Episodes

Enterprise sales today demands customer-centric selling. SAP Global GTM leader Laz Uriza explains why modern enterprise deals depend on ecosystem collaboration, consultative selling, and stakeholder management across complex organizations. On the B2B Sales Trends Podcast, Harry sits down with Laz Ur...

Why B2B deals stall isn’t about competition - it’s about buyer indecision. Consultative selling, value-based selling, and traditional B2B sales strategy fail when sellers focus on solutions instead of driving buyer decisions. Harry breaks down why sales momentum disappears even in engaged deals. Buy...

Enterprise sales strategy today isn’t about louder pitches - it’s about trust. Jan Duthoo (CRO EMEA, SAP SuccessFactors) explains how embedding customer references into every stage of the sales process can transform win rates, accelerate sales performance, and strengthen customer retention strategy....

Outcome-based selling in healthcare sales is the difference between educating your buyer and actually moving the deal forward. In this episode, Harry sits down with Simona Grandits, VP EMEA at QIAGEN and newly selected EU Women Leaders 2026 cohort member, to explore how modern healthcare sales leade...

Product led growth isn’t about generating more leads - it’s about deciding who deserves a conversation. In this episode, we unpack how Navan approaches lifetime value optimization, balances CAC to LTV, and uses product qualified leads to increase sales efficiency while scaling sales teams intelligen...

Sales psychology and strategic selling are the real drivers of sales performance - not another sales process, CRM tweak, or enablement playbook. In this solo episode, we unpack why outcome-based selling and the uncomfortable conversations most reps avoid are what truly move B2B deals forward. In thi...

Outcome-Based Selling sounds powerful - but most sales transformation efforts stall because organizations still think like product companies. In this episode, we unpack what it really takes to shift from product selling to true customer centricity and enterprise sales strategy. In this episode of th...

Cross-functional teams in B2B sales decide whether complex deals move forward or fall apart. In this episode, we explore how high-performing sales teams, stakeholder collaboration, and shared accountability shape modern B2B sales strategy at scale. In this episode, host Harry Kendlbacher sits down w...

Build trust for sales through relationship selling - not rigid process. In this episode of B2B Sales Trends, Blanca Galletero explains why trust, transparency, and leadership authenticity are the real growth levers in modern B2B sales and channel partnerships. The future of B2B selling isn’t about t...