<description>Sales Engineering and Business Development are no longer support functions - they are central to how modern B2B deals are won. In this episode, we explore how Sales Engineers drive real business outcomes, not just technical validation.

On the B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Nirav Sheth, VP of Global Sales Engineering at Pure Storage, to unpack how Sales Engineers evolve into trusted advisors across the full sales cycle — from discovery to long-term value creation. This episode is part of our Best Of series, highlighting timeless conversations from the B2B Sales Trends Podcast.

🔗 Explore more insights: https://www.globalperformancegroup.com/

You’ll learn:
- How Sales Engineers elevate Business Development beyond demos
- Why consultative discovery is the new competitive advantage
- How Sales Enablement scales SE impact across global teams
- What strong SE–AE collaboration looks like in practice

⏱ Timestamps
00:00 – Why Sales Engineering Is Now Core to Business Development
04:50 – From Technical Demos to Consultative Sales Engineering
09:40 – Discovery, Curiosity, and Business Outcomes in Enterprise Deals
14:55 – Scaling Sales Enablement Across Global SE Teams
18:05 – How Sales Engineers and Sellers Co-Own Accounts
25:10 – The Top Skills Every Elite Sales Engineer Needs

💡 Key Takeaways
- Sales Engineering has evolved from technical support into strategic - Business Development
- Great Sales Engineers uncover unconsidered needs, not just stated requirements
- Sales Enablement is critical to scaling SE excellence across large organizations
- Trust, curiosity, and inspiration matter as much as technical depth
- Long-term customer value is created through proactive, ongoing engagement

About the Guest
Nirav Sheth is VP of Global Sales Engineering at Pure Storage, where he leads a worldwide organization of Sales Engineers supporting enterprise, mid-market, and emerging customers. Known for transforming Sales Engineering into a consultative, outcome-driven function, Nirav helps organizations connect technology investment directly to business impact.

Connect with Nirav on LinkedIn: https://www.linkedin.com/in/niravsheth3/

If this episode sparked new thinking, share it with a Sales Engineer, seller, or enablement leader on your team.

🎧 Subscribe for weekly insights on modern selling, leadership, and performance.
🔗 Explore more at https://www.globalperformancegroup.com/</description>

Sales Engineering and Business Development are no…

Sales Engineering and Business Development are no longer support functions - they are central to how modern B2B deals are won. In this episode, we explore how Sales Engineers drive real business outcomes, not just technical validation.

On the B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Nirav Sheth, VP of Global Sales Engineering at Pure Storage, to unpack how Sales Engineers evolve into trusted advisors across the full sales cycle — from discovery to long-term value creation. This episode is part of our Best Of series, highlighting timeless conversations from the B2B Sales Trends Podcast.

🔗 Explore more insights: https://www.globalperformancegroup.com/

You’ll learn:
- How Sales Engineers elevate Business Development beyond demos
- Why consultative discovery is the new competitive advantage
- How Sales Enablement scales SE impact across global teams
- What strong SE–AE collaboration looks like in practice

⏱ Timestamps
00:00 – Why Sales Engineering Is Now Core to Business Development
04:50 – From Technical Demos to Consultative Sales Engineering
09:40 – Discovery, Curiosity, and Business Outcomes in Enterprise Deals
14:55 – Scaling Sales Enablement Across Global SE Teams
18:05 – How Sales Engineers and Sellers Co-Own Accounts
25:10 – The Top Skills Every Elite Sales Engineer Needs

💡 Key Takeaways
- Sales Engineering has evolved from technical support into strategic - Business Development
- Great Sales Engineers uncover unconsidered needs, not just stated requirements
- Sales Enablement is critical to scaling SE excellence across large organizations
- Trust, curiosity, and inspiration matter as much as technical depth
- Long-term customer value is created through proactive, ongoing engagement

About the Guest
Nirav Sheth is VP of Global Sales Engineering at Pure Storage, where he leads a worldwide organization of Sales Engineers supporting enterprise, mid-market, and emerging customers. Known for transforming Sales Engineering into a consultative, outcome-driven function, Nirav helps organizations connect technology investment directly to business impact.

Connect with Nirav on LinkedIn: https://www.linkedin.com/in/niravsheth3/

If this episode sparked new thinking, share it with a Sales Engineer, seller, or enablement leader on your team.

