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: declining win rates. Drawing on insights from the past 49 episodes—and 25 years of sales leadership—Harry breaks down the five steps of GPG’s proven Win Rates framework. Learn why 60% of B2B deals are lost to “no decision,” and how sales teams can shift from surface-level conversations to outcome-focused strategies that actually move the needle. What You’ll Learn in This Episode: - How to qualify early for impact—not just fit
- Why stakeholder mapping is critical in complex deals
- How key agreements can replace guesswork with alignment
- What it takes to create urgency through Cost of Inaction
- How to close without compromising margins If you’re a sales leader looking to win more deals faster—and with higher profitability—this solo episode is packed with practical insights to help you get there.
