15 B2B Sales Influencers Shaping the Industry in 2026

In the fast-paced world of B2B sales, staying ahead means more than just following trends—it’s about learning from the leaders shaping the industry. As 2026 unfolds, a new wave of B2B sales influencers is redefining strategies, leveraging cutting-edge technology, and inspiring businesses to rethink how they connect with clients. From thought-provoking content to actionable insights, these influencers are not only driving conversations but also setting benchmarks for sales excellence. Whether you’re a seasoned sales professional or an emerging entrepreneur, understanding their approaches can provide invaluable guidance. Join us as we explore 15 B2B sales influencers whose expertise, innovation, and vision are shaping the future of the industry this year.

Criteria for Selecting Top B2B Sales Influencers

When selecting top B2B sales influencers, key criteria include industry expertise, proven track record in driving sales results, engaging and insightful content, thought leadership presence, social media influence, and the ability to inspire actionable strategies. Their impact on shaping trends and mentoring professionals also plays a crucial role.

• Expertise & Authority – Deep knowledge in B2B sales, SaaS, and enterprise solutions.

• Engagement & Reach – Active presence on LinkedIn, Twitter, and other social channels.

• Thought Leadership – Contributions through blogs, podcasts, webinars, and books.

• Innovation – Pioneering new techniques like AI-driven sales, account-based selling, and hybrid strategies.

Top 15 B2B Sales Influencers of 2026

The B2B sales landscape in 2026 is being shaped by visionary leaders who combine strategy, innovation, and real-world experience. From thought-provoking content to actionable insights, these top 15 influencers are setting new benchmarks, inspiring sales professionals, and transforming how businesses build relationships, close deals, and drive growth.

Anthony Iannarino

Anthony Iannarino is a renowned sales strategist and author known for providing actionable insights that help B2B professionals close high-value deals. His thought leadership focuses on modern sales techniques, leadership strategies, and building high-performing sales teams that thrive in competitive markets.

• Renowned sales strategist and author, specializing in B2B sales, leadership, and business growth.

• Creator of The Sales Blog, providing actionable insights for sales professionals and entrepreneurs.

• Speaker and consultant helping companies develop high-performing sales teams and improve revenue generation.

John Barrows

John Barrows, CEO of JB Sales, delivers practical training for prospecting, closing, and pipeline management. His expertise lies in teaching real-world, actionable strategies that empower sales teams to achieve measurable results and optimize their sales processes for consistent success.

• Sales trainer and consultant, known for helping companies increase revenue through practical, actionable sales techniques.

• Founder of John Barrows Sales Training, delivering programs for startups, enterprises, and sales teams worldwide.

• The author and speaker focused on modern sales strategies, prospecting, and improving sales performance.

Josh Braun

Josh Braun simplifies sales outreach with proven techniques for cold emailing, objection handling, and messaging. His guidance helps sales professionals engage prospects more effectively while increasing conversion rates and building authentic client relationships in the modern B2B environment.

• Sales coach and educator, specializing in modern B2B sales strategies and effective messaging techniques.

• Creator of popular sales training programs that help teams improve prospecting, objection handling, and closing deals.

• The author and speaker focused on practical, actionable methods to increase sales performance without aggressive tactics.

Giulio Segantini

Giulio Segantini specializes in making cold calling efficient, engaging, and results-driven. His coaching equips sales teams with techniques to overcome common challenges, generate leads effectively, and maximize performance through disciplined, consistent outreach strategies.

• Growth and sales strategist, helping B2B companies scale through innovative sales and marketing approaches.

• Founder of Segantini & Co., providing consulting, training, and frameworks for high-performing sales teams.

• Speaker and advisor focused on aligning sales processes with business growth objectives and revenue optimization.

Mark Hunter

Mark Hunter, “The Sales Hunter,” focuses on prospecting, pricing, and leadership frameworks. He provides actionable strategies to help B2B professionals win larger deals, improve negotiation skills, and develop stronger client relationships that drive revenue growth.

• Known as “The Sales Hunter”, he is a top sales consultant and speaker specializing in prospecting and closing high-value deals.

• Author of bestselling books on sales strategy, leadership, and increasing revenue in competitive markets.

• Advisor and trainer helping sales teams improve performance, pipeline management, and customer engagement.

Jill Konrath

Jill Konrath is a sales author and keynote speaker who empowers professionals to engage busy buyers, accelerate complex deals, and increase productivity. Her expertise helps teams adopt modern sales approaches for enterprise-level success.

• Sales strategist and author, specializing in B2B sales, prospecting, and accelerating complex sales cycles.

• Creator of popular sales training programs and bestselling books like Selling to Big Companies and Agile Selling.

• Speaker and consultant helping sales teams increase effectiveness, shorten sales cycles, and win more high-value clients.

