In this episode, Joyce Lansdale—Vallen's VP of Enterprise Business Development and Chairman of the Industrial Supply Association Board—shares her deep insights on selling to enterprise customers. 

With over 30 years in distribution, she explains exactly what these big clients are looking for, which internal and customer teams have to collaborate in order to have a successful partnership, and the impressive logistics behind delivering unpredictable spot buys (like sourcing a firetruck). 

From dissecting total cost of ownership to outlining the traits of a standout enterprise salesperson, this conversation is a masterclass in navigating the enterprise sales cycle whether you’re a seasoned sales professional or just starting out.