The future of B2B selling isn’t about features - it’s about outcomes. Harry sits down with Matt Leighton, VP Enterprise Sales EMEA at TeamViewer, to explore how enterprise sales teams can break out of commodity conversations and lead with real business impact.
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⏱️Timestamps:
00:00 – Enterprise sales shift: from product to outcome-based selling
03:45 – TeamViewer’s evolution and value-based selling approach
09:10 – The confidence gap in tech investments (b2b sales strategy)
15:00 – From reactive to proactive selling in B2B sales
22:40 – Sales coaching techniques to build consistent performance
29:30 – Sales leadership lessons: what top performers do differently
You’ll learn:
– How to shift from value-based selling to true outcome-based selling
– Why most enterprise deals stall before they ever become real decisions
– How sales coaching and leadership drive consistent performance
– What it takes to engage C-suite buyers with confidence
💡 Key Takeaways
- Most deals don’t fail at the end - they fail because the problem was never strong enough to drive action.
- Outcome-based selling reframes conversations from product features to measurable business impact.
- Leading with price immediately weakens your position and commoditizes your offer.
- Proactive, insight-led selling is replacing reactive, transactional approaches in modern B2B sales.
- Coaching, consistency, and mindset shifts are critical to sustaining high performance.
👤About Guest
Matt Leighton is VP of Enterprise Sales, EMEA at TeamViewer. A builder of high-performing sales teams with over 25 years in tech, he has led and transformed enterprise sales organizations across SaaS, cloud, and software—shaping teams at companies like IBM and Salesforce.
Connect with Matt on LinkedIn: https://www.linkedin.com/in/matthew-leighton/
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📘 Get the 26 Sales Trends for 2026 report:
👉 https://globalperformancegroup.com/26-sales-trends/
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