Enabling Buying: A B2B Sales and Revenue Podcast
Enabling Buying is a B2B sales and revenue podcast presented by Collavia that explores the shift toward a human centric approach. In a world of impersonal outreach and traditional sales tactics, we focus on the Enabling Buying in a World of Selling™ to help you build trust and connect with buyers emotionally. Join us for real conversations with industry leaders as we shift from pitching to guiding, helping you become the resource your prospects actually want to talk to. Supported by the Collavia sales enablement platform, this show provides the strategies you need to align with modern buyer behaviors an...
Storytelling in Sales: Chip Brewer on Buyer Trust
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In this episode of Enabling Buying: A B2B Sales and Revenue Podcast, host Paul Kirch speaks with Chip Brewer, founder of Growth Story LLC, about storytelling in sales and buyer connection. In particular, Chip explains how storytelling helps build trust in today’s AI-driven world.
As automation and impersonal outreach continue to grow, authentic communication matters more than ever. Because of this, Chip emphasizes the importance of active listening and emotional connection during buyer conversations.
Chip also explains ho...
David Harris on Luxury Travel, Incentives, and Selling Experiences That Last
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In this episode of Enabling Buying: A B2B Sales and Revenue Podcast, host Paul Kirch speaks with David Harris, President of Brownell Travel, one of the oldest luxury travel companies in the United States. David started his career in public accounting at EY. Later, he moved into executive leadership roles in mortgage banking, insurance, and food ingredient distribution.
Today, David leads Brownell Travel, a 139-year-old company focused on creating meaningful travel experiences. He is passionate about the “human element” of busi...
Carol Eversen on AI Search, Buyer Trust, and the Future of Revenue Growth
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In this episode of Enabling Buying: A B2B Sales and Revenue Podcast, host Paul Kirch sits down with Carol Eversen, Area Managing Partner, CMO, and CRO at Chief Outsiders, to discuss how AI is reshaping search, buyer behavior, and revenue generation. With leadership experience spanning companies like AT&T, LexisNexis, MasterCard, and ALM Media, Carol brings decades of expertise in growth strategy, demand generation, and customer-driven marketing.
Paul and Carol explore how today’s buyers are relying more heavily on AI...
Modern B2B Buying: Enabling Buying Podcast with Paul Kirch
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In this introductory episode of Enabling Buying: A B2B Sales and Revenue Podcast, host Paul Kirch explores the shift shaping modern B2B buying. Today’s buyers are more informed, more distracted, and more skeptical of traditional sales messaging than ever before. At the same time, AI-driven outreach and impersonal communication are creating even more noise in the marketplace.
d by Collavia CEO Charles Bernard, focuses on helping the buyer think through their decision and feel confident rather than pushing th...
Kelly Stepno on Building Trust and Reputation in Crisis Communication
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In this episode of Enabling B2B Buying with Charles Bernard, we explore building trust and reputation in crisis communication with Kelly Stepno, Senior Leader at APCO, a global advocacy and advisory firm. Throughout her career, Kelly has spent her entire career in consulting, helping major organizations navigate crisis, litigation communication, and high-stakes reputation challenges.
Although she never planned to work in sales, Kelly explains how consulting placed her at the center of buying and selling. Over time, she learned that...
Hearts, Minds, and Wallets: Jennifer Morgan on Closing Bigger Deals
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In this episode of Enabling B2B Buying with Charles Bernard, Charles speaks with Jennifer Morgan, founder and CEO of Connective Communication and author of Hearts, Minds and Wallets: The Thin Book That Closes Gigantic Deals.
After 15 years on Wall Street with firms like Credit Suisse, Citigroup, and J.P. Morgan Asset and Wealth Management, Jennifer now helps leaders and teams communicate with clarity, close bigger deals, and create lasting relationships.
Drawing...
Sales With Purpose: Kimberly Pearson on Mission-Driven Work at Oticon
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In this episode of Enabling B2B Buying with Charles Bernard, we highlight sales with purpose through the story of Kimberly Pearson, an audiologist and sales leader at Oticon, a Danish hearing health care company known for its groundbreaking work in “brain hearing.”
With more than 30 years of experience in audiology and sales, Kimberly shares how her career has been driven by one guiding purpose: changing lives through better hearing. She reveals how science, empa...
Why Systems Beat Superstars: Katie Keith and Michael Quigley’s Guide to Sustainable Success
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In this episode of Enabling Buying in a World of Selling with Charles Bernard, Charles dives into why systems beat superstars in sustainable sales.
Joined by Katie Keith and Michael Quigley, both members of The Global Chamber, they explore how shifting from a transactional mindset to an enabling one transforms the buyer experience. This conversation proves that systems beat superstars when it comes to creating long‑term, trust‑driven success.
They discuss the principles of authentic selling, the power of trust, and...
Joyce Durst on Building a Culture of Empowerment in Tech Leadership
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In this episode of Enabling B2B Buying with Charles Bernard, we highlight empowerment in tech leadership through the story of Joyce Durst, founder and CEO of Growth Acceleration Partners (GAP).
While many CEOs focus solely on growth, Joyce shares how building a strong culture rooted in values, empathy, and customer-centricity leads to long-term business success.
Together, Joyce and Charles explore how a culture of empowerment strengthens teams and sharpens B2B sales in today’s rapidly evolving tech landscape.
Joe Leo on Blending Creativity, Service, and AI to Enable Buying
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In this episode of Enabling B2B Buying with Charles Bernard, Charles sits down with Joe Leo, founder of the software consultancy Def Method, to talk about how creativity, AI, and a service mindset are transforming B2B sales conversations. Def Method provides engineering solutions in Ruby, Python, and JavaScript and built Phoenix, the first AI platform exclusively for Ruby on Rails applications.
Joe and Charles explore how being useful, listening actively, and empowering the buyer leads to better relationships and business outcomes...
Human First, Seller Second: Heidi Anderson on Sustainable Sales that Build Trust
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Human First, Seller Second is a mindset for sellers who want to build lasting trust and drive sustainable growth. In this episode of Enabling B2B Buying with Charles Bernard, Charles sits down with Heidi Anderson, a transformational growth executive and board advisor , and a long-time associate of Charles and his organization, Criteria for Success. Heidi brings decades of experience to the conversation, sharing how sales teams can thrive by making empathy and trust central to every conversation.
Together, Heidi and Charles unpack...