🎧 Subscribe for weekly insights on modern selling, leadership, and performance.
🔗 Explore more at https://www.globalperformancegroup.com/

97. Sales Engineering & Business Development: The Role That Wins Enterprise Deals (Best Of)

<description>Sales Discovery and business pain are the real drivers behind deal momentum - not pressure, not persuasion, and not better slides. In this episode, we break down how modern B2B sales teams use discovery to turn passive buyers into decisive action.
In this B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Lisa DeCristofaro, Sales Director at UKG, to unpack how elite sellers uncover real business pain points, create sales momentum, and lead consultative selling conversations that actually move deals forward.

🔗 Explore more insights: https://www.globalperformancegroup.com/

You’ll learn:
- How sales discovery questions uncover urgency without pressure
- Why “cost of inaction” beats ROI in complex B2B selling
- How sales coaching and role play drive consistent performance
- The outbound prospecting strategy that activates buyers early

⏱ Timestamps
00:00 – Why Sales Discovery (Not Pitching) Creates Momentum
03:55 – Turning Passive Buyers Into Active Buyers Through Discovery
08:40 – Finding Real Business Pain Points and the Cost of Inaction
13:30 – Sales Discovery Questions That Drive Consultative Selling
18:50 – Sales Coaching, Role Play, and Building Sales Momentum
24:45 – Outbound Prospecting Strategy and Sustaining Performance

💡 Key Takeaways
- Sales discovery works when it uncovers business pain tied to outcomes, not surface-level problems
- The biggest threat to deals isn’t rejection - it’s buyer inaction
- Consultative selling requires curiosity, discipline, and deep listening
- Sales coaching only sticks when leaders model, practice, and repeat
- Strong outbound prospecting activates buyers before competition enters

About the Guest
Lisa DeCristofaro is a Sales Director at UKG, where she leads and scales high-performing B2B sales teams in highly competitive markets. Known for her practical approach to sales discovery, coaching, and leadership development, Lisa helps organizations move from stalled deals to consistent execution through trust, clarity, and disciplined practice.
Connect with Lisa on LinkedIn: https://www.linkedin.com/in/lisadecristofaro/

If this episode sparked new thinking, share it with your team or a sales leader navigating stalled deals.
🎧 Subscribe for weekly insights on modern B2B selling, leadership, and performance.
🔗 Explore more at https://www.globalperformancegroup.com/

</description>

Sales Discovery and business pain are the real dr…

Sales Discovery and business pain are the real drivers behind deal momentum - not pressure, not persuasion, and not better slides. In this episode, we break down how modern B2B sales teams use discovery to turn passive buyers into decisive action.
In this B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Lisa DeCristofaro, Sales Director at UKG, to unpack how elite sellers uncover real business pain points, create sales momentum, and lead consultative selling conversations that actually move deals forward.

🔗 Explore more insights: https://www.globalperformancegroup.com/

You’ll learn:
- How sales discovery questions uncover urgency without pressure
- Why “cost of inaction” beats ROI in complex B2B selling
- How sales coaching and role play drive consistent performance
- The outbound prospecting strategy that activates buyers early

⏱ Timestamps
00:00 – Why Sales Discovery (Not Pitching) Creates Momentum
03:55 – Turning Passive Buyers Into Active Buyers Through Discovery
08:40 – Finding Real Business Pain Points and the Cost of Inaction
13:30 – Sales Discovery Questions That Drive Consultative Selling
18:50 – Sales Coaching, Role Play, and Building Sales Momentum
24:45 – Outbound Prospecting Strategy and Sustaining Performance

💡 Key Takeaways
- Sales discovery works when it uncovers business pain tied to outcomes, not surface-level problems
- The biggest threat to deals isn’t rejection - it’s buyer inaction
- Consultative selling requires curiosity, discipline, and deep listening
- Sales coaching only sticks when leaders model, practice, and repeat
- Strong outbound prospecting activates buyers before competition enters

About the Guest
Lisa DeCristofaro is a Sales Director at UKG, where she leads and scales high-performing B2B sales teams in highly competitive markets. Known for her practical approach to sales discovery, coaching, and leadership development, Lisa helps organizations move from stalled deals to consistent execution through trust, clarity, and disciplined practice.
Connect with Lisa on LinkedIn: https://www.linkedin.com/in/lisadecristofaro/

