⏱️ Timestamps:
00:00 – Why sales training doesn't translate into revenue
04:43 – The difference between a customer request and a business outcome
09:30 – Why interested customers still don't buy
13:54 – The Nugget of Value: changing how buyers evaluate an investment
16:17 – Why knowing the sales methodology isn't enough
18:37 – Building sales coaching around real opportunities
20:58 – AI skill practice and turning training into execution
23:23 – What the Fortune 500 pilot revealed about sales performance
25:46 – Five questions to ask in your next pipeline review
28:07 – The difference between closing a sale and creating value
💡 What you'll take away:
• Why a customer wanting a solution doesn't necessarily mean they have a compelling reason to buy.
• How to distinguish a product request from the business outcome the customer actually needs.
• Why stakeholder alignment and the cost of inaction can determine whether a deal progresses.
• How sales leaders can connect sales training, sales coaching and sales management to measurable commercial results.
About this episode
In this solo episode, Harry Kendlbacher explores how B2B sales leaders can close the gap between sales training and real world execution through Outcome Based Selling, practical sales coaching and a more outcome focused approach to managing opportunities.
📃 Resources
🔗 Explore more at: https://globalperformancegroup.com/
🔗 Download “Beyond the Solution” and discover why well trained sales teams still struggle to turn promising opportunities into revenue, and how to bridge the gap between knowing how to sell and winning the deals that matter: https://globalperformancegroup.com/white-papers/beyond-the-solution/
🔗 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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