The Ultimate B2B Sales Strategy: Relationships, Retention & Owner-Led Selling

In the B2B world, we're told that "low bid wins." My friend Todd Bollenbach, who founded and exited an IT firm, proves this is a myth. (Todd's LinkedIn: https://www.linkedin.com/in/toddbollenbach/) For years, his company, G&T Solutions, maintained a 98-99% client retention rate... all while being two to three times more expensive than the competition. How? By rejecting a transactional mindset and focusing on deep, human-to-human relationships. In this deep-dive interview, Todd shares the exact "owner-led sales" playbook he used to scale his B2B company, build unshakeable trust, and become the go-to authority in his market. This is a masterclass for any business owner who is tired of competing on price and wants to build a business based on value and relationships. In This Video: (0:00) - Introduction: The Myth of B2B Sales (0:32) - Todd's Journey: Building & Exiting an Outsourced IT Firm (2:09) - Who is the Real Buyer? (CEO, CFO, or COO) (3:54) - The #1 Rule in B2B: "Relationships are Key" (6:50) - How to Build Genuine Relationships (The "Give First" Strategy (10:18) - The "Human-to-Human" Connection (12:45) - How to Be 3x More Expensive and Still Win the Deal (15:13) - The Downside of "Owner-Led Sales" (And How to Fix It) 18:37) - Bringing Customers Into Your Business (The Advisory Group)(21:36) - Gifting & Event Strategies That Actually Work (24:39) - Using Speaking Engagements as Authority Marketing (27:01) - The Final Secret: "Celebrate Your Customer's Wins" Find this content compelling? I write a weekly newsletter for business owners who are allergic to fluff. Get practical, trench-tested insights you can actually use. Subscribe for free: https://scottmonday.substack.com/