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Consultative selling

A guide to the best B2B podcast coverage of Consultative selling - the shows and 27 episodes that go deepest, ranked by substance, not downloads.

Consultative selling requires more than process - it demands intentional team building, coaching systems, and a fundamental shift in how salespeople approach customer conversations. Episodes featuring Jacco van der Kooij on sales org structure, Sharla Wendt on coaching for high-performing teams, and Gina Smith on trust and listening explore how companies move beyond price competition and transactional selling. Kyle Hegarty warns that AI is accelerating sales failure for unprepared organizations, while real operators like Amie Owen and Mercedes Rivadeneira share how strategic coaching and team architecture actually scale revenue growth.

Best shows on Consultative selling

Best episodes on Consultative selling

  1. Hiring Your First Sales Team with Andrew Boos

    FiredUp! · 2026-04-16

    86 / 100

    …So consultative selling is what they call it.…

  2. Helping Sells - Mastering the Art of Consultative Customer Success

    Psychology of Customer Success · 2024-08-28

    83 / 100

  3. III. Building a Sales Org - Jacco van der Kooij

    SaaShimi

    78 / 100

    …One is called consultative selling in which you realize you have a pain and I'm helping you discover it.…

  4. How Greg Went from Zero to $100M Deals with Google & Apple in Just Months

    Founders Podcast · 2026-07-07

    78 / 100

    …I go in and I help these founders that are starting to bring their companies up and help them build out their infrastructure and help out getting their teams accountable and getting them better at consultative selling using AI, I get notes you know, you look on my LinkedIn or my website, there's 15 CEOs that have gushed about what I've done for them and salespeople that have enjoyed working.…

  5. CELab - Ep 185 - The Four Faces of AI Resistance: Eve Kedar on Why Customer Education Should Own the AI Rollout

    CELab: The Customer Education Lab · 2026-08-07

    77 / 100

    …you know about that? At Seagate, I worked and built their, um, system selling academy, taking or rather dragging sellers from selling just boxes to their new journey of being system sellers and consultative selling.…

  6. The #1 Thing Accounting Firms Refuse to Do That Costs Them Clients | Drewbie Wilson

    The Accounting Leads Now Podcast · 2026-05-21

    75 / 100

  7. Who Are You Being? - Gina Smith on Trust, Listening, and the Real Job of a Salesperson

    Thoughts on Selling · 2026-04-30

    66 / 100

  8. 137. The Coaching System Behind High Performing Sales Teams w/ Sharla Wendt

    B2B Sales Trends · 2026-06-18

    66 / 100

    …They've got to have been experts at the job and really understood how to do this thing that we're asking people to do, which is consultative selling and really being a partner to the clinician.…

  9. Sales Coaching and Personal Development Session with Keith Keith Rosen and Microsoft

    Behind the Boardroom · 2025-12-11

    66 / 100

  10. Navigating the Startup Journey: Lessons in Resilience, Growth, and Innovation

    Fail Wisdom Podcast: Turn Startup Failures into Success · 2024-12-31

    66 / 100

    …peaker A: Um, and then from there say, okay, well is it consultative selling that's going to work best for them or um, is it value based or more kind of, uh, process based?…

  11. #411 - Alex David: The question AI made everyone forget

    The Remarkable SaaS Podcast · 2026-07-08

    65 / 100

    …Um, and a lot of B2B sales is consultative selling.…

  12. Enterprise Customer Insights and Strategies with Matthew Rinkert

    Customer Success: Pivot Your Career · 2025-08-14

    64 / 100

    …And I think that's where I really truly learned the value of consultative selling, which we also know bodes well within customer success.…

  13. What Most Inside Sales Leaders Get Wrong and How to Fix It with Lynn Hidy - Ep 39

    The Sell Like A Leader Podcast · 2026-05-27

    63 / 100

    …So can you maybe walk us through that and how you help leaders break that pattern? In inside sales, a lot of times people start to think of it as consultative selling.…

  14. #314 Kyle Hegarty - Why AI is Accelerating Sales Failure for Most Companies

    Scale Your Sales Podcast · 2026-06-29

    62 / 100

    …Across two decades coaching commercial teams in Asia Pacific and globally, he rebuilds trust based consultative selling for today's sales recession and is the author of the Accidental Business Nomad and Sales Punk.…

  15. HOW TO HAVE YOUR TEAM WANT TO WORK HARDER

    Sales Leadership & Management Show · 2026-01-09

    61 / 100

  16. #123 The SDR DiscoCall Podcast - John Mason

    The SDR DiscoCall Podcast · 2026-03-03

    60 / 100

    …In April, I'd been promoted to the education manager, so I was in charge of the education establishment in the Southwest, which then allowed me to start flexing those account management consultative selling skills that I wanted to do.…

  17. What I Wish I'd Known About Sales with Fred Copestake

    B2B Sales Playbook · 2026-01-07

    58 / 100

    …a bit of a mentor to me because there was a lot of stuff going around at the time of late, late 90s, uh, yeah, mid-90s, which was all that kind of pushy, hard sell, greed is good type stuff because consultative selling was only just coming into the.…

  18. How Commerce Strategy Drives Brand Growth with Amie Owen of Flywheel

    The Marketing Rapport · 2026-06-30

    54 / 100

    …But my first job, actually not even in the job that I'm in, I learned all about consultative selling.…

  19. Training or Coaching. What Is The Difference?

    Behind the Boardroom · 2026-06-24

    53 / 100

  20. Transforming Sales through Coaching and Care Microsoft Live Event

    Behind the Boardroom · 2025-12-04

    53 / 100

  21. Stuff They Don't Say: The Business Owner Roller Coaster w/Kristy Ouellette

    Small Business Casual · 2026-06-23

    50 / 100

  22. HOW THIS ONE CHANGE MADE ALL THE DIFFERENCE

    The Brutal Truth about Sales and Selling · 2026-06-17

    49 / 100

  23. June An: Turning Community and Relationships into Business Growth

    Tech Me Seriously! · 2026-03-04

    40 / 100

  24. How One Rep Won by Asking Three Closing Questions

    Closing the Deal with Fexingo · 2026-06-23

  25. Rethinking Sales Strategy with Emily Shaw

    Shocking Profit Podcast · 2026-02-09

    …She fell in love with consultative selling and ultimately transformed that passion into a career, helping leaders unlock consistent and predictable growth within their companies and teams.…

  26. How One Sales Rep Won by Asking the Buyer to Envision the Future

    Closing the Deal with Fexingo · 2026-07-30

  27. The Rep Who Won by Telling the Buyer They Were Wrong

    Closing the Deal with Fexingo · 2026-07-10