In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Chuck Serapilio, VP of Sales at Motus, about the critical role of active listening in driving sales success. Chuck shares how truly understanding your clients—not just hearing them—can uncover hidden needs, build stronger relationships, and lead to more closed deals.

The discussion includes practical tips for honing listening skills, staying present in client conversations, and asking the right questions to guide prospects toward solutions. Chuck highlights why active listening is a non-negotiable skill for any salesperson aiming to excel in today’s competitive B2B market.

Whether you're a seasoned professional or just starting your sales journey, this episode is packed with actionable insights to enhance your approach and deliver meaningful results.

41. How Active Listening Drives Sales Success

Salespeople face a multitude of challenges including burnout or understanding their why, all of which can hinder personal growth. Because of this, it’s crucial to cultivate resilience, clarify roles, and foster open dialogue to combat these issues and enhance overall well-being.

Jaclynn Robinson, Executive Coach and Senior Workplace Consultant, assists clients who seek to improve performance and business outcomes through sociocultural drivers. Her focal points at Gallup are in Strengths-Based development, workplace practices, and development training to improve performance and business outcomes.

In this conversation, Jaclynn discusses the challenges salespeople face in maintaining their well-being and performance in the workplace. She explains the importance of self-awareness to recognize burnout. Join us as she shares her insight on how sales professionals can build resilience and navigate burnout in their role.

In this episode, you’ll learn:
1. Why Burnout is a Sales Killer: How recognizing early signs of burnout can help salespeople protect their well-being and stay engaged in their work.
2. The Power of Strengths-Based Selling: Why focusing on natural talents leads to better performance, job satisfaction, and long-term success.
3. Saying No to Say Yes: How setting boundaries and managing commitments can prevent overwork and create a more sustainable sales career.
4. The Role of Accountability Partners: Why peer mentorship and manager support are essential for maintaining motivation and avoiding burnout.
5. Aligning Values with Sales Success: How understanding your personal values strengthens relationships with customers and drives meaningful impact.

Resources:
Jaclynn’s LinkedIn: www.linkedin.com/in/jaclynnrobinson
Learn more about Jaclynn: www.jaclynnrobinson.com
Gallup: www.gallup.com

Jump into the conversation:
(00:00) Meet Dr. Jacqueline Robinson
(00:57) The rise of burnout in sales—and why it’s still a major issue
(02:50) How well-being and strengths-based development impact sales performance
(06:10) Thriving vs. struggling: Identifying patterns in your work habits
(09:45) Overcommitment and the dangers of always being “on” in sales
(12:30) The value of accountability partners and peer mentorship
(16:00) Why salespeople struggle to say no—and how to set boundaries
(19:20) Aligning personal values with sales success
(22:40) Strengths-based development: What it is and why it matters
(27:15) How to work with your manager to gain role clarity
(30:40) Building resilience to handle sales pressure and rejection
(33:00) Final thoughts: How to create a sustainable, fulfilling sales career

Ep 104 [Replay] Leaning Into Your Strengths to Thrive in Sales

Suzanne Rebecca Windesheim: A Sales Visionary in the Medical Device Industry

In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Todd Rotger, CRO of Saviynt, to break down the strategies that helped scale the company’s annual recurring revenue from $40M to $150M in just four years.

Todd shares how his team made the critical shift from product-led selling to outcome-based conversations, the challenges SaaS companies face when scaling beyond $100M ARR, and why clearing the road for sales teams is one of the most important roles of a leader.

He also reveals the key sales and marketing alignment strategies that have fueled Saviynt’s growth and the top three traits that separate elite sales professionals from the rest.

Whether you’re a sales leader, revenue executive, or scaling a SaaS company, this episode is packed with hard-won insights on driving sustainable growth.

46. From $40M to $150M: Saviynt's Blueprint for B2B SaaS Expansion

In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Kelly Magnaudeix, VP of Sales at GE Healthcare, to unpack one of the most persistent challenges in sales leadership: why strong strategies often break down in execution.

Kelly shares actionable insights on:

- Building coherence between strategy and sales execution
- Ensuring clarity and simplicity for frontline teams
- Earning buyer trust through credibility and consistency
- Navigating today’s complex buying landscape
- The top 3 (plus 1!) qualities of elite salespeople

If you're a sales leader looking to close the gap between planning and performance, this episode is for you.

48. Closing the Gap Between Sales Strategy and Execution

In this episode of the B2B Sales Trends podcast, Harry Kendlbacher sits down with Jude Boyle—an experienced sales leader in both enterprise and public sector environments—for a deep dive into what really drives sales forward in complex B2B deals.