If this episode sparked new thinking, share it with your team or a sales leader navigating stalled deals.
🎧 Subscribe for weekly insights on modern B2B selling, leadership, and performance.
🔗 Explore more at https://www.globalperformancegroup.com/



96. Sales Discovery That Works: Turning B2B Business Pain Into Action

<description>When demand is high, the real advantage isn’t doing more - it’s choosing better. This episode explores a consultative selling approach and how disciplined sales leaders improve performance by focusing on the sales funnel they already have.
In this episode, Harry Kendlbacher sits down with Hans van der Eijk, SVP Commercial Western Europe at DP World, to unpack how modern sales leaders navigate high inbound demand without sacrificing focus, margins, or credibility.

You’ll hear how consultative selling replaces activity-driven selling, why not every RFQ deserves pursuit, and how disciplined sales strategy leads to stronger win rates in complex B2B environments.

🔗 Explore more insights: https://www.globalperformancegroup.com/

Timestamps:
00:00 – When an overflowing sales funnel becomes a problem
03:10 – Fast vs slow sales motions and why mindset matters
07:15 – Turning brand demand into real sales qualification
11:40 – RFQs, margins, and deciding when to say no
16:30 – Consultative selling, value-based selling, and trust
22:45 – Procurement, demand management, and winning complex deals

You’ll learn:
- How a consultative selling approach sharpens sales qualification
- Why the sales funnel performs better when teams pursue fewer deals
- How to evaluate RFQs through value-based selling, not urgency
- What demand management looks like in complex B2B sales cycles

💡 Key Takeaways
- Strong brands fill the sales funnel, but disciplined qualification converts it
- Consultative selling wins trust by focusing on customer value, not volume
- Saying no to the wrong RFQs protects margins and boosts win rates
- Value-based selling outperforms generic responses in complex deals
- Early procurement engagement reduces risk and improves outcomes

About Guest
Hans van der Eijk is SVP Commercial for Western Europe at DP World, where he leads commercial strategy across fast-moving freight forwarding and long-cycle contract logistics businesses. With decades of experience in complex B2B sales environments, Hans is known for building disciplined sales teams that win through consultative selling, value articulation, and focused demand management.

Connect with Hans van der Eijk on LinkedIn:
https://www.linkedin.com/in/hansvandereijk/

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://www.globalperformancegroup.com/</description>

When demand is high, the real advantage isn’t doi…

When demand is high, the real advantage isn’t doing more - it’s choosing better. This episode explores a consultative selling approach and how disciplined sales leaders improve performance by focusing on the sales funnel they already have.
In this episode, Harry Kendlbacher sits down with Hans van der Eijk, SVP Commercial Western Europe at DP World, to unpack how modern sales leaders navigate high inbound demand without sacrificing focus, margins, or credibility.

You’ll hear how consultative selling replaces activity-driven selling, why not every RFQ deserves pursuit, and how disciplined sales strategy leads to stronger win rates in complex B2B environments.

🔗 Explore more insights: https://www.globalperformancegroup.com/

Timestamps:
00:00 – When an overflowing sales funnel becomes a problem
03:10 – Fast vs slow sales motions and why mindset matters
07:15 – Turning brand demand into real sales qualification
11:40 – RFQs, margins, and deciding when to say no
16:30 – Consultative selling, value-based selling, and trust
22:45 – Procurement, demand management, and winning complex deals

You’ll learn:
- How a consultative selling approach sharpens sales qualification
- Why the sales funnel performs better when teams pursue fewer deals
- How to evaluate RFQs through value-based selling, not urgency
- What demand management looks like in complex B2B sales cycles

💡 Key Takeaways
- Strong brands fill the sales funnel, but disciplined qualification converts it
- Consultative selling wins trust by focusing on customer value, not volume
- Saying no to the wrong RFQs protects margins and boosts win rates
- Value-based selling outperforms generic responses in complex deals
- Early procurement engagement reduces risk and improves outcomes

About Guest
Hans van der Eijk is SVP Commercial for Western Europe at DP World, where he leads commercial strategy across fast-moving freight forwarding and long-cycle contract logistics businesses. With decades of experience in complex B2B sales environments, Hans is known for building disciplined sales teams that win through consultative selling, value articulation, and focused demand management.

