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 Systems (https://www.bentley.com), joins Harry Kendlbacher to explore how sellers can move from transactional conversations toward value-based partnerships.
⏱️ Timestamps:
00:00 – Why enterprise sales is moving beyond features and functionality
02:04 – Value-based selling: Why the conversation should start with impact, not the product
06:45 – Think like an investor: A new sales mindset for enterprise sales
10:20 – From consultative selling to business fluency: Changing how sellers prepare
14:06 – Why tools cannot fix the wrong sales mindset
15:56 – Strategic partnerships: Moving from supplier to trusted business partner
18:42 – Sales leadership: Why value-based selling is a cultural change, not a sales initiative
21:31 – The 3 capabilities of elite B2B sales teams
You’ll hear Nathan explore:
• Why enterprise buyers are investing in outcomes, risk reduction, and confidence rather than functionality alone
• How thinking like an investor can change the way sellers approach complex opportunities
• Why business context, empathy, and customer research matter before product conversations begin
• How commercial curiosity, value articulation, and executive credibility can change the level of the sales conversation
About Nathan Marsh
Nathan Marsh is Regional Executive Leader and Senior Vice President at Bentley Systems, with 25 years of experience across industry, technology and consulting. He focuses on creating economic, social and environmental value through digitally connected infrastructure and helping organizations deliver better business outcomes.
Connect with Nathan Marsh on LinkedIn: https://www.linkedin.com/in/nathan-marsh-6320539/
Learn more about Bentley Systems: https://www.bentley.com/
📃 Resources
🔗 Explore more at: https://globalperformancegroup.com/
🔗 Download "Beyond Discovery" and discover how forward thinking sales leaders are closing the gap between what’s talked about and what’s actually happening inside high performing teams: https://globalperformancegroup.com/white-papers/beyond-discovery-great-needs-arent-stated-they-are-generated
🔗 Try the Revenue Accelerator: https://revenueaccelerator.globalperformancegroup.com
🎧 Prefer audio?
👉 Apple Podcast:
https://podcasts.apple.com/at/podcast/b2b-sales-trends/id1540112247?l=en-GB
👉 Spotify:
https://open.spotify.com/show/5dNb1tA2UfHOR8oGNc5Kbp?si=60f87af8feb74a25
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