Overview - AI Generated

Keith Rosen's Journey: Keith, with 35 years in sales and leadership, evolved from life coaching inspired by a newspaper article. He has coached in 76 countries, emphasizing support for leaders amidst uncertainty.

AI Impact on Authenticity: Concern over AI-generated content overtaking human authenticity, with 56% of LinkedIn posts being AI-written. Technology can enhance efficiency but cannot replace essential human connections in leadership and sales.

    Shifting Leadership Focus: Pandemic highlighted the need for empathy in leadership; 92% of employees contemplate job changes, emphasizing a people-over-profit culture. Coaching should foster mindset development alongside skill enhancement—shifting from traditional metric focus.

        The pandemic has underscored the importance of empathy in leadership, prompting leaders to prioritize emotional intelligence and understanding in their interactions with employees.

        With 92% of employees considering job changes, organizations must cultivate a people-over-profit culture to retain talent and enhance employee satisfaction.

        Effective coaching should focus on developing a growth mindset in addition to enhancing skills, moving away from a sole emphasis on metrics and performance targets.

How Managers Navigate Their Team to Perform Through Fear and Uncertain Times

It hits everyone at some point along the sales journey - overthinking or self sabotage. Sales is hard enough due to market forces, economic turbulence and the competition without the added pressure of the inner critic giving you a kicking at the same time.

It can be a problem but it can also be tackled relatively easily and quickly - as long as you put some work into it.

Again the driver for success is about being able to focus on the process rather than the outcome - have a read of the Chimp Paradox if you can (or give Chat GPT a rattle and see if it can condense the work of Dr Steve Peters better than I can...its a great book to help you deal with the inner critic and self sabotage.)

How to prevent overthinking and under performing

Following hot on the heals of the last podcast - can a great sales person become a great sales manager - I had some feedback from listeners who had shared some of their own experiences and so I thought I would record this episode to focus on some tangible stuff that can be implemented quickly or at least can influence your  thinking as you begin to consider recruiting from within.

I have always followed the Rx3 model - recruit, retain for revenue - and so the importance of getting this appointment right is so obvious and yet people will still go for speed over quality, the path of least resistance.

A sales person is driven by closing and a sales manager by coaching. Individual player v a team enabler.

It's worth taking time to consider all of the options rather than appease a sales person who thinks they deserve a promotion.

A strategy to effectively onboard an internal sales person to sales manager

The Toxic Coaching Trap Every Manager Falls Into that Sabotages Your Coaching ☠️ Coaching In Your Own Image. 

🚨 “This worked for me.”
🚨 “This is what I would do, so you should too.”
🚨 “This is how I like to be managed/motivated/held accountable.”

Coaching in your own image isn’t coaching - it’s projecting your perspective, ideas, and solutions to control the outcome, instead of having your team create the solutions or come to the revelation themselves. 

This a fast track to dependency, and eroded trust, engagement, coaching and performance.

Great managers don’t guide/manipulate people to take on their agenda and answer, and try and control the conversation.

They coach the individual, without judgement, by uncovering and respecting their unique goals, opinions, personal values, priorities, skills, challenges, personality, how they do things to achieve results, where they are in their life and career, and where they want to go, based on what they want, not you. So:

⚡Drop the ego.
⚡Stop assuming you know the answer and ask more questions to uncover 
the truth.
⚡Start uncovering their ideas first and what people really want and need. 
⚡Don’t "should" on people. (A "Should" is the excrement of your agenda and makes people wrong 😕) Let them self-assess and arrive at their opinion on how to do things to build confidence and a growth mindset.

Lead them, not your reflection. 🔥

The Toxic Trap Impacting Managers that Sabotages Your Coaching - Coaching In Your Own Image

Episode 1 of 2, were I talk about the importance of disciplined process in sales management and leadership. It's all pretty straightforward and common sense and yet many sales leaders are fixated to the outcome - the revenue target for the month, quarter or year instead of having a clearly defined sales management process that offers you every qualitative and qualitative measurement to ensure that you can respond quickly to any warning signs or potential areas of concern, in real time.

It can be a tough call for business owners who have usually taken the journey of hunter, gatherer to business leader and might want everything done in the 'old way' just because it has worked in the past. Today with so much technology and software to support the sales and marketing function, the sales management role has become easier but only when built around a solid process and implemented by a highly disciplined sales, marketing and admin team.

Episode 2 will focus on those processes that can help sales people navigate challenging economic times as well as the emotional highs and lows of sales.

The 'Process is the Goal' - Part I. Advice for the sales leader.

According to Gartner research, only 17% of the buying process is spent with suppliers — that’s not much more than one-sixth of the journey. So if you're waiting for that 17% to come to you, you’re missing the 83% where the buyer is actually shaping the deal. That’s why proactive prospecting isn’t just good practice — it’s survival.

In this episode there are some intended and unintended points for discussion - what started out as a piece on rewarding  self-contained sales prospecting, ended up shining a light on the importance of having your marketing game on point, to ensure that buyers are able to access you WHEN THEY want to and also why prospecting still has a value when the world thinks that digital channels provide the only real meaningful solution to business development and lead generation.

