As the B2B sales environment has changed, the skills that sellers need to succeed have changed as well. In this episode, hosts Billy Luckey and Betsy Gregory-Hosler speak with Mike Katz, senior director for research at Gartner for Sales Leaders, to explore the latest research on critical seller skills, what has shifted in the B2B seller competency model, and how sales leaders can support these skills moving forward.

Mike Katz is a senior director of research in the sales practice at Gartner with over 15 years of experience leading and managing research teams and directing mixed-methods research projects. He leads multiple research teams to generate actionable business ideas and data-driven insights for sales executives. His current focus is on sales talent, enablement and strategic planning.

He has presented his research to thousands of business and government executives in briefings, webinars, workshops and conferences. His work has been featured in Harvard Business Review, The Washington Post, National Public Radio, and multiple academic journals and publications.

Despite their insights on buyers, markets and growth, CSOs rarely become CEOs. In this episode, hosts Billy Luckey and Betsy Gregory-Hosler sit down with Heather Combs, a former CSO turned CEO, to discuss her experiences and recommendations for sales leaders who aspire to do the same.

Heather Combs, an accomplished leader in the technology sector, is beginning her second turn in the CEO seat, having just taken the helm at Ripple Operations, a newly formed provider of maritime logistics solutions. Previously, Heather served as CEO of StraighterLine, where her visionary leadership transformed the company into a premier provider of online courses. Under her guidance, StraighterLine pioneered innovative partnerships and streamlined operations, resulting in significant growth and enhanced student success. With a proven track record of scaling high-growth companies, Heather’s strategic acumen and dedication to innovation continue to make a positive impact in the tech industry and beyond. Recognized as a Power Woman of DC Tech and a champion for women in leadership, Heather’s influence extends to empowering girls in science, technology, engineering and math (STEM) fields through the STEM for Her Advisory Council and to supporting entrepreneurs through the Mindshare board and Techstars Mentor Program.

Sales expert Lori Richardson joins Betsy and Billy to discuss the state of women in B2B sales, including the opportunities a sales career offers, the barriers women face and the actions you can take to attract and retain top women in the field.

Lori Richardson is a top B2B sales influencer and a champion for getting more women into sales and sales leadership in B2B roles. In addition, she has run the data-backed sales strategy firm Score More Sales since 2002, after a career in sales and leadership. Lori is the author of “She Sells” — a book to help company leaders and sales leaders find, recruit, retain and promote more women into sales and leadership roles. She also hosts the award-winning podcast “Conversations with Women in Sales” and is a sales coach for Harvard Business School’s MBA program.