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, an...
Feb 13, 2023•40 min
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 'B...
Oct 16, 2022•36 min
"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 wr...
Oct 01, 2022•47 sec
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 ...
Sep 25, 2022•37 sec
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.c...
Sep 25, 2022•27 min
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 al...
Sep 01, 2022•33 min
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/micha...
Aug 22, 2022•30 min
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)
Jun 03, 2022•27 sec
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 ...
May 20, 2022•24 min
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 buildi...
May 13, 2022•34 min
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...
Apr 07, 2022•42 min
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. Jes...
Feb 27, 2022•44 min
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 ...
Feb 20, 2022•38 min
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 onl...
Feb 13, 2022•46 min
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, an...
Feb 07, 2022•40 min
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 L...
Jan 23, 2022•36 min
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’...
Jan 18, 2022•28 min
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...
Jan 10, 2022•31 min
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 Ente...
Jan 01, 2022•36 min
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 ...
Dec 26, 2021•32 min
Interview with Helen Fanucci, Sales Leader at Microsoft Corp. Helen is also a sought-after industry speaker and advisor to technology growth companies. She loves leading and building successful sales teams focusing on growing revenue and creating long-term customer value and relationships. Her strong suit is working with sales managers who lead complex enterprise engagements, and groups focused on driving high business impact to achieve revenue in excess of market growth by taking share. Helen o...
Dec 19, 2021•37 min
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.c...
Dec 10, 2021•27 min
Season 2 is here with many awesome interviews lined up. Please give it a listen and please share your feedback at zia@sellingtoenterprises.com.
Dec 10, 2021•25 sec
While waiting for the Season 2, please enjoy these greatest hits from Season 1 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...
Nov 07, 2021•36 min
While waiting for the Season 2, please enjoy these greatest hits from Season 1 Andy Nixon has recently retired as a senior IT Executive at a Fortune 300 Company...... Andy has been involved in many technology (services, software , hardware and networking) related buying decisions..... and many of them were significantly large and materially impactful. In this interview, Andy shares many insights including how decisions are made in large companies, what are the dynamics involved, what do they loo...
Oct 31, 2021•55 min
While waiting for the Season 2, please enjoy these greatest hits from Season 1 Sudhi Bangalore is the Chief Technology Officer for Global Operations. at Stanley Black & Decker. In this position, Sudhi manages the company’s Advanced Manufacturing Center of Excellence and leads the automation efforts with technologies such as the internet of things, cloud computing, artificial intelligence, 3-D printing, robotics and advanced materials. Prior to joining the company in 2017, Sudhi was the Globa...
Oct 24, 2021•38 min
While waiting for the Season 2, please enjoy these greatest hits from Season 1 Judith Apshago discussed her experience of working with external sales organizations and shared valuable insights for the enterprise sales teams to leverage on a daily basis. Judith Apshago is an accomplished IT executive and an award-winning CIO. Judith was awarded the 2018 Enterprise Capital CIO of the Year Orbie Award and the Norma Miller Passionate Philanthropist Award in 2016. Judith currently serves as Vice Pres...
Oct 20, 2021•41 min
It is the end of the first season and we will soon revert with the next season. If you would like to see someone you admire on the podcast, please write to us at zia@sellingtoenterprises.com. Please leave a review and continue to share your feedback. Happy Selling!
Oct 17, 2021•42 sec
While waiting for the Season 2, please enjoy these greatest hits from Season 1 During the time of this interview Peter Galdi was the Senior Enterprise Account Executive at Signavio and now is the Account Executive - Business Process Intelligence at SAP, after the acquisition of Signavio by SAP. It was great talking to Pete about his journey and his overall experience of selling into the Enterprises. Pete shares his best practices, talks about how he handles the down days and how he approaches ne...
Oct 11, 2021•32 min
Chris Beall is the CEO at ConnectAndSell. Chris shared great insights on how to make cold conversations happen, the key attributes of top sellers, the best practices around selling to enterprises and much more. Please share your feedback - Zia@sellingtoenterprises.com About ConnectAndSell: Hosted in the cloud, ConnectAndSell enables you to have more conversations with your intended targets than serial dialing, either manual or technology-enabled. The reality of serial dialing is that the average...
Oct 10, 2021•37 min
