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.

72. From Funnel to Culture: Building Revenue That Lasts

​From the adrenaline of large-scale productions to the delicate craft of audience engagement, Ankur Kalra opens up about challenges, creativity, and the future of the event management industry. This podcast dives into the alchemy of storytelling and production, where events become stages for emotion, culture, and change.
This conversation sparkles with anecdotes and insights throughout so if  you’re an aspiring event manager or simply curious about the magic behind spectacular shows, this episode will leave you inspired by the way Mr Kalra connects creativity with purpose.

Building Experiences That Last: The "Ankur Kalra" Way

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.

73. Staying Coherent in Complex Deals

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.

74. Selling the Future: Building Credibility in an AI-Driven World

(Just Like) This town

It's about how people try to keep you down in life, but you can always see their next move before they do so you show up and show out.

ReverbNation Buy Link

10 Steps Ahead

This is a song speaking on what I am currently facing in life. My hope is that I can look back at this moment in a better point of view.

Ronnie Chea - God got me

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.

78. How to Keep Your ICP Alive | Shaun Scott on Building a Living Sales Strategy

Always Remember that Talent is a Pursed Interest 

Talent

This is a hidden track for the AU, "DeceitBurner"! Can be found via exchanging gems for it in the music hall.

A secret version of Red String Operation! You know, thinking on it, theres a Cyan Kilo, Red Kilo, and Yellow Kilo too... hm. Missing a few colors to make a rainbow... Oh well. I'll get around to that.


Say, theres a holiday coming up soon, isn't there? Why dont you check back here on the 31st. My treat!

redyellowdeceit.mkz

I only upload high quality TRUE VERSIONS!

I am a rapper & producer who enjoys mixing and blending different genres into my music.

I write and record songs in different genres.  

I have already had my songs played on BBC Radio 1 and 2 and loads of plays on BBC Introducing.

My aim is to have my songs published by reputable companies and have them performed by successful artists Worldwide.

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 #insightful