Why are B2B sales processes still have so much friction?
Do buyers actually want to buy?
And how can aligning on value alter the way teams work across the customer journey?
That’s what we cover on this episode of GTM News Desk.
Ryan Schultz, CEO of
DIVACS, shares why most companies miss connecting value from presale through renewal, and it’s possible to align sales and customer success. He explains why acronyms and methodologies only go so far, how to continuously renew value, and what leaders have to do to build trust.
Jump into the action:(
00:00) Welcome to GTM News Desk
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01:27) Why B2B sales feel broken today
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09:10) What buyers really want from vendors
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13:19) Do sales acronyms actually create value?
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15:30) Ryan Schultz on founding DIVACS
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20:53) Selling features vs. building real outcomes
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27:16) Teaching teams how to sell with value
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31:40) Value outcomes and impact are not the same
To hear Ryan’s thoughts on value-driven business cases, features to outcomes, and winning executive buy-in, check out the extended conversation on TACK Insider:
https://tackinsider.com/
What is GTM News Desk?
Welcome to GTM News Desk, the podcast where Mark Kilens and Rachel Elsts Downey bring you real talk backed by real action. Twice a month, we cut through the noise to deliver the essential resources, news, and expert takes you need to create impactful, People-first GTM motions. From trending topics to clickbait headlines, we sift through the clutter to highlight what truly matters in the world of B2B Go-to-Market.
With nearly 25 years of combined experience working with top B2B brands like Drift and HubSpot, we’re sharing our insights and advice to help you navigate the best (and worst) GTM strategies. Whether you’re a startup founder or a CMO, tune in to GTM News Desk for analysis, candid discussions, and actionable tips that prioritize people and drive real results.