Harry sits down with Tim Pfaelzer, SVP & GM EMEA at Veeam, to explore why successful companies don't simply adapt their products. They retrain their sales teams to speak the language of business risk, executive priorities, and business outcomes.
Along the way, Tim challenges one of the biggest assumptions surrounding AI and explains why "backup isn't the product. Trusted data is the outcome."
🔗 Explore more insights: https://globalperformancegroup.com/
🔗 Download "Day Zero" and discover why buyers often choose their suppliers before the first sales meeting: https://globalperformancegroup.com/white-papers/day-zero-why-revenue-is-won-before-the-first-meeting/
📈 Try the Revenue Accelerator:
👉 https://revenueaccelerator.globalperformancegroup.com
You'll hear ideas that challenge conventional thinking, including:
- Why organizations often invest in AI before securing the data that powers it.
- Why feature based selling breaks down at board level.
- Why trusted data has become a board level priority instead of just an IT concern.
- Why curiosity, credibility, and courage separate average sellers from elite performers.
⏱️ Timestamps
00:00 Why yesterday's sales conversation stops working
01:35 From Data Protection to AI Readiness: Why Veeam had to evolve
03:20 AI has a trust problem, not an adoption problem
05:50 Why modern sellers must replace product pitches with business outcomes
09:40 How to earn credibility with CEOs, CIOs, and executive buyers
13:30 The three traits every elite B2B Sales leader needs today
About Tim Pfaelzer
Tim Pfaelzer is SVP & General Manager EMEA at Veeam, where he leads the company's strategy and go to market across the EMEA region. He helps enterprises strengthen Cyber Resilience, Data Protection, and AI Readiness, while driving business growth through innovation, strategic partnerships, and a strong focus on customer success.
Connect with Tim Pfaelzer on LinkedIn: https://www.linkedin.com/in/tpfaelzer/
📣 If this conversation changed how you think about modern B2B Sales, share it with your team.
🎧 Prefer audio? Listen on Spotify or Apple Podcasts, or watch the full conversation here on YouTube.
👉 Apple Podcast: https://podcasts.apple.com/at/podcast/b2b-sales-trends/id1540112247?l=en-GB
👉 Spotify: https://open.spotify.com/show/5dNb1tA2UfHOR8oGNc5Kbp?si=60f87af8feb74a25
🔗 Explore more: https://globalperformancegroup.com/
🔗 Download "Day Zero" and discover why buyers often choose their suppliers before the first sales meeting: https://globalperformancegroup.com/white-papers/day-zero-why-revenue-is-won-before-the-first-meeting/
📈 Try the Revenue Accelerator:
👉 https://revenueaccelerator.globalperformancegroup.com
🎙️ Want to be a guest on B2B Sales Trends?
We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy.
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