Scott McPhail, Enterprise Account Manager at Zoho, shares how combining consultative and solution selling creates a powerful, tailored approach—especially in enterprise sales. He walks through how to engage C-suite stakeholders with strategic questions, build rapport through active listening, and then pivot into solving specific frontline pain points with targeted solutions. It’s not about choosing one method—it’s about adapting to every layer of the buyer’s journey.

In this segment, Jonathan Hantsbarger, Regional Accounts Director at Zoho, breaks down the art of negotiation in sales. From avoiding common mistakes like talking too much or rushing the deal, to focusing on value over price and reading the room effectively — this conversation is packed with practical insights that help sales professionals close with confidence and empathy.

Rikesh (Ricky) Thakrar, Director of Account Management at Zoho, shares how AI is transforming everyday sales work, from predicting the best time to reach out, to summarizing emails, enriching customer data, and even coaching reps live on calls.