B2B Sales Trends

About B2B Sales Trends

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.

Publisher

Global Performance Group

Category

business

Language

en

Explicit

No

First episode

12 Nov 2020

Latest episode

15 Oct 2026

Latest episodes

167 episodes in the feed.

1. 

   15 Oct 2026

   166. GE Vernova’s Global Accounts Leader on Influencing Customer Decisions w/ Stefan Hartge

   Outcome based selling starts before customers have fully defined what they need. In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher speaks with Stefan Hartge, Global Head of Strategic Accounts Management at GE Vernova, about how sales teams can engage earlier, influence customer requirements, and build strategic partnerships instead of simply responding to requests. How can sales teams earn access to customers before a buying decision has been made? And how can sales leaders turn early engagement into profitable growth? ⏱️Timestamps: 00:00 | Why responding to tenders is no longer enough 01:41 | Outcome based selling: From equipment supplier to strategic advisor 03:44 | Enterprise sales and the hidden cost of reactive selling 06:49 | Three ways to influence a customer before the tender 09:25 | Customer engagement beyond the immediate opportunity 12:51 | Sales leadership: Changing the routines that shape selling behavior 16:40 | Key account management and measuring real business impact 20:12 | The three skills every B2B salesperson needs 💡 What You’ll Learn • Why the buying process starts before the tender: Influence customer thinking before requirements are defined. • How to earn customer access: Use technical expertise and relevant insights to build credibility. • How to make proactive selling work: Change sales routines to prioritize strategic customer engagement. • How to connect account strategy to growth: Use business cases, share of wallet, and engineering feedback to focus resources. • The three skills modern B2B salespeople need: Strategic fluency, influential leadership, and systems integration. 👤 About Stefan Hartge Stefan Hartge leads Strategic Accounts Management at GE Vernova. With over two decades of experience, he works across strategic decision making, large infrastructure investment projects, product leadership, and global growth. His work focuses on enabling the reliable integration of renewable and distributed energy resources into the grid and advancing cost effective solutions for the energy transition. Connect with Stefan Hartge on LinkedIn: https://www.linkedin.com/in/stefan-hartge/ 📃 Resources 🔗 Explore more at: https://globalperformancegroup.com/ 🔗 Download "Beyond Discovery" and discover how forward thinking sales leaders are closing the gap between what’s talked about and what’s actually happening inside high performing teams: https://globalperformancegroup.com/white-papers/beyond-discovery-great-needs-arent-stated-they-are-generated 🔗 Try the Revenue Accelerator: https://revenueaccelerator.globalperformancegroup.com 🎥 Watch the Full Conversation 👉 Watch the full episode on YouTube: https://www.youtube.com/@b2bsalestrendspodcast 🎙️ Want to Be a Guest on B2B Sales Trends? B2B Sales Trends brings together the world's leading CROs, sales leaders, and commercial executives to share the strategies shaping modern B2B selling. If that's you, or someone you recommend, submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/ 🎧 Subscribe for weekly conversations with leading CROs, sales leaders, and commercial executives shaping the future of B2B sales. #B2BSales #SalesLeadership #OutcomeBasedSelling

2. 

   13 Oct 2026

   165. Simpli.fi SVP of Sales on Getting More From a Smaller BDR Team w/ Adam Roberts

   Outbound sales is not always a headcount problem. In this episode, Harry Kendlbacher speaks with Adam Roberts, SVP of Sales at Simpli.fi, about how a smaller BDR team can outperform a much larger one through better targeting, tools, processes, and AI. The conversation explores what makes an outbound engine actually work, how to identify the right customers through a stronger ideal customer profile, and why BDRs should be developed as salespeople rather than appointment setters. If your team is focused on generating more outbound activity, the bigger question may be whether you are reaching the right prospects in the first place. ⏱️ Timestamps: 00:00 Why more outbound activity is not the answer 03:46 The tools and systems behind a stronger outbound engine 05:53 Why a smaller BDR team outperformed 30 offshore reps 08:27 Building an ideal customer profile around “sticky deals” 10:04 How AI is changing outbound prospecting 14:36 The ICP question most sales leaders overcomplicate 17:53 Why BDRs should be trained like sales reps 23:03 The three skills every B2B salesperson needs today You’ll hear Adam’s perspective on: • Why sales productivity can improve without increasing headcount • How AI can score prospects against your ideal customer profile and prioritize the highest potential accounts • Why solving the right customer problem matters more than simply targeting a specific company size or vertical • How sales enablement can turn BDRs into stronger contributors to the entire sales process About Adam Roberts Adam Roberts is SVP of Sales at Simpli.fi, where he works with partners and customers to build growth strategies that align media investment with real business goals. He is focused on helping businesses grow through smarter, more accountable media strategies, building long term partnerships rooted in trust, service, and results, and helping organizations move beyond clicks and impressions toward measurable business impact. Connect with Adam Roberts on LinkedIn: https://www.linkedin.com/in/adamjroberts/ 📃 Resources 🔗 Explore more at: https://globalperformancegroup.com/ 🔗 Download "Beyond Discovery" and discover how forward thinking sales leaders are closing the gap between what’s talked about and what’s actually happening inside high performing teams: https://globalperformancegroup.com/white-papers/beyond-discovery-great-needs-arent-stated-they-are-generated 🔗 Try the Revenue Accelerator: https://revenueaccelerator.globalperformancegroup.com 🎥 Watch the Full Conversation 👉 Watch the full episode on YouTube: https://www.youtube.com/@b2bsalestrendspodcast 🎙️ Want to Be a Guest on B2B Sales Trends? B2B Sales Trends brings together the world's leading CROs, sales leaders, and commercial executives to share the strategies shaping modern B2B selling. If that's you, or someone you recommend, submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/ 🎧 Subscribe for weekly conversations with leading CROs, sales leaders, and commercial executives shaping the future of B2B sales. #B2BSales #SalesLeadership #OutboundSales

