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Predictable B2B SuccessScaling B2B business growth predictably through empathetic content and conversations Author: Sproutworth
The Predictable B2B Success podcast is about creating predictable growth in a business. This is a podcast for founders, business owners, and marketing and sales executives. In each podcast episode, we unpack an aspect of creating business growth predictably. We look at how we can expand our influence and strategies to boost sales through the creation of remarkable experiences, empathetic content, and conversations. Each episode features an interview with a founder, sales or marketing executive, or thought leader in the B2B space. We might be bringing on well-known authors or hosts of popular podcasts but most importantly youll hear from those who have hands-on experience in creating predictable B2B success. Through each episode, well be helping you explore the best ways to create predictable purpose-driven growth of a business and sustainable revenue growth. If you have any suggestions for future episodes or feedback on the podcast, get in touch via Twitter at @vpkoshy or through the website at https://www.sproutworth.com Language: en Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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How to Hire Salespeople Who Actually Perform (Not Sell)
Episode 522
Tuesday, 27 January, 2026
Building a high-performing, resilient B2B sales team requires adapting to rapid changes in roles and technology. In this episode of Predictable B2B Success, Vinay Koshy interviews Walter Crosby, an accomplished sales leader with experience ranging from closing complex deals to mentoring sales managers and founders. Crosby discusses why many top salespeople hesitate to become managers, highlights the risks of pipeline bloat, and explains how to leverage a company’s “untapped wisdom” for a unique sales advantage. Walter Crosby also shares key strategies for accelerating onboarding, crafting messaging that resonates with buyers, and fostering a culture of high performance. He offers insights on applying neuroscience in sales conversations, the practical role of AI, and the importance of aligning leadership’s vision with frontline execution. This episode provides actionable strategies and practical advice for founders, sales leaders, and sales professionals. Some topics we explore in this episode include: Transition to Sales Management: Walter Crosby explains the challenges salespeople face when promoted to management and why he started Helix Sales Development.Coaching as a Key Strength: The importance of spending time coaching sales teams rather than just managing reports and metrics.Effective Onboarding and Messaging: How clear ICPs and aligned sales/marketing messages help new salespeople succeed faster.Performance vs. Family Culture: Building a sales culture of accountability and high performance, moving away from the "family" mindset.Sifter Message and Playbook Creation: Developing a unified sales playbook and messaging to stand out from competitors.Pipeline Management: Preventing pipeline bloat by using scorecards, thorough qualification, and regular pipeline reviews.Traits of Top Sales Performers: Curiosity, skepticism, and the ability to handle challenging conversations distinguish high performers.Motivation and Better Hiring: Hiring sales talent based on motivation type and structured assessments to reduce bias.AI and Technology in Sales: Examining the role of AI in sales processes, its limitations, and the continued importance of human connection.Leadership, Values, and Strategy Execution: Closing the gap between leadership’s vision and sales execution by integrating company values into daily practices.And much, much more...