Connect with Hans van der Eijk on LinkedIn:
https://www.linkedin.com/in/hansvandereijk/

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://www.globalperformancegroup.com/

95. Consultative Selling and the Sales Funnel: Why Saying No Wins More Deals

<description>Public sector sales leadership demands clarity in chaos - and this episode shows how ROI in B2B is driven through outcome-based selling, not speed or pressure. Bill Rowan breaks down how modern sales leadership wins complex sales cycles by simplifying strategy and focusing on what truly matters.
In this episode, Harry Kendlbacher sits down with Bill Rowan, VP of Public Sector at Splunk, to unpack how sales leaders can bring discipline and focus to some of the most complex sales environments in the world. From public transparency to long buying cycles, Bill shares a leadership framework that turns uncertainty into sustainable performance.

🔗 Explore more insights: https://www.globalperformancegroup.com/

Timestamps:
00:00 – Why public sector sales are uniquely complex
03:45 – Outcome-based selling as the ultimate ROI in B2B
07:50 – Sales leadership as coaching, not control
12:30 – Using ecosystem intelligence in complex sales cycles
17:45 – The three Ps: participation, productivity, pricing discipline
24:30 – Enterprise sales planning and consistency at scale

You’ll learn:
- How outcome-based selling drives ROI in B2B and public sector sales
- Why sales leadership is the biggest lever in complex sales cycles
- A simple framework for enterprise sales planning and consistency
- How to navigate partners, competitors, and stakeholders with clarity

💡 Key Takeaways
- ROI in B2B is best proven through outcomes, not features or speed
- Public sector sales reward simplicity, repeatability, and discipline
- Strong sales leadership shows up as coaching, planning, and execution
- Complex sales cycles are won through ecosystem intelligence
- Consistent performance comes from participation, productivity, and pricing discipline

About Guest
Bill Rowan is VP of Public Sector at Splunk, where he leads large-scale government and public sector sales organizations across highly complex, regulated environments. Known for building disciplined, outcome-focused teams, Bill helps sales leaders simplify complexity, drive ROI in B2B, and deliver long-term value through modern sales leadership.
Connect with Bill Rowan on LinkedIn: https://www.linkedin.com/in/browan/

If this episode sparked new thinking, share it with your team.
🎧 Subscribe for weekly insights on modern selling, sales leadership, and performance.
🔗 Explore more at https://www.globalperformancegroup.com/</description>

Public sector sales leadership demands clarity in…

Public sector sales leadership demands clarity in chaos - and this episode shows how ROI in B2B is driven through outcome-based selling, not speed or pressure. Bill Rowan breaks down how modern sales leadership wins complex sales cycles by simplifying strategy and focusing on what truly matters.
In this episode, Harry Kendlbacher sits down with Bill Rowan, VP of Public Sector at Splunk, to unpack how sales leaders can bring discipline and focus to some of the most complex sales environments in the world. From public transparency to long buying cycles, Bill shares a leadership framework that turns uncertainty into sustainable performance.

🔗 Explore more insights: https://www.globalperformancegroup.com/

Timestamps:
00:00 – Why public sector sales are uniquely complex
03:45 – Outcome-based selling as the ultimate ROI in B2B
07:50 – Sales leadership as coaching, not control
12:30 – Using ecosystem intelligence in complex sales cycles
17:45 – The three Ps: participation, productivity, pricing discipline
24:30 – Enterprise sales planning and consistency at scale

You’ll learn:
- How outcome-based selling drives ROI in B2B and public sector sales
- Why sales leadership is the biggest lever in complex sales cycles
- A simple framework for enterprise sales planning and consistency
- How to navigate partners, competitors, and stakeholders with clarity

💡 Key Takeaways
- ROI in B2B is best proven through outcomes, not features or speed
- Public sector sales reward simplicity, repeatability, and discipline
- Strong sales leadership shows up as coaching, planning, and execution
- Complex sales cycles are won through ecosystem intelligence
- Consistent performance comes from participation, productivity, and pricing discipline

About Guest
Bill Rowan is VP of Public Sector at Splunk, where he leads large-scale government and public sector sales organizations across highly complex, regulated environments. Known for building disciplined, outcome-focused teams, Bill helps sales leaders simplify complexity, drive ROI in B2B, and deliver long-term value through modern sales leadership.
Connect with Bill Rowan on LinkedIn: https://www.linkedin.com/in/browan/

If this episode sparked new thinking, share it with your team.
🎧 Subscribe for weekly insights on modern selling, sales leadership, and performance.
🔗 Explore more at https://www.globalperformancegroup.com/

94. Public Sector Sales Leadership: Driving ROI in B2B Through Outcomes

<description>A modern sales enablement strategy isn’t about more activity - it’s about better preparation. In this episode of B2B Sales Trends, we explore why preparation has become the true differentiator in B2B selling and enterprise sales strategy.