Shari Levitin

Shari Levitin emphasizes human-centered selling with storytelling, psychology, and authentic engagement. Her approach inspires sales professionals to connect meaningfully with clients, enhancing trust, long-term partnerships, and overall sales effectiveness.

• Sales and leadership expert, specializing in helping organizations build high-performing teams and boost revenue.

• Author of bestselling books on sales strategy, customer engagement, and leadership excellence.

• Speaker and consultant focusing on practical techniques for sales growth, effective communication, and team motivation.

Keenan

Keenan, creator of Gap Selling, teaches problem-centric discovery and consultative sales techniques. His methods help B2B teams identify client pain points, tailor solutions, and accelerate deal cycles while positioning themselves as trusted advisors.

• Sales expert and founder of A Sales Guy Inc., helping companies grow revenue through innovative sales strategies.

• Author and speaker known for challenging traditional sales methods and promoting high-impact, results-driven approaches.

• Consultant and coach specializing in prospecting, closing complex deals, and developing high-performing sales teams.

Tiffani Bova

Tiffani Bova is a growth and GTM strategist, offering insights on customer experience, innovative go-to-market strategies, and business growth. She empowers B2B professionals to optimize sales processes while creating stronger, lasting customer relationships.

• Growth and innovation evangelist at Salesforce, specializing in driving business growth and digital transformation strategies.

• Author of Growth IQ, offering insights on scaling revenue and optimizing sales and customer experiences.

• Speaker and advisor helping organizations implement innovative sales, marketing, and customer engagement strategies for measurable results.

Morgan J Ingram

Morgan J Ingram, a modern prospecting coach, provides daily tips on social selling, pipeline building, and effective outreach. His methods help sales teams increase engagement, generate leads, and improve performance in competitive markets.

• Sales trainer and evangelist at JBarrows Sales Training, specializing in outbound prospecting and pipeline development.

• Creator and host of the “Sales Game Changers” podcast, sharing actionable insights for modern sales professionals.

• Speaker and coach helping sales teams improve prospecting techniques, increase engagement, and close more deals efficiently.

Jeb Blount

Jeb Blount, CEO of Sales Gravy, focuses on prospecting discipline, pipeline excellence, and closing techniques. His expertise equips B2B teams with actionable frameworks to boost sales efficiency, achieve quotas, and sustain long-term growth.

• Renowned sales expert, author, and speaker specializing in prospecting, emotional intelligence, and high-performance selling.

• Founder of Sales Gravy, providing sales training, coaching, and resources for sales professionals worldwide.

• Author of bestselling books like Fanatical Prospecting and People Buy You, focusing on practical strategies to boost sales results.

Marcus Chan

Marcus Chan is a B2B sales coach and author, offering motivational guidance and practical frameworks for performance improvement. His insights help teams enhance productivity, close high-value deals, and develop a strategic approach to selling.

• Sales coach and founder of Venli Consulting Group, helping sales professionals and teams accelerate performance and exceed quotas through proven coaching and systems.

• Wall Street Journal bestselling author of Six‑Figure Sales Secrets and recognized multiple times as a Salesforce Top Sales Influencer.

• Featured in major business publications like Forbes and Yahoo! Finance, and focused on practical strategies for pipeline growth, revenue optimization, and effective sales execution.

Sarah Brazier

Sarah Brazier, a sales impact educator, delivers real-world strategies for increasing sales performance. Her teaching emphasizes measurable results, client engagement, and actionable tactics that help sales professionals achieve consistent success.

• Sales strategist, coach, and entrepreneur — former top SDR and Account Executive at Gong, where she consistently exceeded quota and built a strong personal brand in sales.

• Co‑Founder of Dimmo and active sales instructor, advisor, and content creator helping sellers improve prospecting, storytelling, and human‑centered selling techniques.

• Engaging public speaker and LinkedIn sales voice with a background in performance, communication, and social selling, sharing practical insights on modern sales

Sam Jacobs

Sam Jacobs, CEO of Pavilion, provides expertise in GTM trends, sales career growth, and community-driven strategies. His insights guide professionals in navigating evolving markets, optimizing processes, and building impactful networks.

• Founder and CEO of Pavilion, a global community empowering go‑to‑market leaders with peer‑driven education, mentorship, and professional networking.

• Seasoned revenue and sales leader with 15+ years of experience in senior roles, including Chief Revenue Officer and SVP positions at multiple high‑growth companies.

• Podcast host (e.g., Topline Podcast and previously Sales Hacker Podcast) and author focused on leadership, career growth, and revenue strategy.

Mario Martinez Jr.

Mario Martinez Jr., host of Modern Selling, focuses on personal branding, social selling, and modern sales tactics. His content helps B2B professionals leverage digital platforms to enhance visibility, build trust, and accelerate revenue growth.

• CEO and founder of Vengreso, a digital sales training and transformation company helping B2B sellers engage modern buyers through social and digital sales strategies.

