Juveria is a marketing leader with over 16 years of experience in B2B technology marketing. In her current stint, she is building programs that helps engage customers, prospects and influencers and build stronger relationships. She is responsible for positioning a high-growth Cybersecurity company, ColorTokens' brand, and enabling new channels that drive revenue. She has extensive experience in building integrated customer engagement and demand generation programs through account based marketing...
Oct 03, 2021•33 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. 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 contributo...
Sep 26, 2021•46 min
Edward Wilson-Smythe (he/him) is a leader (within Industry Strategy & Solutions group) at one of the largest technology & business services companies in the world , and focuses on defining and executing digital innovation strategies, integrated solutions and innovation partnerships for strategic Manufacturing, Automotive and Energy clients. He has over 20 years of diverse experience as a management consultant, technology strategist and industry practitioner, focused on leveraging innovat...
Sep 19, 2021•48 min
We have brought back one of our greatest episodes - an interview with Debasish Mishra, the CTO at WNET group discussing his experiences of working with external sales organizations. Please share your feedback at zia@sellingtoenterprises.com Bio: Debasish Mishra is Chief Technology Officer for The WNET Group. In this role, Mishra oversees and advances the technology which supports and enhances the mission of The WNET Group, including content delivery for broadcast, cable and web; information tech...
Sep 05, 2021•32 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...
Aug 29, 2021•36 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 sales person - what does he do when he starts on a new job to lay the foundation...
Aug 26, 2021•38 min
Katrina Gosek’s Bio: Katrina leads go-to-market strategy for Oracle CX Sales, Commerce, CPQ, Content and Subscription Management. She has nearly twenty years-experience in technology product strategy. She has a BA from Vanderbilt in European Studies, a Masters from Harvard in Renaissance French Literature and an MBA from Babson College in Technology Intensive Enterprises. Katrina discussed multiple things that are effecting B2B sales and CX today including the shift to subscription based models,...
Aug 22, 2021•29 min
Gary Meadows and Zia Zaid discussed Gary's experiences of working with vendor sales organizations, especially during his time as the Chief Architect for a Fortune 300 Company. Gary shared valuable advice on how to approach and respond to RFPS .... also talks about making effective presentations to the CXOs and many more great insights for Enterprise Sellers. Please give it a listen and please share your feedback at zia@sellingtoenterprises.com
Aug 15, 2021•37 min
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 with Zia Zaid, Andy shares many insights including how decisions are made in large companies, what are the dynamics involved, what do they look for in a long term partner..... the importance of integrity and...
Aug 10, 2021•55 min
Peter Strohkorb is a B2B Sales Acceleration Specialist. For a decade now, Peter has been advising companies on four different continents to improve their enterprise sales approach. In this discussion with Zia Zaid, he presented great insights and highly relevant points for enterprise / B2B sellers to learn from. Some of the points discussed: - What is the biggest challenge in sales today? - Are you still selling like it's 2018 - Guess when the sales funnel was first invented? (answer: 1898) - Is...
Aug 01, 2021•40 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, about 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...
Jul 25, 2021•44 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...
Jul 17, 2021•36 min
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 Global Head of Smart Manufacturing and Industry 4.0 Solutions with WIPRO, and before...
Jul 12, 2021•38 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 and b) Key learnings from deal losses, especially the large complex deals and how to keep moving forward. This is a great liste...
Jun 29, 2021•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 to 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...
Jun 21, 2021•32 min
Kevin Brown is the Chief Revenue Officer (CRO) at 1Kosmos. Kevin is a seasoned sales executive who has extensive leadership experience in global business development. He has a proven track record of building global sales and channel teams that produce high revenue growth at companies including Savyint, Wipro, and CA Technologies. Kevin shared many best practices and experiences with the Host - Zia Zaid. Please give it a listen and please share your feedback at zia@sellingtoenterprises.com....
Jun 14, 2021•28 min
Motivational Poem - It Couldn't Be Done, by Edgar Albert Guest Somebody said that it couldn’t be done But he with a chuckle replied That "maybe it couldn't," but he would be one Who wouldn't say so till he'd tried. So he buckled right in with the trace of a grin On his face. If he worried he hid it. He started to sing as he tackled the thing That couldn’t be done, and he did it! Somebody scoffed: "Oh, you’ll never do that; At least no one ever has done it;" But he took off his coat and he took o...
Jun 10, 2021•2 min
Biren shares the founding story behind MonetizeGTM.com. He talks about how to leverage partnerships effectively , shares his best practices around selling to enterprises and his learnings as a quota-carrying sales rep while working with companies like Optanix, arago GmbH, Wipro and CA Technologies / Computer Associates. If you are interested in better monetizing your B2B partnerships, please visit https://www.MonetizeGTM.com or reach out to Biren at gosai@monetizegtm.com ....
Jun 06, 2021•26 min
Motivation Episode - If by Rudyard Kipling If you can keep your head when all about you Are losing theirs and blaming it on you, If you can trust yourself when all men doubt you, But make allowance for their doubting too; If you can wait and not be tired by waiting, Or being lied about, don’t deal in lies, Or being hated, don’t give way to hating, And yet don’t look too good, nor talk too wise: If you can dream—and not make dreams your master; If you can think—and not make thoughts your aim; If ...
May 30, 2021•2 min
Karen Palmquist , Enterprise Sales and Alliances at the BORN Group, shares her best practices around selling and building long-term strategic alliances. Karen discussed some of her wins, shared her learnings from lost deals and discussed how to effectively leverage the alliances especially in the technology ecosystem. Some of the books referred by Karen on this episode include: - The Keeper of the Bees by Gene Stratton-Porter ( https://www.goodreads.com/book/show/107933.The_Keeper_of_the_Bees) -...
May 25, 2021•31 min
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 President IT for Amtrak. Previously, Judith was Vice President and Chief Informatio...
May 10, 2021•41 min
During the time of this interview Peter Galdi was the Senior Enterprise Account Executive at Signavio and now is the Account Manager - 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 new prospects. He shares his mantra for adding value to your conversations with the...
May 04, 2021•32 min
Debasish Mishra is currently the CTO at WNET Group - in this episode Debasish draws from his experiences of working with vendor partners at companies like WNET Group, NBC Universal, Corning Incorporated, Microsoft and Merck & Co. He re-iterates the importance of listening to the customer and why it is key to invest in the partnership. Give it a listen and please share your feedback at Zia@sellingtoenterprises.com Bio: Debasish Mishra is Chief Technology Officer for The WNET Group. In this ro...
Apr 26, 2021•32 min
