Episodes

When you walk into the C-suite, everything about selling changes. This episode unpacks why traditional pitching falls flat - and why outcome-based selling is the strategy that separates trusted partners from everyone else. In this conversation, Harry Kendlbacher sits down with Ed See, Chief Growth O...

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 disciplined planning, stakeholder orchestration, and early executive engagement turn enterprise complexity into strategic clarity and predictable outcome...

Hyper-growth feels thrilling - until it breaks your GTM engine. In this episode, Patrick MacKelvie reveals how Remote rebuilt its go-to-market strategy and sales enablement foundations to transform chaos into sustainable revenue. Expect a masterclass in modern GTM, strategic selling, and internation...

Proactive selling is no longer optional - it’s the engine behind every modern GTM transformation. In this episode, we unpack how teams shift from reactive account management to a hunting mindset built on focus, discipline, and smart customer relationship management. Harry Kendlbacher sits down with ...

Modern selling isn’t about pushing - it’s about problem identifying. In this episode, we break down sales training that actually works, rooted in customer problem identification and ROI selling marketing strategies that help elite sellers win without discounting. In this conversation, Harry Kendlbac...

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 episode of the B2B Sales Trends Podcast, we explore how mindset, self-awareness, and personal responsibility create a deeper, more resilient ownership cu...

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 Sales Trends Podcast, we explore how sales coaching, autonomy, and cultural alignment become the foundation for customer centricity and truly value base...

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 Kendlbacher sits down with Jahangir Iqbal, VP of Central Operations and Sales Compensation at Palo Alto Networks, to unpack how strategic sales compensation...

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 at Databricks, explains how buying behavior has fundamentally shifted, why traditional selling fails in complex B2B sales, and what elite sellers must do ...