In this episode of the B2B Sales Trends Podcast, Harry sits down with Sharla Wendt, SVP of US Sales & Marketing at BD, to explore what it really takes to build a world class B2B sales organization.
From sales coaching and sales leadership to stakeholder management, change management, and consultative selling, Sharla shares the systems, mindset, and culture that help her teams consistently perform at the highest level.
🔗 Explore more insights: https://globalperformancegroup.com/
📘 Download the whitepaper “You’re Entering the Deal Too Late”:
👉 https://globalperformancegroup.com/resources/#papers
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⏱️ Timestamps:
00:00 – Building a high performance sales culture that people never want to leave
04:30 – Why consultative selling is replacing traditional B2B selling
09:00 – Sales coaching systems that create consistent execution
15:50 – Creating demand through change management and stakeholder management
22:10 – Why the best sales coaching happens in the field
30:00 – The traits that define elite enterprise sales professionals
This episode is for B2B sales leaders, sales enablement teams, sales managers, enterprise sales professionals, and commercial leaders who want to build stronger teams and improve execution.
You'll learn:
• Why sales coaching matters more than sales training
• How consultative selling creates trust and long term customer relationships
• How to build consensus across multiple stakeholders
• The leadership systems behind a strong sales culture
• How top performers use curiosity, grit, and perseverance to win complex deals
👤 About Guest
Sharla Wendt is the Senior Vice President of US Sales & Marketing at BD. She leads large commercial teams focused on improving patient outcomes through innovative healthcare solutions. Known for her expertise in sales leadership, medical device sales, coaching, talent development, and market creation, Sharla has built a reputation for developing high performing teams and strong sales cultures.
Connect with Sharla Wendt on LinkedIn: https://www.linkedin.com/in/sharla-wendt-9057858/
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🔗 Explore more at https://globalperformancegroup.com/
📘 Download the whitepaper “You’re Entering the Deal Too Late”:
👉 https://globalperformancegroup.com/resources/#papers
📈 Try the Revenue Accelerator:
👉 https://revenueaccelerator.globalperformancegroup.com
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We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy.
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👉 https://globalperformancegroup.com/guest-submission/