Selling to Enterprises with Zia Zaid

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 [email protected]

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 [email protected]

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 [email protected]  

"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 wrong that you mustn’t quit.

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 go
To the stronger or faster man,
But soon or late the man who wins
Is the man who thinks he can.

 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 [email protected] 

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 also the author of “The Unstoppable Sales Machine”. To learn more about Shawn and his work you can visit www.shawncasemore.com .

Shawn's Books:

The Unstoppable Sales Machine

https://www.amazon.com/Unstoppable-Sales-Machine-Connect-Customers/dp/1032180544/ref=sr_1_4?crid=3BIYOJZQQ6UG1&keywords=unstoppable+sales+machine&qid=1659016570&sprefix=%2Caps%2C46&sr=8-4

The Unstoppable Organization

https://www.amazon.com/Unstoppable-Organization-Empower-Customers-Revenue/dp/1632651246/ref=sr_1_1?crid=29X56VNY3WX7&keywords=the+unstoppable+organization&qid=1659016676&refinements=p_n_feature_browse-bin%3A2656022011&rnid=618072011&s=books&sprefix=the+unstoppable+organization%2Caps%2C50&sr=1-1

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/michaeljwagner18/

Please share your feedback at [email protected]

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 ([email protected])

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 deal stalls? How do you get it moving again? 
 - What's something that most enterprise reps get wrong about champions? 

Nate on LinkedIn and link to Fluint  Please share your feedback at [email protected]

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 building great buyer-seller relationships. Please share your feedback at [email protected]

Ramesh's book is available for purchase at - https://www.amazon.com/Games-Customers-Paperback-Ramesh-Dorairaj/dp/0143442147

Ramesh can be reached at - https://www.linkedin.com/in/rameshdorairaj/