Selling to Enterprises with Zia Zaid – Détails, épisodes et analyse

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  

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