B2B Sales Trends
Each episode breaks down real-world B2B sales strategy, enterprise go-to-market execution, and revenue leadership playbooks from the operators driving modern growth.
If you're building or scaling a B2B sales organization, this podcast gives you the insights behind today's most effective sales and GTM strategies.
Why Great Salespeople Don’t Try to Overcome Objections
The instinct when a customer raises an objection is to answer it. That may be exactly the wrong move. In this clip from the B2B Sales Trends archives, Lauren Kerstetter, now Internal Marketing and Communications Manager, GTM at Google, joins Harry Kendlbacher to discuss why sales objections can be v...
You Can’t System Away Performance with AI in Sales
AI 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 about it? Jacob Harris, Chief Sales Officer at TestEquity, is leading a company wide sales transformation focused on customer...
Why Traditional B2B Lead Scoring Doesn’t Work Anymore
B2B companies have more buyer data than ever. So why are sellers still struggling to know which accounts and which people to focus on? Ari Capogeannis, Senior Director of Enterprise Revenue Marketing at NVIDIA, joins Harry Kendlbacher to explain why traditional lead scoring and the individual-lead f...
Why the Best B2B Sales Strategy Isn’t About More Partners (Best Of)
A 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 patiently, and knowing when to walk away. What happens when you stop treating partnerships as a quick source of referrals an...
Why Sales Negotiation Starts Long Before Price Comes Up
Most salespeople think negotiation starts when the conversation turns to price. In reality, it starts much earlier. JD Singh, SVP and Global Head of Sales for Enterprise Solutions at S&P Global, joins Harry Kendlbacher to discuss why the entire B2B sales process is a series of small negotiations - f...