Selling to Enterprises

Amy Volas, Founder & CEO, Avenue Talent Partners Named as one of the most dynamic women in sales by LinkedIn in 2020, Amy helps B2B tech companies hire sales leaders “without the cringe.” Her enterprise sales career in startups with over $100M+ in closed revenue equips Amy with a wealth of knowledge to share that other recruiters simply don't have. On this episode of 'Selling to Enterprises', Amy shared great advice for sales professionals, especially on getting started, finding new jobs, and getting hired. Please share your feedback at zia@sellingtoenterprises.com Here is the link to Amy's blog: https://avenuetalentpartners.com/blog/ Linkedin Profile: https://www.linkedin.com/in/amyvolas/

Saurabh Atre is the Chief Business Officer at L&T Technology Services Limited (LTTS) Some of his top insights for B2B sales professionals : - 'You never really lose a deal, you always get outsold ' - Having empathy is the key...... every sales person should have empathy. - The importance of having a coach during a deal and how to develop one. - We learn from every deal loss - don't miss out on the steps .... stick to the fundamentals. - Bringing design thinking principles to sales - Avoid 'Balti Ulta' phenomenon (you have to listen to the episode for this) - How to keep a distributed sales team motivated & performing at the highest level .....and many more great points around selling into enterprises. He also referred to his favorite books - 'Only the Paranoid Survive' by Andy Grove and 'Great By Choice' by Jim Collins. Saurabh is hiring for multiple sales roles (Individual contributors and Sales Management) , if you are interested please write to zia@sellingtoenterprises.com Saurabh has previously held sales & business leadership positions with Tata Consultancy Services, Tech Mahindra, MindTree & Wipro Technologies. Please give it a listen and please share your feedback at zia@sellingtoenterprises.com

"Don't Quit" When things go wrong as they sometimes will; When the road you’re trudging seems all uphill; When the funds are low, and the debts are high; And you want to smile, but you have to sigh; When care is pressing you down a bit Rest if you must, but don’t you quit. Success is failure turned inside out; The silver tint of the clouds of doubt; And you can never tell how close you are; It may be near when it seems afar. So, stick to the fight when you’re hardest hit – It’s when things go wrong that you mustn’t quit.

The Man Who Thinks He Can Walter D. Wintle: If you think you are beaten, you are If you think you dare not, you don’t, If you like to win, but you think you can’t It is almost certain you won’t. If you think you’ll lose, you’re lost For out of the world we find, Success begins with a fellow’s will It’s all in the state of mind. If you think you are outclassed, you are You’ve got to think high to rise, You’ve got to be sure of yourself before You can ever win a prize. Life’s battles don’t always go To the stronger or faster man, But soon or late the man who wins Is the man who thinks he can.

Kevin McManus is an accomplished CIO with 34 years of IT Leadership experience including seven years as the Sr. VP & CIO at Corning Incorporated, a Fortune 500 Global Industry Leader. In this interview with Zia, Kevin shared great insights and his experience of buying from and selecting long-term partners. He has great advice for both the sales leaders and the executive buyers on how to invest and build a long-term win-win partnership. Please share your feedback at zia@sellingtoenterprises.com

Shawn is an expert in sales, driven by a passion to help business owners, executives, and sales leaders accelerate their sales results. As a keynote speaker and virtual speaker, he enables companies, their leaders, and teams to accelerate their sales results. A prolific writer, Shawn frequently writes about best practices and proven strategies to generate more sales. His insights can be found online in publications such as Fast Company, PLANT Magazine, and INC magazine to name a few. Shawn is also the author of “The Unstoppable Sales Machine”. To learn more about Shawn and his work you can visit www.shawncasemore.com . Shawn's Books: The Unstoppable Sales Machine https://www.amazon.com/Unstoppable-Sales-Machine-Connect-Customers/dp/1032180544/ref=sr_1_4?crid=3BIYOJZQQ6UG1&keywords=unstoppable+sales+machine&qid=1659016570&sprefix=%2Caps%2C46&sr=8-4 The Unstoppable Organization https://www.amazon.com/Unstoppable-Organization-Empower-Customers-Revenue/dp/1632651246/ref=sr_1_1?crid=29X56VNY3WX7&keywords=the+unstoppable+organization&qid=1659016676&refinements=p_n_feature_browse-bin%3A2656022011&rnid=618072011&s=books&sprefix=the+unstoppable+organization%2Caps%2C50&sr=1-1

Guest Bio: Michael Wagner is a Sr. Commercial Account Executive with Zoom, where he's worked for the past five years. Michael has consistently been a top sales professional throughout his 10-year career, recently being recognized as Zoom's #1 Sales Rep. Outside of Zoom, Michael is a Board Member of Make-A-Wish Colorado and Founder of the KU Sales Alumni Group. Michael shared great insights and best practices for selling to enterprises. Michael can be reached at: https://www.linkedin.com/in/michaeljwagner18/ Please share your feedback at zia@sellingtoenterprises.com

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 (zia@sellingtoenterprises.com)

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

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 zia@sellingtoenterprises.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/

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 zia@sellingtoenterprises.com

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 zia@sellingtoenterprises.com and I will be happy to make introductions.

