Why Most B2B Sales Teams Are Failing (And How to Fix It)

Most B2B sales teams are stuck in outdated tactics – pushing for meetings, flooding inboxes, and hoping something sticks.

But that’s not how today’s buyer wants to buy.

In this episode, we sit down with Amarpreet Kalkat (Founder of Humantic AI) and our own Adem Manderovic (Co-founder of CRO School) to break down what’s broken in B2B sales – and what comes next.

We dive into how AI can be used to build trust, not spam, and how real commercial oversight starts with market validation, not meetings booked.

Here’s what we cover in this episode:

+ Why the predictable revenue model has failed us

+ How to segment and validate your market the right way

+ The DISC profiling framework that changes how you sell

Tune in and learn:

+ Why AI is wings for the good… but crutches for the lazy

+ The Dust Bowl of B2B sales – and how to escape it

+ How CRO School and Humantic AI fit together

If you’re in B2B and tired of tactics that don’t work anymore, this is a must-watch.

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🔗 Links + CTAs

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🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school

🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course

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📚 Latest content: https://theb2bplaybook.com/

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00:00 Why B2B Sales is Broken in 2025

03:00 What is Humantic AI & How It Works

06:00 What Broke B2B Go-To-Market (And How to Fix It)

08:45 How B2B Buyer Behaviour Has Radically Changed

11:30 Why Predictable Revenue Doesn’t Work Anymore

13:45 Lessons from the Australian Market

16:15 The Real Reason Teams Default to Volume

18:30 The 'Dust Bowl' Analogy of B2B Sales

21:00 Why Most B2B Sales Teams Are Stuck in 2010

23:30 What Market Validation Actually Means

26:30 DISC Profiles: Stop Selling to Personas

30:00 Matching Message, Timing & Channel with Buyer Personality

33:00 Why AI Makes Lazy Sellers Worse, Not Better

37:00 Why GTM Tools Can't Replace Commercial Sense

40:00 The Rise of Full-Cycle Selling & Death of the SDR Model

43:00 Will AI Replace Bad Sellers? Amarpreet’s Warning

46:30 Fitness, Spinal Injuries & The Grit Behind CRO School

49:30 Why No Kid Wants to Be a Salesperson (But Should!)

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👥 Are you a B2B marketer in a small team??

💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

https://theb2bplaybook.com/demand-generation-course

S07 E185 - The B2B Playbook

#b2b #b2bmarketing #digitalmarketing #b2bsaas #salesstrategy #humanticai #cro_school #buyerfirst #gtm