In this conversation, host Harry Kendlbacher sits down with Gena Dakos, a seasoned sales enablement leader, to unpack how high-quality outreach, customer empathy, and thoughtful preparation help sellers stand out in a noisy, AI-driven market. From executive discovery to enterprise-scale deals, this episode reframes enablement as confidence, clarity, and credibility - not just training.
🔗 Explore more insights: https://www.globalperformancegroup.com/

You’ll learn:
- Why preparation beats volume in modern B2B sales
- How sales enablement strategy builds confidence with executives
- What customer empathy really means in enterprise selling
- How AI supports preparation without replacing human judgment

⏱️ Timestamps
00:00 – Why preparation is the new sales differentiator
04:45 – High-quality outreach vs volume in B2B selling
08:55 – Customer empathy as a core sales enablement strategy
13:40 – Preparing for executive discovery conversations
18:50 – Enterprise sales strategy and multi-stakeholder deals
24:10 – Enablement, confidence, and long-term performance

💡 Key Takeaways
- Sales enablement strategy succeeds when it prioritizes preparation over activity
- Buyers are informed - sellers must add insight, not ask generic questions
- Customer empathy is built through research, not scripts
- Executive conversations demand clarity, relevance, and conviction
- Enablement works best when it builds confidence, not compliance

👤 About the Guest
Gena Dakos is a Sales Enablement Leader specializing in revenue enablement and enterprise sales strategy. With experience at Stripe, Rippling, FIS, and Gartner, Gena is known for building high-performing teams by deeply understanding sellers and designing the structure, preparation, and support they need to succeed in complex B2B environments.

Connect with Gena on LinkedIn: https://www.linkedin.com/in/gena-dakos-3a12ab5b/

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://www.globalperformancegroup.com/</description>

A modern sales enablement strategy isn’t about mo…

A modern sales enablement strategy isn’t about more activity - it’s about better preparation. In this episode of B2B Sales Trends, we explore why preparation has become the true differentiator in B2B selling and enterprise sales strategy.

In this conversation, host Harry Kendlbacher sits down with Gena Dakos, a seasoned sales enablement leader, to unpack how high-quality outreach, customer empathy, and thoughtful preparation help sellers stand out in a noisy, AI-driven market. From executive discovery to enterprise-scale deals, this episode reframes enablement as confidence, clarity, and credibility - not just training.
🔗 Explore more insights: https://www.globalperformancegroup.com/

You’ll learn:
- Why preparation beats volume in modern B2B sales
- How sales enablement strategy builds confidence with executives
- What customer empathy really means in enterprise selling
- How AI supports preparation without replacing human judgment

⏱️ Timestamps
00:00 – Why preparation is the new sales differentiator
04:45 – High-quality outreach vs volume in B2B selling
08:55 – Customer empathy as a core sales enablement strategy
13:40 – Preparing for executive discovery conversations
18:50 – Enterprise sales strategy and multi-stakeholder deals
24:10 – Enablement, confidence, and long-term performance

💡 Key Takeaways
- Sales enablement strategy succeeds when it prioritizes preparation over activity
- Buyers are informed - sellers must add insight, not ask generic questions
- Customer empathy is built through research, not scripts
- Executive conversations demand clarity, relevance, and conviction
- Enablement works best when it builds confidence, not compliance

👤 About the Guest
Gena Dakos is a Sales Enablement Leader specializing in revenue enablement and enterprise sales strategy. With experience at Stripe, Rippling, FIS, and Gartner, Gena is known for building high-performing teams by deeply understanding sellers and designing the structure, preparation, and support they need to succeed in complex B2B environments.

Connect with Gena on LinkedIn: https://www.linkedin.com/in/gena-dakos-3a12ab5b/

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://www.globalperformancegroup.com/

93. Sales Enablement Strategy: Why Preparation Is the New Differentiator

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

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