Lead generation is the new sales superpower

Having invited guests over last week, I found myself without some key ingredients for a vegetarian dish I had planned to make. Taking the list of ingredients I challenged CHAT GPT to create a recipe for a similar meal - and it did.

At no point did I question the recipe and it made me realise how much trust I have placed in this technology in such a short space of time.

Research suggests that almost 60% of people in sales believe that AI tools sometimes provide inaccurate or misleading information.

The big question to sales leaders becomes are you constantly regulating the veracity and quality of the information used by your sales people (and lets face it, yourselves)? 

If not giving you a competitive edge just yet, AI has given you the chance to reclaim some of your time each day - if you are not integrating AI in your sales function you are missing out. If you haven't given your team the authority to use AI, work on the basis that they are already taking some short cuts - you need to make sure if those short cuts aren't going to case long term damage. 

Who do you trust?

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

A strong coaching culture doesn’t just improve performance - it rewires how your teams think, sell, and serve customers. In this episode of the B2B Sales Trends Podcast, we explore how sales coaching, autonomy, and cultural alignment become the foundation for customer centricity and truly value based selling. Harry Kendlbacher sits down with Andre Schindler, GM EMEA & SVP Global Sales at NinjaOne, to reveal how modern sales leadership builds resilient, high-performing teams in fast-scaling environments.
🔗 Explore more insights: www.globalperformancegroup.com

Timestamps:
 00:00 – Building a coaching culture inside global sales teams
 03:45 – Culture as a foundation for scaling sales teams
 07:20 – Why sales coaching builds critical thinking & autonomy
 11:35 – Leadership development during hyper-growth
 16:00 – Customer centricity as a cultural outcome
 19:45 – The link between value based selling & curious conversations

A coaching-first culture unlocks stronger conversations, better qualification, and more meaningful customer outcomes. In this episode, Andre explains how sales coaching fuels cross-functional collaboration, strengthens customer relationships, and prepares new leaders to scale. It’s a masterclass in leadership development, emotional intelligence, and building sales teams that win through understanding - not pressure.

You’ll learn:
 – Why coaching empowers better decisions across sales teams
 – How culture enables customer centricity at scale
 – Why curiosity is the engine of value based selling
 – What leaders must do to accelerate leadership development
 – How to avoid the pitfalls that limit sales leadership and growth

💡 Key Takeaways
– Coaching creates autonomy; telling creates dependency.
 – Culture is the ultimate performance multiplier for sales teams.
 – Customer centricity starts with how you support your employees.
 – Value based selling requires curiosity, not assumptions.
 – Leadership development must include space to fail, learn, and grow.

👤 About Guest
Andre Schindler is the GM EMEA & SVP Global Sales at NinjaOne, overseeing global SDR, sales, and post-sales functions while driving sales leadership and scaling sales teams across EMEA, APAC, and the U.S. Known for his coaching-centric leadership style, he builds high-performing teams through culture, autonomy, and deep customer focus.
Connect with Andre on LinkedIn: https://www.linkedin.com/in/andre-schindler-0a209334/

If this episode sparked new thinking, share it with your team.
🎧 Subscribe for weekly insights on modern selling, sales leadership, and performance.
 🔗 Explore more at www.globalperformancegroup.com


84. How Coaching Culture Drives Customer Centricity & Value Based Selling

Helping ambitious SMEs and sales leaders unlock performance through strategic coaching, sales training, and practical growth advice rooted in 20 years of real-world experience.

I’m Paul McAnallen, founder of Shift Control, a consultancy that works with SMEs, sales leaders, and founders across Ireland to improve sales performance and leadership effectiveness.

Over the last 20 years, I’ve helped hundreds of businesses accelerate sales through strategy, coaching, and leadership development. From creating go-to-market strategies to developing SDR teams and mentoring senior sales professionals, I bring a no-nonsense, high-impact approach to driving commercial growth.

With deep cross-industry experience and a commitment to clarity and action, I work as a trusted growth partner — not just a trainer — helping businesses turn potential into performance.

Keith Rosen is the CEO of Profit Builders and founder of Profit Builders, (www.ProfitBuilders.com), named one of the Best Sales Training and Coaching Companies Worldwide. Over three decades, Keith has delivered his transformational programs to hundreds of thousands of salespeople and managers in practically every industry; on five continents and in over 75 countries. Inc. magazine and Fast Company named Keith one of the five most influential executive coaches. Keith has written several best sellers including, Sales Leadership, Own Your Day and the globally acclaimed Coaching Salespeople into Sales Champions, winner of Five International Best Book Awards and the #1 best-selling sales management coaching book on Amazon since 2009. 

He’s been featured in Entrepreneur, Inc., Fortune, The New York Times and The Wall Street Journal. Keith was also featured on the award-winning television show, Mad Men. He was also named one of the 50 Best Salespeople of all time, along with Zig Ziglar, Steve Jobs, Dale Carnegie and Jeff Bezos.

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 #SALES LEADERSHIP