In this episode, Harry Kendlbacher sits down with Phil Manez, VP of Go-To-Market Execution at VAST Data, to unpack how modern sales teams can stay credible when products, markets, and customer expectations evolve faster than ever. Drawing from real examples in AI-driven environments, Phil shares how enablement, messaging discipline, and execution come together to support confidence in selling.
📘 Get the 26 Sales Trends for 2026 report:
👉 https://globalperformancegroup.com/26-sales-trends/
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Timestamps:
00:00 – Why credibility is fragile in AI-driven B2B sales
03:30 – Sales enablement strategy in fast-moving markets
06:10 – Go-to-market strategy: precision over coverage
09:45 – Turning reps into outcome-based sellers
14:10 – Continuous enablement vs. one-off sales training
18:20 – What elite sellers must unlearn in the AI era
You’ll learn:
– Why traditional sales enablement strategies fall apart in AI markets
– How go-to-market execution creates focus instead of noise
– What outcome-based selling actually looks like in complex deals
– How continuous enablement keeps teams relevant and credible
💡 Key Takeaways
- Sales enablement strategy must be continuous, not event-based
- Credibility is the true currency in AI-driven B2B selling
- Go-to-market strategy works best when it prioritizes precision over volume
- Outcome-based selling reframes deals away from features and toward value
- Leaders must model learning to keep teams relevant as markets accelerate
About the Guest
Phil Manez is VP of Go-To-Market Execution at VAST Data, where he operates at the intersection of product, engineering, marketing, and sales enablement. Known for building enablement systems that keep pace with rapidly evolving AI markets, Phil helps sales teams stay credible, focused, and outcome-driven in complex B2B environments.
Connect with Phil Manez on LinkedIn: https://www.linkedin.com/in/philmanez/
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🔗 Explore more at https://www.globalperformancegroup.com/
📘 Download the 26 Sales Trends for 2026 report:
👉 https://globalperformancegroup.com/26-sales-trends/