sellers Think Like Coaches (Best Of) w/ Lauren Cursiter · 30 minB2B Sales is getting more complex, but Lauren Cursiter believes the answer is not simply more information. The best sellers know how to listen, stay curious, and understand what…
- 154. NVIDIA Exec on Why AI Should Stay Invisible to Sellers (Best Of) w/ Ari Capogeannis · 26 minB2B Sales is changing fast, but NVIDIA’s Ari Capogeannis believes sellers don’t need more AI tools. They need AI to work quietly in the background. Originally published in…
- 153. S&P Global Sales Leader On Why Strategy Alone Doesn’t Change Sales w/ JD Singh · 29 minPerformance thinking sales enablement is about more than training sellers. JD Singh argues that sales strategy only matters when it changes what sellers actually do. So how do…
- 152. AI Made Delivery Faster. Now the Sales Model Has to Change w/ Luiz Cieslak · 25 minOutcome Based Selling is becoming more important as AI makes technology services faster. But according to Luiz Cieslak, faster execution creates a problem: neither fixed scope…
- 151. Monday.com's CRO on How to Build Client Trust in Sales Conversations w/ Casey George · 25 minBuilding client trust in sales conversations is changing in the age of AI. But according to Casey George, trust itself isn't going anywhere. If buyers have already made much of…
- 150. Day Zero: Why Revenue Is Won Before the First Meeting · 19 minThe B2B buying journey starts before the first sales meeting. By the time you get in the room, the buyer may already have an opinion about your company, your competitors, and…
