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.
B2B Sales Trends
Claim This Podcastby Global Performance Group
5.0(10 reviews)
138 episodes
Updated Daily
Accepts GuestsHas Sponsors
55
Podcast Authority
BetaFairBased on show quality, social media presence, reviews, charts, and more
Quality59
Social0
YouTube68
Engagement60
Podcast Overview
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.
Language
🇺🇲
Publishing Since
11/12/2020
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55
Podcast Authority
BetaFairBased on show quality, social media presence, reviews, charts, and more
Quality59
Social0
YouTube68
Engagement60
8
Excellent Areas
0
Good Performance
11
Growth Opportunities
excellent
Episode Length
29 minutes
Performing excellently!
needs improvement
Publishing Consistency
Every 25 days
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Recent Episodes
June 18, 2026
137. The Coaching System Behind High Performing Sales Teams w/ Sharla Wendt
Sales coaching is the difference between average performance and elite execution. In this episode, Sharla Wendt shares how BD builds high performing teams through culture, consultative selling, sales enablement, and real world coaching. In this episode of the B2B Sales Trends Podcast, Harry sits down with Sharla Wendt, SVP of US Sales & Marketing at BD, to explore what it really takes to build a world class B2B sales organization. From sales coaching and sales leadership to stakeholder management, change management, and consultative selling, Sharla shares the systems, mindset, and culture that help her teams consistently perform at the highest level. 🔗 Explore more insights: https://globalperformancegroup.com/ 📘 Download the whitepaper “You’re Entering the Deal Too Late”: 👉 https://globalperformancegroup.com/resources/#papers 📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com ⏱️ Timestamps: 00:00 – Building a high performance sales culture that people never want to leave 04:30 – Why consultative selling is replacing traditional B2B selling 09:00 – Sales coaching systems that create consistent execution 15:50 – Creating demand through change management and stakeholder management 22:10 – Why the best sales coaching happens in the field 30:00 – The traits that define elite enterprise sales professionals This episode is for B2B sales leaders, sales enablement teams, sales managers, enterprise sales professionals, and commercial leaders who want to build stronger teams and improve execution. You'll learn: • Why sales coaching matters more than sales training • How consultative selling creates trust and long term customer relationships • How to build consensus across multiple stakeholders • The leadership systems behind a strong sales culture • How top performers use curiosity, grit, and perseverance to win complex deals 💡 Key Takeaways • High performance starts with purpose driven sales culture, not compensation plans alone. • The best sales coaching happens shoulder to shoulder in the field, not behind dashboards. • Modern B2B sales requires consultative selling and becoming a trusted advisor, not pitching products. • One champion is no longer enough. Winning enterprise sales requires stakeholder management and internal consensus. • Top salespeople consistently demonstrate perseverance, curiosity, and drive. About Guest Sharla Wendt is the Senior Vice President of US Sales & Marketing at BD. She leads large commercial teams focused on improving patient outcomes through innovative healthcare solutions. Known for her expertise in sales leadership, medical device sales, coaching, talent development, and market creation, Sharla has built a reputation for developing high performing teams and strong sales cultures. Connect with Sharla Wendt on LinkedIn: https://www.linkedin.com/in/sharla-wendt-9057858/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at https://globalperformancegroup.com/ 📘 Download the whitepaper “You’re Entering the Deal Too Late”: 👉 https://globalperformancegroup.com/resources/#papers 📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy. If that's you, or someone you recommend, submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/
June 16, 2026
136. The Hidden Pipeline Flaws That Are Ruining Your Revenue Forecasts w/ Marcus Houston
Sales pipeline management isn’t about tracking revenue. It’s about understanding what’s really happening inside your funnel before deals are won or lost. Most sales leaders are looking at the scoreboard when they should be studying the game. In this episode of the B2B Sales Trends Podcast, Harry sits down with Marcus Houston, SVP Customer Growth and Business Development at Transportation Insight, to unpack how top performing sales organizations use sales pipeline management, revenue forecasting, sales coaching, and revenue operations to improve forecast accuracy and drive consistent growth. Marcus shares why revenue is a lagging indicator, how hero deals distort reality, and what modern B2B sales leadership looks like when you measure the health of the entire funnel rather than just the outcome. 