Why do so many B2B sales motions still feel stuck?

If buyers say they want partnerships, why do so few deals feel like one?

And what happens when every team aligns around delivering real value instead of pitching it?

That’s the conversation on this episode of GTM News Desk. Ryan Schultz, CEO of DIVACS, joins Mark and Rachel to discuss why most companies lose sight of value after the deal is signed — and how to fix it. He talks about building trust between sales and customer success, why acronyms won’t save your process, and how to turn renewal into a continuous value story.

Jump into the action:

(00:00) Welcome to GTM News Desk

(01:28) Why B2B sales still miss the mark on value

(09:05) Nobody in B2B wants more AI SDRs

(13:00) Meet Ryan Schultz, Founder and CEO of DIVACS

(15:01) Why most sales teams fail to align on value

(19:46) Turning features into stories that prove ROI

(24:12) When the product stands in the way of showing value

(27:10) How to teach teams to sell with value

(29:34) The difference between value, outcomes, and impact

(32:33) Building a shared language of value across go-to-market teams

Connect with Ryan Schultz: https://www.linkedin.com/in/ryanmaschultz/

This episode is sponsored by ZoomInfo and produced in partnership with Share Your Genius