Together, they explore one of the most overlooked challenges in B2B selling: helping buyers recognize the problem before pitching a solution. Jude breaks down why deals often stall—not because the solution isn’t a fit, but because the buyer hasn’t fully defined the problem or is too risk-averse to make a change.

You’ll also hear:
✔ Why discovery is the most critical (and most underutilized) part of the sales process
✔ How to identify and align with multiple stakeholders across a matrixed organization
✔ How top salespeople use storytelling to move deals forward
✔ Why risk aversion—and not your competitor—is often your biggest barrier
✔ The three essential traits every elite seller needs to thrive in today’s market

If you want to win more deals by guiding buyers through uncertainty, building trust, and creating urgency—the right way—this episode is for you.

49. Helping Buyers See the Problem: The Key to Unlocking Sales

Welcome to Episode 279 of Monday Morning Pep Talk.

In this episode, we are talking about time optimization — and why the best way to manage your time is the way that actually works for you.

There is no universal perfect system. True optimization is about building a rhythm that matches your style, protects your time, and ensures you stay productive and consistent without burning out. Elite advisors do not waste time chasing perfection — they simplify, eliminate, automate, and protect their most valuable resource.

👉 What You Will Learn in This Real Estate Productivity Training:

📌 The Myth of the Perfect System:
Success comes from consistency, not complexity. Learn why your approach should fit your natural workflow — not someone else’s formula.

📌 10 Essential Time Optimization Strategies:
From eliminating low-value activities to upgrading tech, automating tasks, and delegating wisely — these principles keep you in control of your time.

📌 Analog Meets Digital:
Hear why even top producers use simple, analog tools to execute their daily plans — and why this balance helps maintain focus.

📌 Breaking the Scroll and Setting Boundaries:
Social media, streaming, and interruptions can hijack your focus. Learn how to stop distractions and guard your calendar.

📌 The Power of AI and Delegation:
Use AI and smart delegation to eliminate tasks below your profit per hour — buying back time to focus on what matters most.

📌 Reinvesting Saved Time:
Understand how to take the time you save and pour it back into your personal well-being and high-value business activities.

👉 This Episode Will Help You:

✅ Stop chasing rigid routines and do what works for you
✅ Build a sustainable, repeatable rhythm for your day and week
✅ Eliminate busywork and increase time for revenue-generating activities
✅ Avoid burnout and maintain control of your time and priorities
✅ Reinforce that consistency — not perfection — is the key to scaling your business

💬 Ask Yourself:

• Am I forcing a time management system that does not fit how I work?
• Am I protecting my time — or letting distractions control my day?
• Am I reinvesting saved time into what matters most?

📌 If you are uncertain, this episode will give you a better way forward.

🔗 Stay Connected with Jim Miller — Real Estate Coaching for Advisors:

📩 Join My Weekly Email → www.askjimmiller.com
📺 Subscribe on YouTube → www.youtube.com/@AskJimMiller
📲 Follow on Instagram → www.instagram.com/askjimmiller
🔗 Connect on LinkedIn → www.linkedin.com/in/jimmillerchicago

Time Optimization — Do What Works For You | Monday Morning Pep Talk Episode #279

Selling payments is changing—and software is leading the way. In this week’s episode, James Shepherd sits down with Rob Kyle from the Full Stack Payments team to break down the real-world sales process of bundling payments and vertical-specific software. From handling demos to coordinating handoffs with ISVs, James and Rob share insights on how to close deals in today’s integrated environment. If you’re ready to evolve your sales strategy and generate residuals through Full Stack’s lead program, this episode is for you.

👉 Don’t forget to download the Full Stack Payments app to start sending leads and earning residuals today.

After the interview, stick around for Today in Payments, where James and Patti Murphy cover four top stories shaping the future of the industry.

From Demo to Deal: Bundling Software & Payments

INTRODUCTION

PART 1: WHAT MAKES A SUCCESSFUL

PART 7: THE QUIET STRENGTH OF LEADERSHIP

CONCLUSION

PART 3: HOW TO MANAGE YOUR TEAM

Starting and growing a business comes with many challenges especially when it comes to building a reliable sales process. Many entrepreneurs launch with a strong idea, but struggle when it’s time to turn that idea into actual revenue. Nicholas Clisby-Sabathia, an experienced entrepreneur and veteran, focuses on solving that exact problem. He helps business owners improve their sales systems by making them clearer, simpler, and more customer-focused.

Nicholas Clisby-Sabathia Builds Entrepreneur Success Through Sales Skills

What does it take to succeed in today’s channel sales landscape?

Mark Conley, Vice President, Americas Channel Sales at Cohesity, joins Harry Kendlbacher to unpack the evolution of channel partnerships — and what it means to lead in an environment where influence, trust, and collaboration matter more than ever.

