Busting Myths and Dropping Truths About B2B Industrial Sales with Derek Baer

B2B sales in 2025 is confusing.

On the one hand, it's just the same as it's been for years. We need to connect with buyers, build trust, and guide them through decisions.

On the other hand, it's a completely different beast.

That's why Derek Baer is in the studio this week, for a free-wheeling, no-holes-barred discussion and debate on sales topics.

It's time to get comfortable being uncomfortable!

We talk:

• Whether to track "quotes" as a metric
• Whether anyone can be trained to sell successfully
• Accelerators (kickers) in sales compensation
• Whether we should hire for technical/industry knowledge, and more.

And the conversation is blunt. "Tell them to f$%k!ng apply" Derek says at one point!

Summary

Derek Baer brings a new format to the studio this week, debating and discussing B2B sales topics. He and Ed disagree about various aspects of sales, and agree about others. Topics include:

• the importance of tracking quotes
• the compatibility of salespeople with complex B2B sales
• qualities that make a great sales rep
• role of sales decks - significance of accelerators in compensation plans
• how to manage underperformers and disrupters within sales teams.

The conversation emphasizes the need for continuous improvement and investment in sales skills, drawing parallels between sales and other professional pursuits.

Chapters

00:00 Introduction to Sales Metrics and Tracking Quotes
09:04 The Compatibility of Salespeople in Complex B2B Sales
15:56 Defining Traits of a Great Sales Rep
23:24 The Role of Pitch Decks in Sales
27:29 Understanding Sales Accelerators and Compensation Plans
29:53 Explaining Sales Compensation to the Team
32:42 Managing Underperformers in Sales Teams
35:45 The Impact of Team Dynamics on Performance
41:19 Investing in Sales Skills for Long-Term Success

 

Resources

Check out Derek's Sales Training website. 

LinkedIn: Derek Baer and Ed Marsh

Twitter: Ed Marsh

Instagram: Derek Baer and Ed Marsh

YouTube: @EdMarsh

Show Transcript 

 

Insanity is Doing the Same Things and Expecting Different Results

 

By Einstein's definition, most industrial sales teams are insane. Buyers, their behavior, and AI have changed so much, and yet most teams are operating much the way they have for years.

 

Derek's straight talk deliveres an important message - so does Ed's recent paper on changes in industrial sales and marketing.

 

Read more from Ed's recent paper on these critical changes.