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 zia@sellingtoenterprises.com and I will be happy to make introductions to Rob.

Ian Koniak has been a top performing Account Executive for 18 years, with over $100M in career sales at Fortune 500 companies. He's led and developed teams, and was recently the #1 Account Executive in the Enterprise Select Division at Salesforce. Ian is now sharing his secrets to success as a leading sales coach and advisor. Whether you're looking to boost your own numbers, train your team, or inspire your sales organization at a conference or sales kickoff, Ian delivers results. Ian offers online courses for individual contributors and sales teams as well as live keynotes to inspire your sales team to perform at the highest level. Follow Ian at https://iankoniak.com or reach out to him at https://www.linkedin.com/in/iankoniak/. Thanks for listening, please share your feedback at zia@sellingtoenterprises.com

Amy Volas, Founder & CEO, Avenue Talent Partners Named as one of the most dynamic women in sales by LinkedIn in 2020, Amy helps B2B tech companies hire sales leaders “without the cringe.” Her enterprise sales career in startups with over $100M+ in closed revenue equips Amy with a wealth of knowledge to share that other recruiters simply don't have. On this episode of 'Selling to Enterprises', Amy shared great advice for sales professionals, especially on getting started, finding new jobs, and getting hired. Please share your feedback at zia@sellingtoenterprises.com Here is the link to Amy's blog: https://avenuetalentpartners.com/blog/ Linkedin Profile: https://www.linkedin.com/in/amyvolas/

Prasoon Saxena is currently the President of the Manufacturing Business Unit at NTT DATA Services. In this role, he is responsible for profitable growth, industry strategy and client satisfaction through modern, innovative solutions. With more than two decades of global leadership, Prasoon is intensely passionate on driving value, innovation and trust while delivering on business outcomes for his clients. Prior to joining NTT DATA, Prasoon held leadership positions with Dell Services and Wipro Limited. Prasoon shared a Business Head's perspective on what is required for sellers to be successful in today's market and also how a sales leader should help motivate, inspire and build the right sales team for the long run. Prasoon shared many great insights, highly relevant for both the individual contributors and the sales heads, focused on selling to enterprises. Please share your feedback at zia@sellingtoenterprises.com. Thanks for listening. Hiring alert: Prasoon has many sales positions available... please check out the podcast to learn more. If you are interested, please send me an email.

Dr. Timme is the founder and president of FinListics. Over the past two decades, FinListics has helped dozens of companies and thousands of sales professionals better serve their clients by boosting their knowledge of finance and relevant metrics and how their solutions relate to business goals and challenges. “Buying executives want insight not only into how a seller’s solutions can help them achieve goals and implement initiatives but how much value they can help create,” explains Stephen. It’s no longer enough to recite a solution’s features, functions, and superlatives from sales brochures. Sales professionals need to understand how their company’s solutions will affect their client’s bottom line. FinListics’ Insight-Led Selling provides the business, industry, and financial insights needed to speak the buyer’s language. Link to Stephen's book 'Insight-led Selling' - https://www.amazon.com/Insight-Led-Selling-Executive-Credibility-Communicate/dp/1544522193

About Larry Levine: With 27 years of in-the-field B2B sales experience in the technology industry, Larry knows what it takes to be successful. He’s successfully sold office technology, document management solutions, and managed services to customers ranging from up-and-down the street accounts for Fortune 500 companies. Now Larry coaches B2B sales professionals to do what he did. Since 2015 Larry has coached both quota-busting tenured reps and green millennials just beginning their careers. Both appreciate the practical nature of his coaching. Please check out https://www.sellingfromtheheart.net/. Thanks for listening. Please share your feedback at Zia@sellingtoenterprises.com

Vignesh Markandan leads the New Business / New logo acquisition for Wipro Limited 's Manufacturing Business unit. Vignesh spoke to us about many sales best practices and his 22-year journey at Wipro. The two main takeaways from this conversation are a) How to build a high-performing sales team and keep them continuously motivated to achieve at the highest level possible b) Key learnings from deal losses, mainly the large complex deals, and keep moving forward. This is a great listen for all Enterprise Sellers. Would you please leave a review or write to Zia at zia@sellingtoenterprises.com.Would you please leave a review or write to Zia at zia@sellingtoenterprises.com? Thanks for listening.

My guest on this episode is Sudip Dutta, Founder & CEO at Relatas. Sudip started Relatas to address issues he faced as a sales rep and a sales head. He shared his best practices and how Relatas is helping companies to sell better, faster, and sell more. Let me know your feedback - zia@sellingtoenterprises.com About Relatas: The biggest challenge that most CEOs, CROs, VP Sales, Sales Reps face today is unpredictable sales forecasting. This happens mainly due to no data or, worse, bad data in the CRM. Commit call are more of a status call, Sales reps hate entering data into CRMs leading to limited visibility for management and limited to no insights for sales reps. With No-Data-Entry CRM, Relatas pulls in authentic data. Relatas applies Artificial Intelligence to solve one of the biggest challenges - Sales Forecasting. Relatas is used by professionals from Enterprises, mid-sized companies, to startups.