🎙 Теофил Шиков е роден в град Разлог. Завършва Софийския университет "Св. Климент Охридски" с бакалавърска степен по журналистика и магистърска степен по пиар и комуникации. След това прекарва една година като доброволец във Финландия и работи в голяма технологична компания като част от глобалния отдел за набиране на персонал в Индия.

През 2016 г. Тео заедно с Боби Здравков, Здравко Митов и Митко Тодоров основават стартъп компанията Out2Bound за привличане на нови клиенти за технологични фирми. През 2022 г. Out2Bound е придобита от американската компания MarketStar и в момента Тео е изпълнителен директор на MarketStar България.

Тео споделя опитностите си от създаването и ръководенето на стартъп, развитието на талантлив екип и необходимостта от постоянство по пътя на предприемаческия успех.

💬 „Търговецът се създава, не се ражда.“ ~Теофил Шиков

⭐ Пълното описание на епизода 👉 https://bit.ly/tshp334 

✊ Стани част от нашето сплотено свръхчовешко общество 👉 Използвай бутона “Подкрепи ни” в горния десен ъгъл на https://bit.ly/tshp-website

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Еп334 | Теофил Шиков: Как си стигнал до твоето ЗАЩО?

In this episode of the B2B Sales Trends podcast, our host Harry Kendlbacher, CEO of Global Performance Group, sits down with Philip Acton, the Head of UK Sales for Adform, a leading player in the adtech industry. 

Join us for this deep-dive into the world of adtech sales, as Harry and Philip explore innovations, insights, and strategies to help sales leaders thrive in the dynamic B2B sales landscape.

23. Innovations And Insights From Adtech Sales

In this episode of the B2B Sales Trends podcast, host Harry Kendlbacher sits down with Sachin Wadhawan, VP of Sales Engineering at BigCommerce, to explore the evolving landscape of sales engineering in the B2B realm. Sachin shares his journey from software development to sales engineering and discusses the crucial role that sales engineers play in complex sales cycles. He emphasizes the importance of aligning sales reps and sales engineers to deliver value-based outcomes for customers and highlights the dynamic relationship between the two roles. Sachin also delves into industry trends such as composability in technology stacks and the impact of AI on sales processes. Throughout the conversation, listeners will gain insights into the strategic collaboration needed between sales reps and sales engineers and the future of the sales engineering profession in B2B sales.

29. The Sales Engineer Evolution: From Demo Monkeys to Strategic Advisors

In the latest episode of B2B Sales Trends, Harry Kendlbacher is joined by Lauren Cursiter, Global Marketing & Communications Manager at Google, to discuss how sales professionals can shift their mindset and approach to navigate the evolving sales landscape in 2025.

Lauren shares insights on why attention spans are declining and how storytelling can help salespeople keep buyers engaged. The conversation also explores how objections can be a powerful discovery tool rather than a roadblock, the growing complexity of multi-stakeholder sales, and how collaborative selling fosters stronger client relationships. Plus, Lauren breaks down the top three skills every elite salesperson will need to succeed in 2025.

Tune in to learn how to reframe objections, elevate your sales conversations, and stay ahead in today’s competitive market.

45. Reframing Objections to Unlock Better Outcomes: Critical Sales Skills for 2025

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

75. Lead Generation Reinvented: Inside the SDR Engine with Robert Karpovich

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

77. The Healthcare Sales Process: How to Build Relationships at Every Level

Forecasting accuracy isn’t just a numbers game — it’s a people game. In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Katharina Bucerius-Rauch, VP Global Sales & Customer Operations at Renesas Electronics, to explore how aligning sales and operations creates predictable performance and trusted customer relationships.