3. 

   8 Oct 2026

   164. On MedTech Sales and Finding Growth Inside Existing Accounts w/ Ryan Carpentier

   A strong go to market strategy starts with how customers buy, not how your company is organized. Ryan Carpentier, Chief Commercial Officer at NAMSA, shares how he's rethinking Medtech sales, unlocking growth within existing accounts, and building a more strategic commercial model. ⏱️ Timestamps: 00:00 – Why Medtech needs a new go to market strategy 01:51 – When OEMs start buying innovation instead of building it 03:57 – Organizing sales around how customers buy, not geography 07:08 – The untapped growth opportunity inside existing accounts 08:50 – Why B2B sellers should act like orchestra conductors 10:44 – From individual services to value based selling 13:16 – Making a complex commercial organization easier to buy from 15:45 – Ryan's 3 skills every B2B seller needs today What you’ll hear about • Why NAMSA is moving beyond a traditional territory based model and toward a GTM structure built around customer buying behavior • How existing accounts can reveal cross selling opportunities that sellers may be overlooking • Why technical expertise alone is not enough to grow a strategic account • How bundling services and multi year contracts can create longer term value without relying on discounting About Ryan Carpentier Ryan Carpentier is Chief Commercial Officer at NAMSA and a global sales and operations executive focused on scaling high growth companies, transforming commercial strategy, and building high performing teams. He has led revenue growth from $10M to $350M+ across life sciences, compliance, and education. Connect with Ryan on LinkedIn: https://www.linkedin.com/in/ryan-carpentier-25b820/ 📃 Resources 🔗 Explore more at: https://globalperformancegroup.com/ 🔗 Download "Beyond Discovery" and discover how forward thinking sales leaders are closing the gap between what’s talked about and what’s actually happening inside high performing teams: https://globalperformancegroup.com/white-papers/beyond-discovery-great-needs-arent-stated-they-are-generated 🔗 Try the Revenue Accelerator: https://revenueaccelerator.globalperformancegroup.com 🎥 Watch the Full Conversation 👉 Watch the full episode on YouTube: https://www.youtube.com/@b2bsalestrendspodcast 🎙️ Want to Be a Guest on B2B Sales Trends? B2B Sales Trends brings together the world's leading CROs, sales leaders, and commercial executives to share the strategies shaping modern B2B selling. If that's you, or someone you recommend, submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/ 🎧 Subscribe for weekly conversations with leading CROs, sales leaders, and commercial executives shaping the future of B2B sales. #B2BSales #SalesLeadership #MedtechSales

Who has been a guest on B2B Sales Trends

Names identified in recent episode analyses. Showing up to five guests.

• Amit Shalev
• Michael Oren
• Bassem Salameh
• Blanca Galletero
• Phil Manez

Reach and audience

Public platform figures. Ratings count people who left a rating, not total listeners.

YouTube views

1,226

Score snapshot 15 Sept 2025

Apple Podcasts (US)

5.0 / 5

3 ratings

Spotify

5.0 / 5

9 ratings

Podcast Authority Score: 55 / 100

A composite of feed quality, social presence, YouTube performance and engagement. Read the methodology.

Quality

59

Social presence

0

YouTube

68

Engagement

60

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Guest appearances

Does not typically book guests

Based on episode analysis; this does not confirm that the show is currently accepting guests.

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