B2B Sales Trends

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...