Who should I follow to learn about B2B sales leadership?

If your goal is to become **really good at B2B sales leadership**, I’d avoid following 50 “sales influencers.” I’d build a small feed around people who teach different parts of the job. ### My shortlist - **Mark Roberge** - Start here. Excellent on building repeatable sales systems, hiring, metrics, compensation, and scaling from founder-led sales to a real revenue organization. He wrote *The Sales Acceleration Formula*. [The Top 100 Sales Coaches of 2024 - The Sales Collective](https://thesalescollective.com/the-top-100-sales-coaches-of-2024/?utm_source=chatgpt.com) - **John McMahon** - Particularly strong if you're selling enterprise B2B. Follow for deal strategy, qualification, champions, forecasting and how experienced CROs think about large opportunities. His *Revenue Builders* podcast is still active in 2026. [Best 80 Sales Leadership Podcasts in the US](https://www.millionpodcasts.com/sales-leadership-podcasts/?utm_source=chatgpt.com) - **Jill Rowley** - Great for customer-centric selling, social selling, buying committees and sales/marketing alignment. [The HubSpot Sales Blog | Jill Rowley](https://blog.hubspot.com/sales/author/jill-rowley?utm_source=chatgpt.com) - **Scott Leese** - Practical perspective on building sales teams, managing managers, hiring and operating in high-growth SaaS. - **Kevin Dorsey** - Strong on frontline leadership, coaching, rep development and sales execution. - **Armand Farrokh** and **Nick Cegelski** - More tactical than leadership-focused, but excellent for understanding what good sales execution actually looks like. Their show is consistently recommended among active B2B sales podcasts in 2026. [The 24 Best Sales Podcasts Every Rep Should Listen To](https://blog.hubspot.com/sales/top-sales-podcasts?utm_source=chatgpt.com) - **Sam Jacobs** - Follow if you want to move from “sales manager” thinking toward **VP/CRO-level GTM thinking**: board expectations, org design, pricing and revenue strategy. [The Best Sales and Revenue Podcasts for 2026 | destackd](https://destackd.com/posts/best-sales-podcasts-2026/?utm_source=chatgpt.com) - **Mike Weinberg** - Particularly useful if you're a new sales manager. Very focused on coaching, pipeline discipline and managing the fundamentals. [17 Best Sales Leadership Podcasts in 2026 - Tomba Blog](https://tomba.io/blog/best-sales-leadership-podcasts?utm_source=chatgpt.com) ### If I could only pick 5 I'd make it: **Mark Roberge → John McMahon → Jill Rowley → Kevin Dorsey → Sam Jacobs** That gives you a pretty good curriculum: **build the system → run enterprise deals → understand modern buyers → coach people → think like an executive.** And I'd pair the people with just **two podcasts**: *Revenue Builders* for leadership/enterprise thinking and *30 Minutes to President's Club* for tactical sales execution. Current 2026 roundups consistently put those two among the stronger active B2B sales shows. [The Best Sales and Revenue Podcasts for 2026 | destackd](https://destackd.com/posts/best-sales-podcasts-2026/?utm_source=chatgpt.com) If you tell me **your current role (AE, sales manager, VP Sales, founder, etc.) and what you sell**, I can narrow this to a **10-person “B2B sales leadership curriculum”** specifically for you.

**If you want to learn about B2B sales leadership, follow practitioners who actively share frameworks, strategies, and real-world lessons. Some of the most respected voices today include Jeb Blount, Anthony Iannarino, Mark Roberge, Jacco van der Kooij, Lori Richardson, and John Barrows.**[25 Sales Leaders in 2026 | The Industry Leaders](https://www.theindustryleaders.org/top-25-sales-leaders-2026)[Top 25 CRO & Sales Leadership Voices | The CRO Report](https://thecroreport.com/voices/)[Top 25 Sales Voices of 2026 - Seller Report](https://thesellerreport.com/voices/)[Top B2B Sales Influencers of 2025 | Clutch.co](https://clutch.co/resources/top-b2b-sales-influencers-2025?trk=public_post_comment-text) ## 📌 Key Leaders to Follow Leader| Focus Area| Why Follow Them ---|---|--- **Jeb Blount**| Prospecting, sales psychology, leadership| Author of _Fanatical Prospecting_ and _Sales EQ_; runs Sales Gravy podcast with 29M+ downloads.[25 Sales Leaders in 2026 | The Industry Leaders](https://www.theindustryleaders.org/top-25-sales-leaders-2026) **Anthony Iannarino**| B2B strategy, closing, leadership| Daily blogger since 2009; author of _Elite Sales Strategies_ and _Leading Growth_.[25 Sales Leaders in 2026 | The Industry Leaders](https://www.theindustryleaders.org/top-25-sales-leaders-2026) **Mark Roberge**| Data-driven scaling, SaaS sales| Former HubSpot CRO; author of _The Sales Acceleration Formula_; teaches at Harvard Business School.[Top 25 CRO & Sales Leadership Voices | The CRO Report](https://thecroreport.com/voices/) **Jacco van der Kooij**| Revenue architecture, SaaS frameworks| Creator of the Bowtie Model and SPICED; founder of Winning by Design.[Top 25 CRO & Sales Leadership Voices | The CRO Report](https://thecroreport.com/voices/) **Lori Richardson**| B2B revenue growth, sales enablement| Founder of Women Sales Pros; focuses on diversity and practical growth strategies.[Top B2B Sales Influencers of 2025 | Clutch.co](https://clutch.co/resources/top-b2b-sales-influencers-2025?trk=public_post_comment-text) **John Barrows**| Sales training, enterprise prospecting| Trained 100,000+ reps; host of _Make It Happen Mondays_ podcast.[Top 25 Sales Voices of 2026 - Seller Report](https://thesellerreport.com/voices/) **Scott Leese**| GTM strategy, founder-led sales| Known for building sales orgs from scratch; strong voice in SaaS.[55 Sales Influencers You Must Follow in 2026 The Rev... | Revspire](https://www.revspire.io/resources/blogs/55-sales-influencers-you-must-follow-in-2026-the-revspire-edit) **Amy Volas**| Talent, hiring, leadership coaching| Advises on executive hiring and sales leadership transitions.[55 Sales Influencers You Must Follow in 2026 The Rev... | Revspire](https://www.revspire.io/resources/blogs/55-sales-influencers-you-must-follow-in-2026-the-revspire-edit) ## 🔑 How to Use These Voices * **LinkedIn** : Most of these leaders post daily or weekly insights. Treat your feed as a “sales classroom.” * **Podcasts & Blogs**: Jeb Blount (_Sales Gravy_), John Barrows (_Make It Happen Mondays_), and Anthony Iannarino’s blog are excellent for ongoing learning. * **Books & Frameworks**: Roberge’s _Sales Acceleration Formula_ and Keenan’s _Gap Selling_ are modern playbooks for scaling B2B sales teams.[Top 25 Sales Voices of 2026 - Seller Report](https://thesellerreport.com/voices/) ## ⚠️ Risks & Considerations * **Information Overload**: Following too many voices can dilute focus. Pick 3–4 that align with your current challenges (e.g., prospecting vs. scaling). * **Trendy vs. Timeless**: Some influencers chase hype (AI, automation). Balance these with leaders who emphasize fundamentals like relationship-building and leadership culture. * **Echo Chambers**: Many voices overlap. Diversify by following both practitioners (e.g., frontline trainers like Barrows) and strategists (e.g., Roberge, van der Kooij). 👉 To tailor this list: Are you more interested in **frontline sales leadership** (managing reps, coaching, prospecting) or **executive-level leadership** (CRO strategy, scaling organizations)? That will help me refine which voices are most relevant for you.