🔗 Explore more insights: https://globalperformancegroup.com/ 📘 Download the whitepaper “You’re Entering the Deal Too Late”: 👉 https://globalperformancegroup.com/resources/#papers 📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com ⏱️ Timestamps: 00:00 – Why sales pipeline management matters more than revenue 04:18 – Revenue forecasting mistakes caused by hero deals 06:32 – Why B2B sales teams miss growth opportunities 10:34 – The sales pipeline management metrics Marcus tracks 14:32 – Sales coaching that improves performance at every stage 23:44 – The sales leadership mindset shift from outcome to system This episode is for B2B sales leaders, revenue operators, sales managers, enablement professionals, and go to market teams who want to improve forecast accuracy, build healthier pipelines, and create more predictable growth. You’ll learn: • Why revenue is a lagging indicator • How top teams measure pipeline health • The forecasting mistakes hurting sales performance • How better sales coaching drives better outcomes • Why the best sellers focus on systems, not just results 💡 Key Takeaways • Revenue can be misleading when a few large deals hide weaknesses elsewhere in the funnel. • Strong sales pipeline management requires visibility into every stage, not just closed revenue. • Deal aging, conversion rates, and stage progression are leading indicators of future performance. • The best sales coaching is highly specific and focused on the exact stage where a seller is struggling. • Consistent growth comes from building a repeatable system, not chasing individual wins. 👤 About Guest Marcus Houston is SVP Customer Growth and Business Development at Transportation Insight. With more than 15 years of experience in supply chain, logistics, customer growth, and revenue leadership, Marcus leads a comprehensive revenue ecosystem spanning marketing, business development, sales, and enablement. He is known for helping organizations improve sales performance through disciplined systems, data driven coaching, and a deep focus on pipeline health and forecast accuracy. Connect with Marcus Houston on LinkedIn: https://www.linkedin.com/in/marcus-houston-83667611/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at https://globalperformancegroup.com/ 📘 Download the whitepaper “You’re Entering the Deal Too Late”: 👉 https://globalperformancegroup.com/resources/#papers 📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go to market strategy. If that’s you or someone you recommend, submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/
June 11, 2026
135. Why Sales Teams Struggle With Multi Stakeholder Deals w/ Yasha Mitrotti
Consultative selling in complex B2B sales is no longer optional - it’s the shift every sales leader must master as buying becomes more complex and stakeholder-driven. In this episode of the B2B Sales Trends Podcast, Harry sits down with Yasha Mitrotti, Executive VP at bioMérieux, to unpack how B2B selling has evolved from technical expertise to value-based, stakeholder-driven conversations. Drawing on 30 years of enterprise sales experience, Yasha shares what actually separates top performers today, and why many teams struggle to adapt. The future of B2B selling isn’t about product knowledge - it’s about translating value across stakeholders and leading complex conversations with confidence. 🔗 Explore more insights: https://www.globalperformancegroup.com/ 📘 Download the whitepaper “You’re Entering the Deal Too Late”: 👉 https://globalperformancegroup.com/resources/#papers 📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com ⏱️ Timestamps: 00:00 – Why consultative selling matters in complex B2B sales today 03:00 – The shift from technical selling to enterprise sales strategy 06:30 – Common mistakes in complex B2B sales conversations 10:00 – Value-based selling across multiple stakeholders 14:00 – Creating demand through consultative selling & innovation 18:00 – Sales transformation, change management & future trends You’ll learn: – Why technical selling fails in modern B2B environments – How to adapt your sales strategy for enterprise and multi-stakeholder deals – What separates top performers in complex B2B sales today – How consultative selling drives real business impact 💡 Key Takeaways - Technical expertise alone is no longer enough - modern B2B sales require business-level conversations - Consultative selling means translating value differently for each stakeholder, not repeating the same pitch - The biggest mistake in complex sales is retreating into product features instead of business outcomes - Sales transformation is a mindset shift - top performers actively build new skills, others resist change - Confidence in selling comes from preparation, repetition, and clarity on the value you deliver 👤 About Guest Yasha Mitrotti is Executive Vice President of Industrial Applications at bioMérieux. With nearly three decades of global sales leadership experience, he has led commercial organizations across regions and industries, helping teams transition from technical selling to value-based, enterprise sales strategies. Connect with Yasha Mitrotti on LinkedIn: https://www.linkedin.com/in/yasha-mitrotti-412aa313/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance. 🔗 Explore more at http://www.globalperformancegroup.com/ 📘 Download the whitepaper “You’re Entering the Deal Too Late”: 👉 https://globalperformancegroup.com/resources/#papers 📈 Try the Revenue Accelerator: 👉 https://revenueaccelerator.globalperformancegroup.com 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/
138 total episodes available
Deep-dive analytics for B2B Sales Trends
Frequently asked questions
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- What is B2B Sales Trends?
- How often does this podcast release new episodes?
This podcast updates daily.
- Where can I listen to this podcast?
This podcast is available on 7 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
- Does this podcast accept guests?
No, this podcast does not typically feature guests.
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