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

Your Ideal Customer Profile (ICP) isn’t something you define once and forget. It’s a living, breathing strategy that evolves with your customers, your data, and your frontline experience. In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher speaks with Shaun Scott, Chief Revenue Officer at Aptia Group, about how great sales leaders make their ICP dynamic, actionable, and relevant — and how to turn that clarity into consistent team performance. Shaun shares how Aptia’s team keeps its ICP grounded through constant feedback loops with sellers, clients, and broker partners — turning market insight into day-to-day sales behavior. 🔗 Explore more insights: www.globalperformancegroup.com You’ll learn: • How to align your ICP with real buyer behavior, not internal assumptions • Why top sellers treat their ICP as a guide, not a gate • The mindset shift from “strategy decks” to frontline execution • How discipline, urgency, and self-reflection define elite performers • The three traits Shaun looks for in every top sales hire 💡 Key Takeaways - Your ICP is a living strategy — keep refining it as customers evolve. - Coaching with clarity builds stronger, more autonomous teams. - Urgency and discipline drive consistent sales results. - Sales leadership isn’t about control; it’s about alignment and trust. - The best sellers reflect, learn, and adapt constantly. 👤 About Guest Shaun Scott is the Chief Revenue Officer at Aptia Group, a global provider of benefits administration and pension solutions serving over 7 million lives across the US and UK. With more than 25 years in B2B sales and leadership, Shaun helps organizations operationalize strategy, build high-performing teams, and stay relentlessly focused on customer outcomes.

The healthcare sales process is more complex than ever — with AI committees, long sales cycles, and multiple stakeholders shaping every deal. In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher sits down with Stacy Faught, National Director of Sales and Marketing, North America, Clinical Decision Support Products at Beckman Coulter Diagnostics, to explore how elite sellers build trust and relationships at every level to win in today’s environment. 🔗 Explore more insights: www.globalperformancegroup.com You’ll learn: - How to build multi-level “zipper relationships” that protect your deals - Why AI in healthcare sales adds new complexity to the buying process - How to balance patience and persistence in long sales cycles - The role of value selling and storytelling in closing critical opportunities - Stacy’s best sales tips for thriving in a VUCA environment ⏱️ Timestamps 00:00 – Introduction: Harry welcomes Stacy Faught to discuss the healthcare sales process 02:10 – Why AI committees make healthcare sales more complex 05:02 – How long sales cycles impact sellers and customers 07:20 – Patience vs. persistence: sales tips for navigating hospital buying 08:45 – Button vs. zipper: how to build relationships at every level 12:03 – Thriving in uncertainty: VUCA tolerance in healthcare sales 16:08 – Top 3 qualities of elite sellers: listening, value selling, storytelling 💡 Key Takeaways - AI adoption in hospitals introduces new committees and adds layers to the sales process. - Elite sellers create zipper relationships instead of relying on a single champion. - Compassion and empathy are essential when buyers face long, frustrating sales cycles. - Value selling and storytelling build the emotional connection that closes deals. - Resilience and VUCA tolerance are what separate top sales performers. 👤 About Guest Stacy Faught is National Director of Sales and Marketing, North America, Clinical Decision Support Products at Beckman Coulter Diagnostics. With over 20 years of experience in healthcare sales and marketing, Stacy specializes in guiding hospitals through complex buying processes, AI adoption, and building elite sales teams that win. Connect with Stacy Faught on LinkedIn: https://www.linkedin.com/in/stacy-faught-b601905/ 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

Sales performance is evolving fast - and in the age of AI, elite teams need more than just strategy. They need culture, coaching, and customer readiness. In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Justin Geib, Regional VP NEMA at Dynatrace (formerly at Dell Technologies), to explore how top leaders are building high-performing sales cultures that thrive in a world where AI reshapes every customer interaction. 🔗 Explore more insights: www.globalperformancegroup.com You’ll learn: – Why hiring and retaining A-players is about more than résumés – How sales coaching and culture fuel elite team performance – Where AI helps sellers win - and where the human edge still matters – Why customers are more prepared than ever (and how to stay ahead)