**Top B2B Sales Leadership Experts to Follow** * **John Barrows** [Top B2B Sales Influencers of 2025 | Clutch.co](https://clutch.co/resources/top-b2b-sales-influencers-2025) * **Focus:** Practical outbound strategies, prospecting, and foundational sales management. * **Why follow:** He provides no-nonsense, highly tactical advice that bridges the gap between individual contributor execution and sales management oversight. [Top B2B Sales Influencers of 2025 | Clutch.co](https://clutch.co/resources/top-b2b-sales-influencers-2025) * **Jacco van der Kooij (Winning by Design)** * **Focus:** Modern B2B SaaS, recurring revenue models, and scalable sales architecture. [Best 8 Sales Training Firms for B2B Companies in 2026 - LSF Global](https://lsfglobal.com/best-8-sales-training-firms-for-b2b-companies/#:~:text=Winning%20by%20Design%20is%20the%20top%20choice,addressing%20the%20unique%20psychology%20of%20subscription%20buying.) * **Why follow:** Creator of the SPICED framework, he approaches sales leadership through a scientific, metrics-driven lens focused on unit economics and repeatable revenue engines. * **Mark Roberge** * **Focus:** Sales hiring, compensation design, and scaling predictable revenue. * **Why follow:** As the former CRO of HubSpot and senior lecturer at Harvard Business School, he pioneered data-driven approaches to hiring top-performing sales reps and building high-growth teams. * **Jeb Blount** * **Focus:** Sales acceleration, pipeline management, and leadership mindset. * **Why follow:** Author of _Fanatical Prospecting_ and _People Buy You_ , he is exceptional for leaders looking to instill resilience, high activity standards, and accountability within a sales culture. * **Jason Lemkin** * **Focus:** B2B scaling, startup sales management, and venture scaling. * **Why follow:** Through SaaStr, he offers raw, pragmatic guidance for founders and early-stage sales leaders transitioning from founder-led sales to managing an enterprise pipeline. What particular phase of sales leadership are you focusing on right now - such as scaling a team from scratch, restructuring compensation, or refining pipeline coaching?

To learn about B2B sales leadership, look to industry practitioners, executives, and researchers who regularly share actionable frameworks, team-scaling strategies, and management insights: * * __Mark Roberge__ \- Senior Lecturer at Harvard Business School and co-founder of Stage 2 Capital, known for his data-driven approach to scaling sales teams and predictable revenue models (explore his insights on Stage 2 Capital). * _Jaclyn Schiff_ / _Jaclyn Drabant_ (or similar top voices like Jaclyn Rourke/_Jacco van der Kooij_) - __Jacco van der Kooij__ is the founder of Winning by Design, widely followed for modern B2B sales architectures, recurring revenue playbooks, and science-backed sales management (see frameworks on Winning by Design). * __Trish Bertuzzi__ \- Founder and President of The Bridge Group, recognized for her expertise in inside sales strategy, pipeline generation, and building modern sales development (SDR/BDR) organizations. * _Dave Boyce_ \- A prominent B2B sales leader and advisor focused on go-to-market (GTM) strategy, revenue operations, and sales forecasting. * __Jeb Blount__ \- Author of _Fanatical Prospecting_ and _Sales EQ_ , who provides tactical advice on leadership mindset, handling pressure, and coaching sales reps through pipeline stalls. * __Alice Heiman__ \- A strategic sales expert specializing in enterprise B2B sales leadership, account-based strategies, and aligning sales with executive goals (learn more via Alice Heiman LLC). * Would you prefer recommendations focused on **early-stage startup sales leadership (0 to $10M ARR)** or **enterprise scale (managing large, mature organizations)**? Show less