Podcast Episode S2E02: The Future of B2B Sales: What Must Stop, What’s Coming Back, and How Sellers Win in 2026

Together, they unpack what outdated sales tactics must stop, how buyer expectations are shifting, which “old-school” approaches are making a comeback, and what modern sellers must do to build trust and predictable revenue in 2026. From spammy outbound and misaligned sales processes to multichannel outreach, human connection, and true go-to-market alignment, this episode offers a candid, practical roadmap for professional sellers navigating the next era of B2B growth.

Episode Takeaways:

• Mass outbound and generic messaging are actively eroding trust. Spray-and-pray emails, LinkedIn pitch slaps, and unprepared sales calls may generate short-term responses, but they burn long-term credibility and damage the profession of selling.  
• Buyers expect insight, transparency, and respect for their time. Whether it’s clear pricing, tailored discovery, or thoughtful enablement for internal champions, modern buyers reward sellers who show up informed and prepared.  
• What’s old is new again when it’s done strategically. Phone calls, direct mail, in-person meetings, and multichannel outreach are working, not as standalone tactics, but when integrated into a coordinated, buyer-centric engagement strategy.  
• The path forward is full-funnel ownership and true GTM alignment. Winning teams break down silos between sales, marketing, product, and leadership, focus relentlessly on revenue-generating activities, and design sales processes that mirror how buyers actually buy. 

Is Your Go-To-Market System Built to Scale? We Help You Find Out. 

Roadmap has launched the $25,000 GTM Acceleration Fund to help B2B teams move from guesswork to growth. We’re selecting 75 companies to participate in a national research initiative on Go-to-Market readiness.

5 companies will be selected to receive up to $5,000 in Roadmap services to build or optimize their Revenue Factory.

If you found this valuable, make sure to subscribe to Driving Growth wherever you get your podcasts for more strategies on building a scalable revenue engine. New episodes are available on the first and third Wednesday of each month.

• Apple Podcasts: https://podcasts.apple.com/podcast/id1798562608 
• Spotify: https://open.spotify.com/show/7oPqQgSxiCjI9hlopITT1x?si=cbbd8ed459c248eb 

Follow Roadmap on social media for more great content!

• LinkedIn: linkedin.com/company/weareroadmap/
• Instagram: instagram.com/weareroadmap/
• Facebook: facebook.com/weareroadmap
• YouTube: youtube.com/@roadmapagency