• Recognized sales influencer featured in the Salesforce documentary The Story of Sales, host of The Modern Selling Podcast, and a sought‑after keynote speaker on sales, personal branding, and modern buyer engagement.

• Long‑time B2B sales leader with decades of experience growing hundreds of millions in revenue and helping professionals build engaging personal brands and effective digital sales approaches.

Common Strategies Shared by Leading B2B Sales Influencers

Leading B2B sales influencers emphasize relationship-building, consultative selling, and understanding client pain points. They champion personalized outreach, consistent prospecting, and leveraging data-driven insights to make smarter decisions. Embracing modern tools, social selling, and continuous learning, these strategies help sales professionals connect authentically, close high-value deals, and stay ahead in the ever-evolving B2B sales landscape.

• Focus on building strong, trust-based relationships with clients.

• Practice consultative selling by understanding and addressing client pain points.

• Personalize outreach for higher engagement and meaningful connections.

• Leverage data-driven insights to make informed sales decisions.

• Utilize social selling and modern sales tools effectively.

• Commit to continuous learning and adapting to evolving market trends.]

How to Apply Influencers’ Insights to Your Business

Applying insights from B2B sales influencers can transform your business strategies. By adopting proven techniques in prospecting, relationship-building, and consultative selling, you can stay agile. Understanding that economic conditions are driving business decisions, these strategies help teams close high-value deals, optimize processes, and adapt to market shifts effectively.

• Integrate proven prospecting and outreach techniques into your sales process.

• Focus on building authentic, trust-based client relationships.

• Leverage data and analytics to inform strategic decisions.

• Embrace adaptability, knowing that economic conditions are driving business decisions.

• Continuously learn from influencers to refine strategies and stay competitive.

Also Read:- Top 10 Company Listing Platforms to Discover Trusted Service Providers in 2026

Future Trends in B2B Sales for 2026

The future of B2B sales in 2026 will be shaped by digital transformation, AI-driven insights, and personalized customer experiences. Sales teams will increasingly rely on data analytics, social selling, and automation to drive efficiency. Agility, empathy, and strategic thinking will remain essential as businesses adapt to evolving markets and buyer expectations.

• Adoption of AI and data analytics for smarter sales decisions.

• Increased emphasis on personalized, customer-centric experiences.

• Growth of social selling and digital engagement strategies.

• Automation of repetitive tasks to improve sales efficiency.

• Greater need for agility and adaptability in response to market shifts.

key takeaway

• Influencers Drive Innovation: Top B2B sales leaders are shaping strategies with AI, automation, and hybrid selling techniques.

• Personalization Wins: Customer-centric approaches remain the most effective way to build trust and close deals.

• Learning from the Best: Following influencers provides actionable insights, frameworks, and real-world sales tactics.

• Data-Driven Decisions: Analytics and CRM tools recommended by experts help sales teams optimize outreach and conversions.

• Social Selling Matters: Platforms like LinkedIn and Twitter are critical for networking, lead generation, and thought leadership.

• Future-Focused Strategies: Staying updated with influencer trends ensures businesses remain competitive in 2026 and beyond.

Conclusion

Following B2B sales influencers is no longer optional; it's essential. They provide actionable insights, help navigate trends, and inspire innovation for sales professionals and businesses. By implementing their strategies, staying informed about AI-driven tools, and prioritizing customer-centric selling, your business can thrive in 2026 and beyond.

Ready to supercharge your sales strategy in 2026? Contact us today to connect with expert guidance and actionable insights from top B2B leaders.

Frequently Asked Questions (FAQs)

Q1. Who are the top B2B sales influencers to follow in 2026?

Discover 15 industry-leading experts shaping B2B sales strategies, from prospecting to closing high-value deals, and learn from their proven insights.

Q2. What makes a B2B sales influencer impactful in 2026?

Influencers who provide actionable strategies, thought leadership, and innovative approaches to sales processes have the greatest impact in today’s evolving market.

Q3. How can I apply insights from B2B sales influencers to my business?

You can integrate their strategies in prospecting, consultative selling, and social selling while adapting to trends and economic conditions driving business decisions.

Q4. Why is following B2B sales influencers important for sales professionals?

Staying updated with influencer insights helps professionals improve pipeline management, engage clients effectively, and stay competitive in an evolving B2B landscape.

Q5. Which tools and platforms do these influencers recommend for modern B2B sales?

Most emphasize CRM systems, sales automation tools, social selling platforms, and data analytics to streamline processes and boost efficiency.

Q6. How do economic conditions influence B2B sales strategies in 2026?

Economic shifts impact buyer priorities, budgets, and decision-making, making influencer insights crucial for adapting strategies and closing high-value deals.

Q7. Can small businesses benefit from following B2B sales influencers?

Absolutely. Small businesses can leverage practical tips, proven frameworks, and innovative techniques to grow revenue and compete with larger organizations.