🔗 Explore more insights: www.globalperformancegroup.com

You’ll learn:
– Why cross-functional collaboration is key to accurate forecasting
– How Renesas turns raw data into meaningful, actionable insights
– The habits that make elite salespeople transparent and predictable
– What “Plan B thinking” looks like in global operations
– How trust and communication drive both sales and forecasting success

⏱ Timestamps
00:00 – Weekly risk reviews and Plan B thinking at Renesas
03:10 – Forecasting challenges in complex supply chains
04:40 – How sales and operations align to improve forecasting accuracy
09:15 – Turning data into insightful sales decisions
12:30 – Cross-functional communication and execution in action
14:55 – Building trust through transparency and delivery

💡 Key Takeaways

- Better forecasting starts with alignment between sales and operations.
- Transparency and communication build predictability across teams.
- Data matters only when translated into meaningful action.
- Trust is earned through consistency and clear communication.
- Elite salespeople balance technical expertise with emotional intelligence and follow-through.

👤 About the Guest

Katharina Bucerius-Rauch is the VP Global Sales & Customer Operations at Renesas Electronics, where she leads a global team responsible for revenue management, demand planning, and forecasting excellence. Known for bridging sales and operations through data-driven decision making and transparent leadership, she helps Renesas achieve predictable performance in an unpredictable market.

Connect with Katharina on LinkedIn: https://www.linkedin.com/in/katharina-bucerius-rauch-18304913/

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

80. How Renesas Drives Predictable Growth Through Data & Trust

Breaking out of commodity selling is now a leadership challenge - not a pricing one. In this episode, we explore how modern sales teams reframe connectivity from a cost line item into a mission-critical value driver across the Internet of Things (IoT).

🔗 Explore more insights: www.globalperformancegroup.com

Timestamps
00:00 – Why connectivity is no longer “just a commodity” in IoT
03:45 – Reframing from gigabytes to business outcomes
07:20 – Sales leadership behaviors that break commodity selling
12:40 – Global scalability, connectivity, and long-term value
18:10 – Incentives, culture, and leadership accountability
24:30 – The top traits of elite sellers in modern IoT markets

The future of B2B selling belongs to those who can shift the conversation from features to impact. In this episode, Harry Kendlbacher sits down with Benjamin Bastians, Chief Commercial Officer at Deutsche Telekom IoT, to unpack how global sales teams can transform the way they sell connectivity, create customer outcomes, and build a culture that scales.

You’ll learn:
– How salespeople reframe connectivity from commodity to value
– Why incentives, coaching, and culture drive real behavior change
– How global collaboration strengthens enterprise IoT deals
– The top traits elite sales professionals need right now

💡 Key Takeaways
• Connectivity becomes mission-critical in IoT - but only if sellers position it that way.
• Sales leadership must model outcome-based conversations, not technical specs.
• Incentives shape culture: you can’t expect new behavior with old compensation.
• Collaboration across global teams is now a core sales advantage.
• Curiosity, resilience, and an ecosystem mindset define elite sellers today.

📘 About Guest
Benjamin Bastians is the Chief Commercial Officer at Deutsche Telekom IoT (DTIoT), leading global sales for one of the world’s most advanced connectivity organizations. Known for transforming how teams sell mission-critical IoT solutions, he focuses on outcome-based engagement, global scale, and cross-team collaboration.
Connect with Benjamin on LinkedIn: https://www.linkedin.com/in/benjaminbastians/

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

81. IoT: Breaking Out of Commodity Selling

Свръхчовекът е българският подкаст, насочен към вярата в себе си и многобройните възможности, които ни заобикалят. Разказвайки вдъхновяващи истории на хора, които живеят живота на мечтите си, Георги Ненов цели да мотивира своите слушатели да вървят по пътя си с увереност в собствените си способности и така да сътворят едно по-добро бъдеще.

Подкастът на вдъхновителите!

This podcast is dedicated to sales leaders in the B2B space, where we share conversations about innovative and successful sales transformations to keep you up to date on the latest trends that will help you to effectively tackle the challenge of constructing and executing a profitable and sustainable sales process.

New tracks tagged #B2B Sales