'Selling to Enterprises' is a humble effort to discuss and learn from the experiences of various leaders with a focus on selling to Enterprises. Zia interviews senior corporate executives (top decision makers & key influencers) , business advisors, sales leaders ( quota-carrying reps & sales heads) and key business / P&L heads, to discuss various topics related to selling to Enterprises. Please write to email@example.com with your feedback and suggestions. Thanks for listening.
End of Season 2
End of season 2. Thanks for your time and continued support..... we will soon be back with the next season. In the meantime, please do not forget to leave a review.
If you have any thoughts, feedback, or suggestions for future guests, please send me a note (firstname.lastname@example.org)
Enabling B2B Sales Champions with Nate Nasralla
Nate is the Founder of Fluint, a platform helping Enterprise sales teams stop losing deals when they're not in the room, by selling with champions. He's a 3X sales leader, 2x founder, and loves his wife, dark chocolate, and the Rocky Mountains.
We discussed the following topics:
- Who are Champions, and why do they matter?
- What are ways to figure out if someone's actually a champion in your deal?
- How do you work with a champion to develop the business case?
- What should you be doing when a deal stalls? How do you get it moving again?
- What's something that most enterprise reps get wrong about champions?
Nate on LinkedIn and link to Fluint Please share your feedback at Zia@sellingtoenterprises.com
Buyer - Seller Relationships with Ramesh Dorairaj
Ramesh Dorairaj is a consultant, coach, and mentor. As founder of Leaders Anvil, he helps companies sell more in an attention-deprived and crowded marketplace. He enables them to understand the nature of the market and calibrate their messages to suit changing patterns of influence and power. Ramesh's book 'Games Customers Play' has been rated by Amazon as a memorable business book of 2018.
In this episode of 'Selling to Enterprises', Ramesh shared great insights and best practices around building great buyer-seller relationships. Please share your feedback at email@example.com
Ramesh's book is available for purchase at - https://www.amazon.com/Games-Customers-Paperback-Ramesh-Dorairaj/dp/0143442147
Ramesh can be reached at - https://www.linkedin.com/in/rameshdorairaj/
Sales Leadership Qualities with Ajay Kumar
Ajay Kumar is the Chief Executive Officer at SLK Software (an enterprise technology services Company). Ajay is hugely passionate about making a positive client impact while leading SLK to the next level of growth. An industry veteran, Ajay brings an entrepreneurial conviction, to grow and scale the business performance and give back to the community.
In this episode, Ajay shares great insights & best practices on attracting, building, and managing high-performing sales teams..... and keeping them motivated to deliver at the highest level possible.
Thanks for listening. Please share your feedback at firstname.lastname@example.org
Greatest Hits - Jessica Cornell, Account Executive at Databricks
Jessica Cornell is the Enterprise Account Executive at Databricks, a Data + AI Company. She shared great insights and her best practices of selling into Enterprises.
She spoke about having empathy, building relationships, and building credibility.... she gave advice on how to approach new accounts, how to move things forward in an enterprise sales cycle and why it is better to walk away if your offering is not a good fit....... and many more great points for enterprise sellers to learn from.
Jess has previously worked in a sales role with companies like Siemens, Talend, Tibco Software, and Qvidian.
Hiring Alert: Databricks is hiring. Please check https://databricks.com/company/careers/open-positions and if you are interested, let me know at email@example.com and I will be happy to make introductions.
Greatest Hits - Rob Waddell, Sales Leader @ Tata Consultancy Services
Rob Waddell is a Sales Leader at Tata Consultancy Services (TCS), a global leader in business and technology services. Rob & Zia discussed many points related to enterprise sales and Rob shared his best practices and insights around:
- Importance of Culture and how do you ensure you show your best side to the client
- How do you identify & develop a coach in an organization
- Key attributes for an enterprise salesperson
- what does he do when he starts on a new job to lay the foundation for a successful career in the company
- How does he handle a down day.... keeping himself motivated
- Learnings/insights from deal losses
- and much more
Hiring Alert: TCS is hiring. Please check out https://ibegin.tcs.com/iBegin/. If interested, please reach out to me at firstname.lastname@example.org and I will be happy to make introductions to Rob.
Love the Podcast !
Please keep them coming….
I love the content , enthusiasm and highly relevant sales experience being shared.
Speakers here seem quite knowledgeable, experienced, articulate and successful salespersons. In these they very well discuss strategies of selling to enterprises. I am from technology background with zero experience in this particular aspect and these podcasts gave me good insight!