Great sellers don’t leave success to chance - they master sales operations planning long before a deal appears. In this episode, we break down how disciplined planning, stakeholder orchestration, and early executive engagement turn enterprise complexity into strategic clarity and predictable outcomes.

Harry Kendlbacher sits down with Ludovic Neveu, SVP of Sales at Tricentis, to unpack the unseen systems behind consistent enterprise performance. From strategic selling to stakeholder management, sales process optimization, and cultural nuances in global engagement, Ludovic shares a blueprint for leaders who want to build teams that win with intention, not luck.

🔗 Explore more insights: www.globalperformancegroup.com

You’ll learn:

– How elite sellers plan before pipeline even exists

– Why executive engagement must be intentional, early, and outcome-driven

– What predictable enterprise sales strategy looks like in practice

– How to optimize sales operations planning across regions and cultures

⏱ Timestamps

00:00 – Why sales operations planning drives predictable results

03:40 – Building a disciplined, repeatable sales process (sales process optimization)

07:55 – Planning above quota and thinking like a strategic seller

10:20 – Stakeholder management: mapping legal, finance, security & procurement

13:30 – Executive engagement: when to call higher in enterprise sales strategy

18:35 – Global nuances in strategic selling across regions and cultures

💡 Key Takeaways

- Planning isn’t admin - it’s the engine of predictable performance in enterprise sales.

- Strategic sellers plan for people, not just pipeline, mapping internal and external stakeholders early.

- Executive engagement accelerates deals only when it’s intentional, prepared, and aligned to outcomes.

- Cultural and regional differences matter - processes stay global, but strategies must act local.

- Elite performers win through trust, strategic thinking, and disciplined hard work - not luck.

👤 About the Guest

Ludovic Neveu is the SVP of Sales at Tricentis, where he leads global sales teams across competitive enterprise markets. With over 30 years in software leadership, he is known for building disciplined, scalable sales processes and helping organizations elevate their strategic selling capabilities through intentional planning and executive orchestration.

Connect with Ludovic on LinkedIn: https://www.linkedin.com/in/lneveu/

If this episode sparked new thinking, share it with your team.

🎧 Subscribe for weekly insights on modern selling, leadership, and performance.

🔗 Explore more at www.globalperformancegroup.com