Dancing With Elephants

Viola VC / Hilly Rejwan Sorek
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A Business Development Podcast from Viola VC The Podcast is looking to inspire and give practical tools for Business Development and Sales for the Israeli entrepreneur ecosystem. The episodes are recorded in the native tongue of the guests (English for American guests; Hebrew for Israeli guests).

Episodes

  1. 06/27/2024

    Channels Selling 101: An Operational Perspective

    Assuming that by this stage you’ve decided you’re going to sell and scale through channels – This episode will be a conversation between two  champions : Ash Vijay  VP Cloud Sales and Partnerships at Redis And Mona Chadha, Director of infrastructure ISVs for AWS   One from the startup side and one from the channel side. We are going to hear from them, how to plan your team and resources correctly in order to start selling through channels, how do you align KPIs and how do you measure success

    1h 10m
  2. Audi's CIO - Mistakes to Avoid when Selling to Chief Information Officers

    06/10/2024

    Audi's CIO - Mistakes to Avoid when Selling to Chief Information Officers

    In this episode, I’m hosting Frank Loydl, Audi’s CIO, chief Information Officer, and a member of Viola’s office of the CIO, a global network of executives who oversee technology initiatives at leading companies from around the globe. Come listen to Frank sharing Do’s and Don’ts when selling to Enterprises in general and to CIOs in particular. Stay tuned for future episodes in which I’ll be hosting more CIOs from global organizations and to get valuable tips on how to sell to enterprises and what technologies they are looking for.   If you liked this content please rate us on your audio players and share it on your social media.

    22 min

  3. 05/02/2024

    Channels III: Strategy for Selling Cyber through MSSPs / Yochai Corem, CEO Cyberint

    בפרק זה הילי מארחת את יוחאי כורם, מנכ״ל חברת סייבראינט, לשיחה על מכירת מוצרי סייבר דרך ערוצי מכירה. איזה ערוצי מכירה ייחודים לסייבר, איך יודעים איזה MSSP מתאים לכם, באיזה שלב כדאי להתחיל את הקשר איתם ואיך בונים נכון את ארגון המכירות שלכם.

    55 min
  4. The Power of Co-opetition with Cloud Providers

    03/26/2024

    The Power of Co-opetition with Cloud Providers

    עופר בנגל מייסד ומנכ"ל רדיס, מדבר על האופן שבו ניתן להתחרות אבל גם לשתף פעולה עם ענקיות הענן בכדי להגדיל את ערוצי המכירה

    47 min
  5. Channel Sales 101: Omri Kohl, CEO Pyramid Analytics

    03/11/2024

    Channel Sales 101: Omri Kohl, CEO Pyramid Analytics

    זהו פרק מס 1 בסידרה העוסקת במכירה דרך channels (ערוצי מכירה): עמרי קול, מנכ״ל ומייסד Pyramid Analytics, משתף מהניסיון הגדול שצבר בנושא, על שאלות כמו: * מתי נכון להתחיל למכור דרך צ'נאלים * איך לנהל מכירה דרך צ'נאלים לעומת מכירה ללקוח סופי * מה היתרון בלהשתמש בערוץ מכירה כזה * איך נראה ארגון המכירה של פירמיד ועוד קצת מושגי יסוד למי שעושה את צעדיו הראשונים בתחום. הסדרה כוללת 3 פרקים עם מנכ״לים אשר מכורח המוצר שלהם, מוכרים כל אחד מהם בערוצי מכירה שונים ודרכם ניתן ללמוד על המודלים השונים הקיימים בעולמות האלו.

    41 min

  6. 02/05/2024

    Mistakes to Avoid when Selling to Corporate America

    Highlights Before the meeting: When preparing for the meeting, avoid relying solely on company websites for information. Seek alternative sources like earnings calls, where you can gauge internal dynamics by listening to analysts' questions and CEO/CFO responses. Companies vary in risk appetite: small firms tend to take more risks, while larger ones are more conservative. The research doesn't always follow a top-down approach; rather, it's bottom-up. Employees who are positioned at lower levels of the company hierarchy, ultimately decide whether the product meets their needs. During the meeting: Remember that your goal in the meeting is to get to another meeting. Prioritize interaction over technology. Encourage the client to speak by asking numerous questions — the more they talk, the more successful the meeting is. Employing questions rather than statements prompts buyers to express their concerns and the extent of their issues, leading them to recognize the necessity for a solution. Play the Game: Who is the buyer, who pays, what other functions needs to be involved in the process that are not in the room? Post Meeting: The optimal time to send a follow up email is a couple days after the meeting It should include a summary of the discussion and additional insights, demonstrating thoughtful analysis of the meeting. Follow Up: If the contact doesn’t respond to the follow up email don’t be discouraged and send a follow up message. It’s important and executives are dealing with a lot. Just ensure they are spaced appropriately and to include additional content with each subsequent message.

    43 min
  • 6 Episodes

About

A Business Development Podcast from Viola VC The Podcast is looking to inspire and give practical tools for Business Development and Sales for the Israeli entrepreneur ecosystem. The episodes are recorded in the native tongue of the guests (English for American guests; Hebrew for Israeli guests).

Information

  • Creator
    Viola VC / Hilly Rejwan Sorek
  • Years Active
    2K
  • Episodes
    6
  • Rating
    Explicit
  • Copyright
    © Viola VC / Hilly Rejwan Sorek
  • Show Website
    Dancing With Elephants