What does it take to lead with clarity inside one of the world’s most successful sales organizations?
In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher speaks with Jake Mannino, Global Sales Director at Microsoft, about how today’s leaders can stay grounded, consistent, and emotionally intelligent in a rapidly changing world.
Jake shares how Microsoft’s sales culture emphasizes discipline, presence, and clarity — helping teams perform at their best while staying connected to purpose and people.
🔗 Explore more insights: www.globalperformancegroup.com
You’ll learn:
• How clarity builds confidence and alignment across global teams
• Why daily routines and presence matter more than ever
• How emotional intelligence drives better results
• What keeps Microsoft’s sales culture resilient under pressure
• The top habits of high-performing sales leaders
⏱ Timestamps
00:00 – Welcome + Meet Jake Mannino, Global Sales Director at Microsoft
03:15 – What clarity really means in leadership
07:10 – Staying grounded through routine and reflection
12:00 – Emotional intelligence and leading through change
17:45 – Building consistency in Microsoft’s global sales culture
24:30 – Jake’s top 3 traits of elite sales professionals
💡 Key Takeaways
- Clarity is the anchor of great leadership.
- Grounded routines create calm in fast-paced environments.
- Emotional intelligence is a performance multiplier.
- Consistency and transparency build trust across teams.
- Leadership starts with self-management and awareness.
👤 About Guest
Jake Mannino is the Global Sales Director at Microsoft, where he leads enterprise sales and transformation initiatives across global markets. With a background that spans Microsoft, Cisco, and entrepreneurship, Jake helps teams achieve clarity, alignment, and consistent performance through grounded leadership.
Connect with Jake on LinkedIn: https://www.linkedin.com/in/jakemannino/
If this episode sparked new thinking, share it with your team.
🎧 Subscribe for weekly insights on modern selling, leadership, and performance.
🔗 Explore more at www.globalperformancegroup.com
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What does it take to lead with clarity inside one of the world’s most successful sales organizations?
In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher speaks with Jake Mannino, Global Sales Director at Microsoft, about how today’s leaders can stay grounded, consistent, and emotionally intelligent in a rapidly changing world.
Jake shares how Microsoft’s sales culture emphasizes discipline, presence, and clarity — helping teams perform at their best while staying connected to purpose and people.
🔗 Explore more insights: www.globalperformancegroup.com
You’ll learn:
• How clarity builds confidence and alignment across global teams
• Why daily routines and presence matter more than ever
• How emotional intelligence drives better results
• What keeps Microsoft’s sales culture resilient under pressure
• The top habits of high-performing sales leaders
⏱ Timestamps
00:00 – Welcome + Meet Jake Mannino, Global Sales Director at Microsoft
03:15 – What clarity really means in leadership
07:10 – Staying grounded through routine and reflection
12:00 – Emotional intelligence and leading through change
17:45 – Building consistency in Microsoft’s global sales culture
24:30 – Jake’s top 3 traits of elite sales professionals
💡 Key Takeaways
- Clarity is the anchor of great leadership.
- Grounded routines create calm in fast-paced environments.
- Emotional intelligence is a performance multiplier.
- Consistency and transparency build trust across teams.
- Leadership starts with self-management and awareness.
👤 About Guest
Jake Mannino is the Global Sales Director at Microsoft, where he leads enterprise sales and transformation initiatives across global markets. With a background that spans Microsoft, Cisco, and entrepreneurship, Jake helps teams achieve clarity, alignment, and consistent performance through grounded leadership.
Connect with Jake on LinkedIn: https://www.linkedin.com/in/jakemannino/
If this episode sparked new thinking, share it with your team.
🎧 Subscribe for weekly insights on modern selling, leadership, and performance.
🔗 Explore more at www.globalperformancegroup.com
67. Beyond Value Selling: Building a Culture of Outcome, Impact, and Economic Value
B2B Sales Trends
43 minutes 9 seconds
2 months ago
67. Beyond Value Selling: Building a Culture of Outcome, Impact, and Economic Value
In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Christian Smith, former Chief Revenue Officer at Splunk, about what it really takes to transform a business at scale.
Christian helped lead Splunk through a massive shift — from $500M to $5B in recurring revenue and from on-prem to cloud SaaS. Drawing on his 35-year career, he shares what it means to go beyond traditional value selling and align the entire company around outcomes, impact, and economic value.
Inside the conversation:
- What it takes to lead an enterprise transformation of this magnitude.
- Why traditional value selling falls short, and how to apply the Outcome → Impact → Value framework.
- How to build a value-aligned organization where product, marketing, and sales speak the same language.
- Best practices for defending spend in front of the CFO and giving champions “defendable artifacts” of value.
- How to approach CXO conversations with confidence — without overengineering them.
- Why use case taxonomies are essential to connecting features to real business outcomes.
- What really gets in the way of transformation and how leaders can break down silos to align around the customer.
If you’re looking for practical insights on building a culture of value and showing up stronger in executive conversations, this episode is one you’ll want to hear.
B2B Sales Trends
What does it take to lead with clarity inside one of the world’s most successful sales organizations?
In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher speaks with Jake Mannino, Global Sales Director at Microsoft, about how today’s leaders can stay grounded, consistent, and emotionally intelligent in a rapidly changing world.
Jake shares how Microsoft’s sales culture emphasizes discipline, presence, and clarity — helping teams perform at their best while staying connected to purpose and people.
🔗 Explore more insights: www.globalperformancegroup.com
You’ll learn:
• How clarity builds confidence and alignment across global teams
• Why daily routines and presence matter more than ever
• How emotional intelligence drives better results
• What keeps Microsoft’s sales culture resilient under pressure
• The top habits of high-performing sales leaders
⏱ Timestamps
00:00 – Welcome + Meet Jake Mannino, Global Sales Director at Microsoft
03:15 – What clarity really means in leadership
07:10 – Staying grounded through routine and reflection
12:00 – Emotional intelligence and leading through change
17:45 – Building consistency in Microsoft’s global sales culture
24:30 – Jake’s top 3 traits of elite sales professionals
💡 Key Takeaways
- Clarity is the anchor of great leadership.
- Grounded routines create calm in fast-paced environments.
- Emotional intelligence is a performance multiplier.
- Consistency and transparency build trust across teams.
- Leadership starts with self-management and awareness.
👤 About Guest
Jake Mannino is the Global Sales Director at Microsoft, where he leads enterprise sales and transformation initiatives across global markets. With a background that spans Microsoft, Cisco, and entrepreneurship, Jake helps teams achieve clarity, alignment, and consistent performance through grounded leadership.
Connect with Jake on LinkedIn: https://www.linkedin.com/in/jakemannino/
If this episode sparked new thinking, share it with your team.
🎧 Subscribe for weekly insights on modern selling, leadership, and performance.
🔗 Explore more at www.globalperformancegroup.com
