B2B Sales Trends
63. The Referral Advantage: Selling Through Partnerships That Scale
Referrals aren’t just a nice-to-have — they’re one of the most powerful (and underused) levers in B2B sales. In this episode, Harry Kendlbacher sits down with Ben Cronsberry, GTM Operations Lead at Shopify, to unpack what it really takes to build a scalable, repeatable referral engine. They discuss:...
The Cost of Inaction in Healthcare Sales
What’s the real cost of doing nothing? In this episode, Frank Shipp — VP of Sales at Cardinal Health — joins Harry Kendlbacher to explore how healthcare sales teams can drive meaningful change in high-stakes, high-regulation environments. They dig into: How to quantify and communicate the cost of in...
61. Winning Through the Channel: Mindset, Trust, and Execution
Channel sales is more than a route to market — it’s a relationship. In this episode of B2B Sales Trends, Mike Hennings, VP of Business Development at Hubbell Inc., joins Harry Kendlbacher to unpack what it really takes to win with and through your partners. They cover: - Why starting with the right ...
60. Turning Sales Plans Into Outcomes
Brian North, VP of Strategic Partnerships at Hearst, joins Harry Kendlbacher to unpack the challenge many sales leaders face: closing the gap between strategy and execution. They talk about what it really takes to move big, complex sales organizations toward results — from aligning teams around a sh...
Enabling Sales Managers to Drive Results
Sales enablement often focuses on reps — but what about the managers? In this episode of B2B Sales Trends, Andy Kodner, VP of Revenue Operations and Enablement at Bazaarvoice, joins Harry Kendlbacher for a candid conversation about what it really takes to turn strategy into execution. They talk abou...