Lead generation isn’t dead — it’s evolving. In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher sits down with Robert Karpovich, Global VP of Sales and Operations at Pharos IQ, to unpack how SDRs can cut through digital noise, build real conversations, and become the 2% that buyers actually remember. 🔗 Explore more insights: www.globalperformancegroup.com You’ll learn: – Why SDR as a Service is changing the way companies approach pipeline building – How Conversational Selling outperforms outdated scripts – What it really takes to create human connection in sales – Why cold calling still works in a digital-first world – How to train SDRs to thrive in uncomfortable moments ⏱ Timestamps 00:00 – Welcome + Robert Karpovich’s role at Pharos IQ 02:20 – What’s working in lead generation today (and the biggest mistakes) 05:10 – Training SDRs: why voice is the ultimate sales tool 08:45 – Building confidence: being comfortable being uncomfortable 11:30 – Is cold calling dead? Why real conversations cut through the noise 13:50 – The role of AI vs. human connection in sales 💡 Key Takeaways - Lead generation has shifted: qualification scripts don’t work — conversations do. - The best SDRs master free-flowing dialogue that uncovers pain points and builds trust. - Cold calling isn’t dead; when done well, it’s one of the few tactics that cuts through digital clutter. - Training is at the core: SDRs need relentless practice and coaching to succeed. - The mindset of “run into the storm” — like the bison story Rob shares — defines resilience in sales. 👤 About Guest Robert Karpovich is the Global VP of Sales and Operations at Pharos IQ, where he leads sales development and operational strategy. With deep expertise in building and scaling SDR functions, Robert helps organizations modernize their prospecting approach and create meaningful buyer conversations. Connect with Robert on LinkedIn: https://www.linkedin.com/in/robert-karpovich-a7aa7585/ 📣 CTA 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

In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher speaks with Ashley Sherman, Senior VP of Global Sales at SoftServe, about what it really takes to earn trust and sell into a world transformed by AI. Ashley draws on 25 years of enterprise experience to share how sales leaders can help customers “see around the corner” - painting a future vision and connecting it back to today’s business realities. Inside the conversation: - Why sellers must combine future vision with concrete milestones to guide customers from year 10 back to year 1. - How multi-partner approaches (think SoftServe + Microsoft + NVIDIA) create credibility with the C-suite. - The importance of listening across the organization - from customer service to HR - to uncover hidden problems and translate them into outcomes. - What it really means to act as a trusted advisor in an AI-driven world. - Why curiosity, collaboration, and continuous learning remain the timeless traits of elite salespeople. If you want to know how to stay relevant, credible, and trusted while selling the future, this episode is packed with insights from the front lines of global enterprise sales.

In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher speaks with Olga Traskova, VP of Revenue Operations at Birdeye, about why coherence makes or breaks complex deals — and how to keep opportunities from drifting as buying groups and priorities shift. Olga shares how she rebuilt core go-to-market mechanics at Birdeye — from forecast hygiene to AI-assisted call intelligence — with one goal: ensuring sales processes stay consistent and trustworthy from first call to close. Inside the conversation: - Why deals slip as stakeholders change — and how to keep stories, pain points, and success metrics aligned. - How tight stage criteria and system enforcement ensure reps actually follow the process. - The role of weekly big deal reviews in revisiting assumptions, uncovering risks, and pulling in cross-functional support. - Balancing outcome-based conversations with fundamentals like champion-building, pain discovery, and compelling events. - Why mutual action plans are Olga’s “ultimate source of truth” for deal progress and customer accountability. - How leadership and culture — not just checklists — turn coherence into a daily habit. If you want to understand how to keep large, complex deals on track and build a sales culture around consistency and outcomes, this episode is full of practical insights.

