Episodes

Outbound 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 outperform a much larger one through better targeting, tools, processes, and AI. The conversation explores what makes an outbound...

A 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 Medtech sales, unlocking growth within existing accounts, and building a more strategic commercial model. ⏱️ Timestamps: 00:...

Relationship selling starts with understanding your customer beyond the transaction. Jelani Rucker, General Manager of Commercial Sales at Armstrong World Industries, explains why becoming a trusted advisor requires more than virtual meetings, and why meaningful time with customers can change the re...

Value-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 business outcomes, value, and long-term impact? Nathan Marsh, EMEA Regional Executive and Senior Vice President at Bentley ...

B2B 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 assumptions, and AI assisted research, traditional discovery can become a confirmation exercise. In this solo episode, Harry Kendlb...

B2B 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, Chief Revenue Officer at Grid Dynamics, thinks there is a better way. In this B2B sales strategy podcast episode, he explains w...

A 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 Solutions at Labcorp, has a different way of looking at it: which opportunities are actually worth pursuing? In this convers...

Customer 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 Sales Americas at CHT Group, joins Harry Kendlbacher to challenge how we think about customer centric selling and B2B sales str...

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...