Modern selling isn’t about pushing - it’s about problem identifying. In this episode, we break down sales training that actually works, rooted in customer problem identification and ROI selling marketing strategies that help elite sellers win without discounting.

In this conversation, Harry Kendlbacher sits down with Beth Morris, VP of Product Insights at NielsenIQ, to decode the real skills behind high-performing sellers - from insight-driven discovery to value-based selling, negotiation without concessions, and using the cost of inaction to drive urgency. If you’re leading a sales team or selling into complex buying groups, this episode will change how you prepare, position, and influence.

🔗 Explore more insights: www.globalperformancegroup.com

You’ll learn:
 – Why elite sellers “never sell anything” - they solve
 – How to uncover problems buyers can’t see yet
 – When to use ROI selling marketing to hold value
 – Why discovery must generate new insight, not recycle questions
 – How to walk away early to protect pipeline quality

⏱️ Timestamps 
 00:00 – Why the best sellers never “sell” (sales problem solving)
 02:46 – Sales training mistake: “show up and throw up” discovery
 06:18 – How to do real customer problem identification (value-based selling)
 09:50 – Qualifying out fast: a modern sales strategy essential
 13:39 – Using ROI selling marketing to negotiate without concessions
 18:53 – The cost of inaction: when and how to use COI with buyers
 21:54 – Top traits elite sellers share in 2025

💡 Key Takeaways
- Elite sellers are problem identifiers, not product pitchers.
- Insight-led discovery creates value buyers haven’t seen yet.
- Persona-based conversations outperform topic-based selling every time.
- ROI selling marketing protects pricing power and avoids concessions.
- COI (cost of inaction) is a powerful lever for creating urgency.

👤 About the Guest
Beth Morris is the Vice President of Product Insights at NielsenIQ, where she helps companies understand product performance, market dynamics, and customer decision patterns across CPG categories. She is known for transforming complex data into commercial insights that fuel smarter sales strategy and better customer conversations.
Connect with Beth on LinkedIn: https://www.linkedin.com/in/bethamorris/

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


86. Sales Training That Works: Mastering Problem Identification and ROI Selling Marketing

Entitlement Breaker

3. Contrarian Mind

4. Embrace

5. Behind the Mirror

1. Unspoken

2. Voice Of Reason (featuring Charlotte Jones)

3. Clouds

Secreum - Metamorphosis

Hyper-growth feels thrilling - until it breaks your GTM engine. In this episode, Patrick MacKelvie reveals how Remote rebuilt its go-to-market strategy and sales enablement foundations to transform chaos into sustainable revenue. Expect a masterclass in modern GTM, strategic selling, and international expansion.

Harry Kendlbacher sits down with Patrick MacKelvie, VP of Sales Global New Business at Remote, to unpack what really happens when explosive growth outpaces process, people, and operational infrastructure. They explore GTM strategy, the shift from transactional to strategic selling, the role of sales curiosity, and why enablement becomes a non-negotiable for scale.

🔗 Explore more insights: www.globalperformancegroup.com

You’ll learn:
 – How Remote managed global employment hyper-growth
 – What breaks first in a GTM motion (and how to fix it)
 – Why sales enablement is the backbone of sustainable revenue
 – How to balance transactional volume with enterprise strategy
 – What elite sellers do differently today

⏱ Timestamps
 00:00 – When hyper-growth breaks your GTM engine (global employment context)
 02:05 – Patrick’s role at Remote & international expansion strategy
 04:32 – Why inbound momentum stops scaling + the shift to strategic selling
 07:40 – Redefining GTM strategy when ICPs don’t work anymore
 10:55 – The hidden operational dependencies behind sustainable revenue
 15:22 – Sales enablement, sales curiosity & building a strategic sales culture

💡 Key Takeaways
- Hyper-growth creates invisible GTM debt - and fixing it requires process, clarity, and courage.
- Strategic selling demands a different skillset, mindset, and qualification rigor than transactional motions.
- Sustainable revenue only emerges when sales, product, legal, finance, and operations move in sync.
- Sales enablement becomes a growth multiplier, not a “nice-to-have,” when entering enterprise markets.
- The top traits of elite sellers today: intelligence, motivation, and curiosity - especially in remote environments.

👤 About the Guest
Patrick MacKelvie is the VP of Sales, Global New Business at Remote, leading a 150-person global sales organization across the Americas, EMEA, and APAC. Known for scaling teams during explosive global employment growth, he specializes in GTM strategy, strategic selling, and building the operational backbone required for sustainable revenue.

Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patmack/

If this episode sparked new thinking, share it with your team.

 🎧 Subscribe for weekly insights on modern selling, leadership, and GTM strategy.

 🔗 Discover more at www.globalperformancegroup.com



88. When Hyper-Growth Hits the Wall: GTM & Sales Enablement Driving Sustainable Revenue

IG: https://www.instagram.com/kiiiiyaani/

Haribol

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.

Secreum are a 4 piece metal band from London. 
With crushing guitar riffs and pummelling drums along with an ear bursting low end in between frenetic solos, it provides the perfect backdrop to convey all the injustices we deal with in life whilst also shedding light on the things we hold most dear.

New tracks tagged #insightful