They talk about:

- How to build partner trust without controlling the outcome
- The unique challenges of managing distributed teams
- What sales leadership looks like in a fast-changing partner ecosystem
- And why clarity, consistency, and culture are critical to driving results

This one’s for anyone thinking about the future of sales leadership in a partner-first world.

58. Winning Through Partnerships: The Future of Channel Sales & Sales Leadership

Discover how sales recruiters play a key role in startup success. Craig Emslie shares insights on hiring strategies that fuel growth, build strong sales teams, and drive momentum for early-stage ventures in today’s competitive landscape. Visit here: https://soundbetter.com/profiles/674890-craig-emslie


Craig Emslie Talks About Sales Recruiters Driving Startups

Discover how sales recruiters play a vital role in startup growth and team building. Craig Emslie shares expert insights on hiring strategies that help early-stage companies scale faster and smarter with the right sales talent from the start. Visit here: https://soundbetter.com/profiles/674890-craig-emslie


Craig Emslie Talks About Sales Recruiters In Startup Success

Discover how startups can achieve rapid success by building strong sales teams. In this podcast, Craig Emslie shares insights on why skilled sales recruiters are essential for growth, scaling, and long-term sustainability in today’s competitive business world. Visit here:  https://craigemslie.journoportfolio.com/


Craig Emslie Talks About Sales Recruiters Driving Startup Growth

Suzanne Rebecca Windesheim is an accomplished medical device sales professional with extensive experience in driving business growth and fostering strong client relationships. Known for her in-depth product knowledge and solution-focused approach, she collaborates with healthcare providers to enhance patient care through innovative technologies. Passionate about the healthcare industry, Suzanne remains at the forefront of emerging trends to ensure her clients receive exceptional service and results. Her dedication to client success has made her a trusted partner in the medical field.

Nicholas Clisby-Sabathia is a skilled entrepreneur and veteran who has helped grow businesses around the world. Nicholas Clisby has deep experience in sales, acquisitions, and building strong teams through smart hiring and leadership. He has led successful ventures across various industries, including hospitality, staffing, and e-commerce, showing his adaptability and vision for making a meaningful impact. His military background gives him a steady, focused approach to leading people and solving problems. With global experience, including work in South America, Nicholas Clisby understands how to move through different markets and cultures. He brings clear thinking, strong values, and a people-first mindset to every business challenge.

Benjamin was born in Oxford in 1979 and raised in Staines-upon-Thames, before chasing a dream of musical stardom through London, Europe, and Japan. After years on the road as a singer-songwriter, burnout brought him to Australia, and into the world of sales.

What began as a way to pay the rent turned into an unexpected detour through sales floors, management roles, and eventually, a full-blown identity crisis wrapped in KPIs and corporate buzzwords. Along the way, Benjamin discovered that creativity and leadership don’t have to be mutually exclusive, and that the biggest challenge facing new managers isn’t talent, but support.

With a sharp sense of humour and a keen eye for the absurdities of office life, Benjamin writes for those who’ve stepped into leadership and found themselves wondering, “Wait… is this it?” His mission is simple: to help others survive and thrive in the strange world of middle management.

Craig Emslie, founder of SalesMatch, helps growing online businesses scale through elite sales recruitment. A former NCAA athlete and Olympic swimming hopeful, Craig blends athletic discipline with global experience to lead with precision, passion, and proven performance in sales leadership.

Jim Miller is a success mentor and life coach who guides top real estate brokers from around the country while managing 2.3B+ in sales production as Designated Managing Broker with Jameson Sotheby’s International Realty in Chicago, Illinois.  He is also recognized as a top real estate coach to top Sotheby's International Realty brokers in 35 luxury markets.

Mental Selling: The Sales Performance Podcast is a show for motivated problem solvers in sales, leadership and customer service. Each episode features a conversation with sales leaders and industry experts who understand the importance of the mindset and skill set needed to be exceptional at building trusted customer relationships. In this podcast, we get below the surface, tapping into the emotional and psychological drivers of lasting sales and service success. You’ll hear stories and insights about overcoming the self-limiting beliefs that hold salespeople back, how to unlock the full potential in every salesperson, the complexities of today’s B2B buying cycles, and the rise of today’s virtual selling environment. We help you understand the mental and emotional aspects of sales performance that will empower you to deliver amazing customer experiences and get the results you want. 

Welcome to Mental Selling!

A collaboration between The Green Sheet and CCSalesPro.com, this weekly podcast provides insights for ISOs and Agents who want to build their merchant portfolio.  Learn how to sell merchant services and listen to interviews with industry experts.

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 #SalesStrategy