In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher sits down with Michael Oren, SVP Americas Sales at Dematic, to explore the uncomfortable truth behind outcome-based selling and sales transformation inside enterprise environments.
This is not theory. It’s lived experience - from Xerox to Dematic - across real organizations, real customers, and real accountability.
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00:00 – Outcome-Based Selling vs product mindset
04:15 – The “solution selling” illusion in B2B sales
09:30 – Enterprise sales strategy: where execution breaks
15:40 – Sales accountability in long implementation cycles
21:10 – Leading sales transformation without chaos
27:00 – Consistency, courage & patience in sales leadership
You’ll learn:
- Why many “consultative selling” models still operate with a product mindset
- What sales leadership must change to drive true customer centricity
- How sales accountability shifts in multi-year enterprise sales strategy
- Why value-based selling requires operating model change - not just new language
💡 Key Takeaways
- If your solution story collapses without your product at the center, you’re not selling solutions
- Sales transformation fails in the “messy middle” - not at kickoff
- Outcome-based selling requires courage to change metrics, roles, and funding
- Enterprise sales strategy must optimize around customer outcomes - not product features
- Leadership consistency, courage, and patience determine whether transformation sticks
About Guest
Michael Oren is SVP Americas Sales at Dematic, a global leader in warehouse automation. Formerly EVP of Global Services at Xerox, he has led large-scale commercial reinvention - from product selling to services-led, outcome-based models. Michael specializes in sales transformation, enterprise sales strategy, and aligning sales culture to customer outcomes.
Connect with Michael on LinkedIn: https://www.linkedin.com/in/michaeloren/
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👉 https://globalperformancegroup.com/26-sales-trends/
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