Episodes

B2B 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 September 2025, we’re revisiting this conversation from the B2B Sales Trends archive because the question Ari raises remains hig...

Performance 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 you turn strategy into daily sales behavior? JD Singh, SVP & Global Head of Sales, Enterprise Solutions at S&P Global, joins...

Outcome 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 nor time and materials necessarily rewards both sides fairly. If AI can turn a six-month project into three months, who actu...

Building 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 their decision before they speak to a seller, and AI can give everyone access to increasingly powerful tools, what actually...

The 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 what they think they need. In this solo episode, Harry Kendlbacher explores Day Zero and why the first meeting is really just...

How to build a relationship while selling has become one of the biggest challenges in modern B2B sales. Brian Porter believes AI isn't replacing great salespeople. It's making them more valuable. AI can write emails. It can build prospect lists. It can even start conversations. But according to Bria...

Cyber Resilience isn't just an IT challenge anymore. It's changing how the best B2B sales teams sell. Companies are racing into AI, but Tim Pfaelzer believes many are overlooking the foundation that determines whether it succeeds. Harry sits down with Tim Pfaelzer, SVP & GM EMEA at Veeam, to explore...

Intelligence isn't about collecting more data. As Sanjib Sahoo argues, data runs the business. Intelligence grows the business. So why are so many organizations still relying on instinct? Harry sits down with Sanjib Sahoo, President of Global Platform Group at Ingram Micro, whose perspective challen...

Value Selling is changing B2B Sales. Customers no longer buy the cheapest product. They buy partners who help them create long-term business value. If customers still care about price, why are the best companies investing even more in trust, long-term partnerships, and customer outcomes? And why doe...