In this episode of the B2B Sales Trends Podcast, we sit down with Joseph Dressler, a seasoned expert with over 26 years in the New York ad tech space. Drawing from his wealth of experience navigating three recessions and shaping successful go-to-market strategies, Joseph shares invaluable insights into the skills and behaviors that set top sales performers apart.

Key Takeaways:

Curiosity Unleashed: The best salespeople are insatiably curious about their clients' businesses. Joseph emphasizes the importance of asking the right questions to uncover undiscovered needs, diving deep into desires, and understanding how decisions resonate up the hierarchy.

The Art of Storytelling: Joseph underscores the power of storytelling in sales. Successful sellers have the ability to craft narratives that captivate clients, showcasing enthusiasm and excitement about their product or service. A compelling story creates a memorable arc that keeps clients engaged.

Financial Acumen: While not expecting sellers to be financial experts, Joseph emphasizes the significance of understanding financial forecasting. Accurate forecasting involves assessing close dates and probability realistically. A perfect seller knows how to balance optimism with pragmatism in predicting the sales journey.

Joseph shares anecdotes and practical advice, touching on the challenges of email saturation, the need for personalized communication, and the evolving dynamics of ad tech in a digitally-focused world. Tune in to discover the winning traits that define top B2B sales performers and gain actionable insights to elevate your sales strategies. Don't miss this episode that combines experience, wisdom, and a touch of humor to unlock the secrets of sales success.

25. Unleashing the Power of Top B2B Sales Performers

In this episode of the B2B Sales Trends podcast, host Harry Kendlbacher sits down with Rainer Fuchsluger, former Global VP and Managing Director of Wolters Kluwer, for an enlightening discussion on global business development. 

Explore the keys to effective sales behaviors, cross-cultural considerations, and practical strategies for managing diverse teams. 

Gain insights into fostering an innovative culture, understanding shifting buyer behaviors, and adapting to the influence of AI in sales. 

Rainer shares the top three skills crucial for elite salespeople – relationship building, adaptability and resilience, and a commitment to continuous learning. 

Tune in for actionable wisdom from Rainer's extensive experience in navigating the dynamic world of international sales.

26. Global Business Development: Effective Sales Behaviors and Cross-Cultural Considerations

In the latest episode of the B2B Sales Trends podcast, Harry Kendlbacher is joined by Danielle DeCourcy, Vice President of Sales in Canada for Darktrace, for a deep dive into the evolving world of B2B sales.

Learn about Danielle's elite approach to top account strategy, operational excellence, talent management, and fostering a productive team culture. The episode also delves into the significance of leadership in scaling sales teams, the importance of pipeline generation, and the implementation of MEDDPICC methodology to enhance deal progression and team performance.

Tune in for actionable advice, leadership insights, and the unique opportunity to learn from one of the industry's forward-thinkers in sales strategy and execution.

27. Honing the Sales Ecosystem: Scaling an Elite Sales Operation

In this engaging episode of the B2B Sales Trends podcast, Harry Kendlbacher sits down with Danielle Decourcy, the VP of Sales for Darktrace, where she shares effective strategies for gaining access to decision-makers in large accounts, the importance of executive relationships, and the innovative concept of groundswelling to maximize account penetration.

This episode is packed with actionable advice on driving accountability within sales teams, celebrating both process and outcomes, and the significance of trusting the sales process through highs and lows.

Don't miss out on this treasure trove of sales wisdom – tune in now on your favorite podcast platform.

28. Landing the Giants: Targeting and Winning Over High Value Accounts

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 this episode of the B2B Sales Trends podcast, host Harry Kendlbacher delves into the core principles of elite salesmanship with Ryan Bott, Chief Sales Officer of Fullcast. The conversation kicks off with a candid discussion on the impact of low win rates on sales team morale and culture. Ryan shares his insights gleaned from years of experience, identifying three critical pillars for sales success: product, productivity, and pipeline. He recounts his breakthrough moment during a quarterly business review and how it transformed his approach to sales strategy. The discussion also touches upon the evolving role of sales development reps in the era of AI-driven technologies, with Ryan introducing the concept of Sales Development Operators (SDOs). The episode concludes with Ryan outlining the top three skills and behaviors every elite salesperson must possess: curiosity, teamwork, and ownership of forecasts. Tune in for actionable insights and strategies to elevate your sales game to the next level.

30. The Three Pillars of Elite Salesmanship

In this captivating episode of the B2B Sales Trends Podcast, host Harry Kendlbacher engages in a dynamic discussion with Joe Dabrowski, the VP of Sales for the Americas at Rubrik. Drawing inspiration from the legendary Wayne Gretzky, known as "The Great One" in hockey, Joe shares invaluable insights on how to channel Gretzky's winning mentality in the realm of sales.

With over two decades of experience in the tech sales industry, Joe brings a wealth of knowledge to the table as he reflects on his journey from selling patio furniture to leading successful sales teams. Throughout the conversation, he emphasizes the importance of mastering the game of sales, just as Gretzky mastered the game of hockey.

Joe delves into practical strategies for building successful sales teams, fostering a culture of continuous learning, and aligning sales efforts with customer outcomes. He also explores the significance of creating urgency in closing deals and the art of asking thought-provoking questions to drive meaningful conversations with prospects.

Drawing parallels between sales and sports, Joe shares insights from the "Wayne Gretzky story," highlighting how adopting Gretzky's mindset can lead to success in sales. Whether you're a seasoned sales professional or just starting out in the industry, this episode offers actionable advice and proven strategies to elevate your sales game and achieve remarkable results.

Tune in now to discover how to channel "The Great One's" mentality in sales and unlock your full potential as a sales leader!

31. Channeling the Great One: Strategies for Building and Leading Sales Teams in Tech

In this episode of the B2B Sales Trends podcast, host Harry Kendlbacher interviews Ford Williams, the VP of Commercial Sales at ThoughtSpot, diving deep into the strategies and insights that have propelled him to success in the world of B2B sales. 

Ford highlights the importance of sales efficiency and urgency, emphasizing the need for sales teams to adapt to the rapidly evolving landscape of technology sales. He discusses the transformation he led within his team, streamlining the sales cycle and implementing strategies to drive deal velocity and overall efficiency.

A key aspect of Ford's approach is the concept of the "Library of Pain," a resource that helps sales reps tap into customer pain points and effectively communicate how their product addresses those needs. He emphasizes the importance of generating new needs in the minds of buyers and championing the value proposition of their product.

Throughout the episode, Ford shares invaluable insights into the emerging trends in B2B selling, including the increasing speed of decision-making, the importance of consensus selling, and the emphasis on time-to-value. He also discusses the top three skills that salespeople need to excel: the ability to generate revenue, champion building, and closing deals early.

Listeners will gain actionable strategies and techniques to enhance their sales performance and navigate the ever-changing landscape of B2B sales effectively.

Don't miss out on this insightful conversation with Ford Williams, packed with practical advice and expert insights for sales professionals striving for success in today's competitive market.

32. Harnessing the Library of Pain in Sales

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.

28. Landing the Giants: Targeting and Winning Over High Value Accounts

B2B Sales Trends

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