Joseph Gnorski, President, Americas at Glory Global Solutions, explains how outcome based selling can strengthen your B2B sales strategy by connecting solutions to business outcomes and showing customers what waiting could cost them.
⏱️ Timestamps:
00:00 | Why B2B sales strategy needs to move beyond operational value
01:19 | Why your real competition is every other investment competing for budget
05:18 | From labour savings to revenue growth: connecting benefits to business outcomes
09:26 | Executive selling: earning credibility with senior decision makers
13:33 | Sales discovery: asking questions that actually change how buyers think
20:19 | Building a business case beyond ROI
22:20 | The cost of inaction and the unrecoverable cost of delay
25:40 | The three essential skills for modern B2B salespeople
💡 Key Takeaways:
• Business acumen is about understanding how companies make money, allocate capital and manage risk, not just knowing your product.
• Effective consultative selling means asking questions that provoke new thinking rather than simply confirming what you already believe about the customer.
• A strong business case needs to connect the current state, the realistic value of the future state and the consequences of waiting.
• The ability to translate a solution into measurable business outcomes is what separates a product pitch from a strategic sales conversation.
This conversation is for B2B sales leaders, sales managers and go-to-market teams looking to turn strategy into consistent execution, improve coaching and build sales processes that support more predictable results.
👤 About Joseph Gnorski
Joseph Gnorski is President, Americas at Glory Global Solutions. He works with financial institutions and retailers to help solve meaningful operational challenges and deliver more efficient, secure and profitable outcomes. His leadership approach is grounded in servant leadership, transparency, accountability and trust.
Connect with Joseph on LinkedIn: https://www.linkedin.com/in/joegnorski/
📃 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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