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 episode of B2B Sales Trends, Harry Kendlbacher speaks with Sonia Bizier, VP of Sales at Hexagon, about what it takes to build sales teams that succeed with today’s hyper-informed buyers.

With over 30 years in sales leadership, Sonia shares why old playbooks no longer work — and how neuroscience, deliberate practice, and courageous leadership can transform sales organizations for the modern era.

Inside the conversation:

- The biggest shifts in buying behavior and why sellers must provoke thought, not recycle old questions.
- Why sales teams need a process of unlearning and new mental models.
- Moving beyond hunter/farmer models to sellers as corporate athletes with AI as a thought partner.
- How to build transformation into everyday scaffolding, feedback loops, and practice, not one-off training.
- Using neuroscience to anticipate resistance, shift teams from fight/flight/freeze into creativity, and lead change effectively.
- Hiring and developing sellers with the right mix of skill and will, and aiming for elite, fearless, curious teams.

If you want to understand how to build and enable sales teams that thrive with modern buyers, this episode is full of insights you won’t want to miss.

71. Building Sales Teams for Modern Buyers

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

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

Lead generation isn’t dead — it’s evolving. In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher sits down with Robert Karpovich, Global VP of Sales and Operations at Pharos IQ, to unpack how SDRs can cut through digital noise, build real conversations, and become the 2% that buyers actually remember.

🔗 Explore more insights: www.globalperformancegroup.com

You’ll learn:
– Why SDR as a Service is changing the way companies approach pipeline building
– How Conversational Selling outperforms outdated scripts
– What it really takes to create human connection in sales
– Why cold calling still works in a digital-first world
– How to train SDRs to thrive in uncomfortable moments

⏱ Timestamps
00:00 – Welcome + Robert Karpovich’s role at Pharos IQ
02:20 – What’s working in lead generation today (and the biggest mistakes)
05:10 – Training SDRs: why voice is the ultimate sales tool
08:45 – Building confidence: being comfortable being uncomfortable
11:30 – Is cold calling dead? Why real conversations cut through the noise
13:50 – The role of AI vs. human connection in sales

💡 Key Takeaways
- Lead generation has shifted: qualification scripts don’t work — conversations do.
- The best SDRs master free-flowing dialogue that uncovers pain points and builds trust.
- Cold calling isn’t dead; when done well, it’s one of the few tactics that cuts through digital clutter.
- Training is at the core: SDRs need relentless practice and coaching to succeed.
- The mindset of “run into the storm” — like the bison story Rob shares — defines resilience in sales.

👤 About Guest
Robert Karpovich is the Global VP of Sales and Operations at Pharos IQ, where he leads sales development and operational strategy. With deep expertise in building and scaling SDR functions, Robert helps organizations modernize their prospecting approach and create meaningful buyer conversations.
Connect with Robert on LinkedIn: https://www.linkedin.com/in/robert-karpovich-a7aa7585/

📣 CTA
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

75. Lead Generation Reinvented: Inside the SDR Engine with Robert Karpovich

Sales performance is evolving fast - and in the age of AI, elite teams need more than just strategy. They need culture, coaching, and customer readiness. In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Justin Geib, Regional VP NEMA at Dynatrace (formerly at Dell Technologies), to explore how top leaders are building high-performing sales cultures that thrive in a world where AI reshapes every customer interaction.

🔗 Explore more insights: www.globalperformancegroup.com

You’ll learn:
– Why hiring and retaining A-players is about more than résumés
– How sales coaching and culture fuel elite team performance
– Where AI helps sellers win - and where the human edge still matters
– Why customers are more prepared than ever (and how to stay ahead)

76. The Age of AI and Sales Performance: Building Elite Teams with Justin Geib

The healthcare sales process is more complex than ever — with AI committees, long sales cycles, and multiple stakeholders shaping every deal. In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher sits down with Stacy Faught, National Director of Sales and Marketing, North America, Clinical Decision Support Products at Beckman Coulter Diagnostics, to explore how elite sellers build trust and relationships at every level to win in today’s environment.

🔗 Explore more insights: www.globalperformancegroup.com

You’ll learn:

- How to build multi-level “zipper relationships” that protect your deals
- Why AI in healthcare sales adds new complexity to the buying process
- How to balance patience and persistence in long sales cycles
- The role of value selling and storytelling in closing critical opportunities
- Stacy’s best sales tips for thriving in a VUCA environment

⏱️ Timestamps

00:00 – Introduction: Harry welcomes Stacy Faught to discuss the healthcare sales process
02:10 – Why AI committees make healthcare sales more complex
05:02 – How long sales cycles impact sellers and customers
07:20 – Patience vs. persistence: sales tips for navigating hospital buying
08:45 – Button vs. zipper: how to build relationships at every level
12:03 – Thriving in uncertainty: VUCA tolerance in healthcare sales
16:08 – Top 3 qualities of elite sellers: listening, value selling, storytelling

💡 Key Takeaways

- AI adoption in hospitals introduces new committees and adds layers to the sales process.
- Elite sellers create zipper relationships instead of relying on a single champion.
- Compassion and empathy are essential when buyers face long, frustrating sales cycles.
- Value selling and storytelling build the emotional connection that closes deals.
- Resilience and VUCA tolerance are what separate top sales performers.

👤 About Guest

Stacy Faught is National Director of Sales and Marketing, North America, Clinical Decision Support Products at Beckman Coulter Diagnostics. With over 20 years of experience in healthcare sales and marketing, Stacy specializes in guiding hospitals through complex buying processes, AI adoption, and building elite sales teams that win.

Connect with Stacy Faught on LinkedIn: https://www.linkedin.com/in/stacy-faught-b601905/

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

77. The Healthcare Sales Process: How to Build Relationships at Every Level

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

What does it take to lead with clarity inside one of the world’s most successful sales organizations?

In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher speaks with Jake Mannino, Global Sales Director at Microsoft, about how today’s leaders can stay grounded, consistent, and emotionally intelligent in a rapidly changing world.

Jake shares how Microsoft’s sales culture emphasizes discipline, presence, and clarity — helping teams perform at their best while staying connected to purpose and people.

🔗 Explore more insights: www.globalperformancegroup.com

You’ll learn:
• How clarity builds confidence and alignment across global teams
• Why daily routines and presence matter more than ever
• How emotional intelligence drives better results
• What keeps Microsoft’s sales culture resilient under pressure
• The top habits of high-performing sales leaders

⏱ Timestamps
00:00 – Welcome + Meet Jake Mannino, Global Sales Director at Microsoft
03:15 – What clarity really means in leadership
07:10 – Staying grounded through routine and reflection
12:00 – Emotional intelligence and leading through change
17:45 – Building consistency in Microsoft’s global sales culture
24:30 – Jake’s top 3 traits of elite sales professionals

💡 Key Takeaways
- Clarity is the anchor of great leadership.
- Grounded routines create calm in fast-paced environments.
- Emotional intelligence is a performance multiplier.
- Consistency and transparency build trust across teams.
- Leadership starts with self-management and awareness.

👤 About Guest
Jake Mannino is the Global Sales Director at Microsoft, where he leads enterprise sales and transformation initiatives across global markets. With a background that spans Microsoft, Cisco, and entrepreneurship, Jake helps teams achieve clarity, alignment, and consistent performance through grounded leadership.

Connect with Jake on LinkedIn: https://www.linkedin.com/in/jakemannino/

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

79. Leading with Clarity: Inside Microsoft’s Sales Culture with Jake Mannino

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.

30. The Three Pillars of Elite Salesmanship

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