On the B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Susana Klotz, VP of Global New Client Acquisition at Kaseya, to unpack how high-performing sales teams move from process to performance by obsessing over culture, habits, and the buyer journey. This is a standout conversation from our archive - resurfaced because its lessons remain highly relevant for today’s B2B leaders.
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You’ll learn:
- Why sales team culture building determines execution quality
- How organizational culture connects directly to revenue outcomes
- What “buyer journey thinking” really means for modern B2B sales
- How leaders turn strategy into consistent daily behavior
⏱ Timestamps
00:00 – Why Sales Team Culture Building Drives Performance
03:20 – Turning Sales Strategy for B2B Into Daily Habits
07:20 – Organizational Culture vs. Slide-Deck Strategy
11:50 – What the Buyer Journey Really Looks Like in Practice
16:30 – Moving Beyond the First Deal in B2B Sales
22:45 – The Habits That Separate Average and Elite Sales Teams
💡 Key Takeaways
- Sales team culture building is the foundation of sustainable performance
- The best sales strategy for B2B lives in habits, not frameworks
- Organizational culture shows up in how teams behave under pressure
- Understanding the buyer journey prevents transactional selling
- Consistency and clarity matter more than motivation or incentives
About the Guest
Susana Klotz is VP of Global New Client Acquisition at Kaseya, where she leads global go-to-market teams focused on growth, execution, and culture. Known for her disciplined, people-first leadership approach, Susana helps organizations translate strategy into repeatable behaviors that drive long-term results.
Connect with Susana on LinkedIn: https://www.linkedin.com/in/susana-klotz/
If this episode sparked new thinking, share it with a sales leader or enablement partner focused on building culture that performs.
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🔗 Explore more at https://www.globalperformancegroup.com/