In this episode of the B2B Sales Trends Podcast, Harry sits down with Rich Van Sprang, General Manager and Vice President of Sales, Americas at Hitachi Vantara, to explore how enterprise sales teams can move beyond commoditized conversations and create value driven outcomes.
From changing buying behavior to discovery questions, qualification discipline, and the cost of inaction, this conversation offers a clear lens on what separates average sellers from elite performers in today’s remote sales environment.
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⏱️ Timestamps:
00:00 – Why B2B sales is stuck competing on price
03:50 – Buying behavior changes and remote sales impact
06:15 – Value based selling vs technical selling in enterprise sales
10:00 – Discovery questions that drive real differentiation strategy
15:00 – Cost of inaction and why deals stall
22:30 – Internal champions and qualifying real opportunities
You’ll learn:
– How to stop competing on price and lead with value
– Why discovery questions define your sales process
– How internal champions influence enterprise sales outcomes
– How to qualify real opportunities and avoid stalled deals
👤 About Guest
Rich Van Sprang is General Manager and Vice President of Sales, Americas at Hitachi Vantara. With 18+ years of experience across sales, partner management, and executive leadership, he specializes in aligning go to market strategy with business outcomes and helping teams move from technical conversations to value based selling.
Connect with Rich Van Sprang on LinkedIn: https://www.linkedin.com/in/richard-van-sprang-bbb8744/
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