In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Susana Klotz, VP of Global New Client Acquisition at Kaseya, about what it takes to embed strategy into daily habits and build revenue that endures. Susana leads a global team she calls “go-to-market sales killers,” focused on putting solutions in the hands of IT professionals and solving real problems. She shares how to balance vision with execution, shift sales culture beyond product pitching, and ensure strategies don’t just sound good in the boardroom but actually get lived out across hundreds of sellers. Inside the conversation: - How to work backwards from growth goals into daily behaviors and execution. - Why strategies often fail in the field — and how to connect them to what sellers actually do every day. - Shifting sales culture from pitching products to solving real-world challenges. - Moving beyond the “toothache sale” to uncover long-term business impact and partnership. - Standing out in crowded markets where products look similar and buyers care more about post-sale value. - Turning strategy into a lived sales culture, with buy-in, proof, and internal marketing. If you want to understand how to align strategy with execution and create a sales culture that drives revenue long-term, this episode is packed with practical insights.

In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Sonia Bizier, VP of Sales at Hexagon, about what it takes to build sales teams that succeed with today’s hyper-informed buyers. With over 30 years in sales leadership, Sonia shares why old playbooks no longer work — and how neuroscience, deliberate practice, and courageous leadership can transform sales organizations for the modern era. Inside the conversation: - The biggest shifts in buying behavior and why sellers must provoke thought, not recycle old questions. - Why sales teams need a process of unlearning and new mental models. - Moving beyond hunter/farmer models to sellers as corporate athletes with AI as a thought partner. - How to build transformation into everyday scaffolding, feedback loops, and practice, not one-off training. - Using neuroscience to anticipate resistance, shift teams from fight/flight/freeze into creativity, and lead change effectively. - Hiring and developing sellers with the right mix of skill and will, and aiming for elite, fearless, curious teams. If you want to understand how to build and enable sales teams that thrive with modern buyers, this episode is full of insights you won’t want to miss.

In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Rafa Mercado, VP, US Consumer & Travel Market Leader at Kyndryl, about redefining growth and building customer partnerships that last beyond the close. Rafa shares how Kyndryl is breaking down silos between sales and delivery, driving value after the deal is signed, and helping sellers stay relevant in a world of AI and hyper-informed buyers. Inside the conversation: - Why customer growth starts with helping clients grow — and how evidence-based impact builds credibility. - How to create tighter alignment between sales and delivery to ensure value is delivered. - Why post-sale value and proactive partnerships matter more than ever. - How enablement must evolve — and why sellers need to embrace self-enablement with AI. - The pillars of leading strategic conversations: industry acumen, financial literacy, challenger mindset, and executive presence. - How buying behavior is shifting — and why sellers must move from transactions to continuous value co-creation. If you want to understand what it takes to turn customer relationships into lasting partnerships, this episode is full of actionable insights.

In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Nirav Sheth, VP of Global Sales Engineering at Pure Storage, to explore how the Sales Engineering role is evolving in today’s complex enterprise sales environment. Leading a global team of 750+ SEs across 13,500 accounts, Nirav shares how SEs are moving far beyond demos to drive strategic outcomes — influencing deals, scaling impact, and shaping customer journeys from start to finish. Inside the conversation: - How the SE role is shifting from technical expert to trusted advisor. - Where SEs deliver the most impact across the sales cycle — beyond the demo. - How to scale SE expertise with account vs. specialist roles and proactive post-sales engagement. - What healthy, high-trust SE–AE collaboration looks like in practice. - How SEs can turn unique customer insights into real influence on opportunities and strategy. If you want to understand how modern SEs drive value and help customers achieve meaningful outcomes, this episode is packed with practical insights.

In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Ari Capogeannis, Senior Director of Enterprise Revenue Marketing at NVIDIA, about how to move from data to deals — enabling sales with precision, not promises. Ari explains why the old lead-based funnel no longer works and how buying groups have become the real driver of enterprise sales. He shares how to help sellers cut through complexity, use AI in ways that actually add value, and execute consistently at the customer interface. Along the way, he highlights why human connection still matters and the top three qualities elite sellers need to thrive in today’s environment. Inside the conversation: - Why lead funnels fall short, and how to orchestrate around buying groups. - How to enable sellers to act on the right accounts and contacts without adding complexity. - Where AI improves go-to-market efforts — and where it doesn’t. - Why breaking down silos and leading with data is key to aligning global teams. If you want practical insights on turning data into impact — and driving execution in even the most complex organizations — this episode is one you won’t want to miss.

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.

In this episode, Harry Kendlbacher speaks with Ruxandra Aldea, Senior Regional Sales Director at Oracle, about what it really takes to stand out in competitive markets. Ruxandra shares why traditional, product-led sales approaches aren’t enough, how adopting a marketing mindset can transform account engagement, and where account-based marketing often misses the mark. She explains what drives effective sales–marketing alignment, the practical steps sellers can take to cut through the noise, and the top three qualities she sees in elite salespeople.

Getting a meeting with a client’s executive team is tough — but getting your own executives ready to deliver the right message? That’s the real challenge. In this episode of B2B Sales Trends, Samantha Snetselaar, VP of Strategic Sales at Qualtrics, joins us to unpack what it takes to equip your executive team to champion your deal. From mapping relationships to setting clear action plans, this conversation is a playbook for turning internal alignment into external impact. Whether you're navigating a complex deal cycle or prepping for a big executive meeting, you’ll learn how to: - Build credibility with your internal stakeholders - Prepare executives to show up with the right message - Keep senior leaders engaged from first meeting to close - Turn your execs into true partners in long-cycle deals Don’t just secure the meeting — make it count.

What does it take to build trust in high-stakes, high-complexity sales? In this episode, Lisa Gudding, President of Strategic Growth at Ipsos, joins Harry Kendlbacher to explore what it means to sell without the hard sell — and why empathy, curiosity, and strategic insight are more important than ever. They talk about the shift from service mindset to growth mindset, how to hire for human connection, and the power of showing up as a trusted partner instead of a pitch machine. Whether you're in consulting, research, or enterprise sales, this conversation will resonate.

Referrals aren’t just a nice-to-have — they’re one of the most powerful (and underused) levers in B2B sales. In this episode, Harry Kendlbacher sits down with Ben Cronsberry, GTM Operations Lead at Shopify, to unpack what it really takes to build a scalable, repeatable referral engine. They discuss: - Why referral-based selling is about mindset, not just motion - How to activate your internal and external networks in a way that drives results - The role of trust, timing, and consistency in ecosystem-led growth - And what most teams get wrong when trying to turn relationships into revenue If you’re thinking about how to grow pipeline without burning budget — this one’s for you.

What’s the real cost of doing nothing? In this episode, Frank Shipp — VP of Sales at Cardinal Health — joins Harry Kendlbacher to explore how healthcare sales teams can drive meaningful change in high-stakes, high-regulation environments. They dig into: How to quantify and communicate the cost of inaction to every stakeholder What it takes to earn buy-in from clinical, financial, and executive audiences Why traditional sales playbooks often fall short in healthcare And how to prepare reps for value-based conversations that actually stick If you're selling in a complex ecosystem with long cycles and multiple decision-makers, this one’s for you.

Channel sales is more than a route to market — it’s a relationship. In this episode of B2B Sales Trends, Mike Hennings, VP of Business Development at Hubbell Inc., joins Harry Kendlbacher to unpack what it really takes to win with and through your partners. They cover: - Why starting with the right mindset is critical for effective channel strategy - How to build genuine trust and alignment with distribution partners - What true execution looks like — from sales enablement to structured go-to-market motions Mike also shares how his team is rethinking partner engagement and empowering field sellers to drive shared success. If you're a leader looking to elevate your channel approach and build partnerships that truly move the needle, this episode is for you.

Brian North, VP of Strategic Partnerships at Hearst, joins Harry Kendlbacher to unpack the challenge many sales leaders face: closing the gap between strategy and execution. They talk about what it really takes to move big, complex sales organizations toward results — from aligning teams around a shared goal to building repeatable habits that drive performance. In this episode: - How to make sure strategic plans actually lead to action - Why clarity, consistency, and accountability matter more than ever - Lessons from leading cross-functional, cross-industry teams - What top performers do differently to build momentum and trust This one's for anyone responsible for driving execution across a sales org — no matter the industry.