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 (zia@sellingtoenterprises.com)

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 (zia@sellingtoenterprises.com)

End of Season 2

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 Zia@sellingtoenterprises.com

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 <a href="https://www.linkedin.com/in/natenasralla/" rel="nofollow" target="_blank">LinkedIn</a> and link to <a href="http://fluint.io" rel="nofollow" target="_blank">Fluint</a>  Please share your feedback at Zia@sellingtoenterprises.com

Enabling B2B Sales Champions with Nate Nasralla

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 zia@sellingtoenterprises.comRamesh's book is available for purchase at - https://www.amazon.com/Games-Customers-Paperback-Ramesh-Dorairaj/dp/0143442147Ramesh can be reached at - https://www.linkedin.com/in/rameshdorairaj/

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 zia@sellingtoenterprises.com Ramesh's book is available for purchase at - <a href="https://www.amazon.com/Games-Customers-Paperback-Ramesh-Dorairaj/dp/0143442147" rel="nofollow" target="_blank">https://www.amazon.com/Games-Customers-Paperback-Ramesh-Dorairaj/dp/0143442147</a> Ramesh can be reached at - <a href="https://www.linkedin.com/in/rameshdorairaj/" rel="nofollow" target="_blank">https://www.linkedin.com/in/rameshdorairaj/</a>

Buyer - Seller Relationships with Ramesh Dorairaj

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 &amp; 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 

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 &amp; 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

Sales Leadership Qualities with Ajay Kumar

Databricks

 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. 

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  <a href="https://databricks.com/company/careers/open-positions" rel="nofollow" target="_blank">https://databricks.com/company/careers/open-positions</a> and if you are interested, let me know at zia@sellingtoenterprises.com and I will be happy to make introductions.

Greatest Hits - Jessica Cornell, Account Executive at Databricks

Rob Waddell

Rob Waddell is a Sales Leader at Tata Consultancy Services (TCS), a global leader in business and technology services. Rob &amp; 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 &amp; 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. 

Rob Waddell is a Sales Leader at Tata Consultancy Services (TCS), a global leader in business and technology services. Rob &amp; 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 &amp; 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 <a href="https://ibegin.tcs.com/iBegin/" rel="nofollow" target="_blank">https://ibegin.tcs.com/iBegin/</a>.  If interested, please reach out to me at zia@sellingtoenterprises.com and I will be happy to make introductions to Rob.

Greatest Hits - Rob Waddell, Sales Leader @ Tata Consultancy Services

Ian Koniak

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

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 <a href="https://iankoniak.com" rel="nofollow" target="_blank">https://iankoniak.com</a> or reach out to him at <a href="https://www.linkedin.com/in/iankoniak/" rel="nofollow" target="_blank">https://www.linkedin.com/in/iankoniak/</a>. Thanks for listening, please share your feedback at zia@sellingtoenterprises.com

Greatest Hits - Interview w\ Ian Koniak, Leading Sales Coach

Amy Volas

Amy Volas, Founder &amp; CEO, Avenue Talent PartnersNamed 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.comHere is the link to Amy's blog: https://avenuetalentpartners.com/blog/Linkedin Profile: https://www.linkedin.com/in/amyvolas/

Amy Volas, Founder &amp; 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.comHere is the link to Amy's blog: <a href="https://avenuetalentpartners.com/blog/" rel="nofollow" target="_blank">https://avenuetalentpartners.com/blog/</a> Linkedin Profile: <a href="https://www.linkedin.com/in/amyvolas/" rel="nofollow" target="_blank">https://www.linkedin.com/in/amyvolas/</a>

Advice on Getting Hired for Enterprise Sales Leaders w\ Amy Volas

 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.

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.

Greatest Hits - Interview w\ Prasoon Saxena, President at NTT DATA

 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

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' - <a href="https://www.amazon.com/Insight-Led-Selling-Executive-Credibility-Communicate/dp/1544522193" rel="nofollow" target="_blank">https://www.amazon.com/Insight-Led-Selling-Executive-Credibility-Communicate/dp/1544522193</a>

Insight-Led Enterprise Selling with Dr.Stephen Timme 

'Selling to Enterprises' is a humble effort to discuss and learn from the experiences of various leaders with a focus on selling to Enterprises. Zia interviews senior corporate executives (top decision makers &amp; key influencers) , business advisors, sales leaders ( quota-carrying reps &amp; sales heads) and key business / P&amp;L heads, to discuss various topics related to selling to Enterprises. Please write to zia@sellingtoenterprises.com with your feedback and suggestions. Thanks for listening.

Larry Levine

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

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 <a href="https://www.sellingfromtheheart.net/" rel="nofollow" target="_blank">https://www.sellingfromtheheart.net/</a>. Thanks for listening. Please share your feedback at Zia@sellingtoenterprises.com

Selling from the Heart with Larry Levine

 Vignesh Markandan leads the New Business / New logo acquisition for Wipro Limited 's Manufacturing Business unit. Vignesh spoke to us about many sales best practices and his 22-year journey at Wipro. The two main takeaways from this conversation are a) How to build a high-performing sales team and keep them continuously motivated to achieve at the highest level possible b) Key learnings from deal losses, mainly the large complex deals, and keep moving forward.  This is a great listen for all Enterprise Sellers. Would you please leave a review or write to Zia at zia@sellingtoenterprises.com.Would you please leave a review or write to Zia at zia@sellingtoenterprises.com? Thanks for listening. 

Vignesh Markandan leads the New Business / New logo acquisition for Wipro Limited 's Manufacturing Business unit.  Vignesh spoke to us about many sales best practices and his 22-year journey at Wipro. The two main takeaways from this conversation are  a) How to build a high-performing sales team and keep them continuously motivated to achieve at the highest level possible  b) Key learnings from deal losses, mainly the large complex deals, and keep moving forward.  This is a great listen for all Enterprise Sellers.  Would you please leave a review or write to Zia at zia@sellingtoenterprises.com.Would you please leave a review or write to Zia at zia@sellingtoenterprises.com? Thanks for listening.

Greatest Hits - Vignesh Markandan, Sales Leader

 My guest on this episode is Sudip Dutta, Founder &amp; CEO at Relatas. Sudip started Relatas to address issues he faced as a sales rep and a sales head. He shared his best practices and how Relatas is helping companies to sell better, faster, and sell more. Let me know your feedback - zia@sellingtoenterprises.comAbout Relatas:The biggest challenge that most CEOs, CROs, VP Sales, Sales Reps face today is unpredictable sales forecasting. This happens mainly due to no data or, worse, bad data in the CRM. Commit call are more of a status call, Sales reps hate entering data into CRMs leading to limited visibility for management and limited to no insights for sales reps.With No-Data-Entry CRM, Relatas pulls in authentic data. Relatas applies Artificial Intelligence to solve one of the biggest challenges - Sales Forecasting. Relatas is used by professionals from Enterprises, mid-sized companies, to startups. 

My guest on this episode is Sudip Dutta, Founder &amp; CEO at Relatas. Sudip started Relatas to address issues he faced as a sales rep and a sales head. He shared his best practices and how Relatas is helping companies to sell better, faster, and sell more. Let me know your feedback - zia@sellingtoenterprises.com About Relatas: The biggest challenge that most CEOs, CROs, VP Sales, Sales Reps face today is unpredictable sales forecasting. This happens mainly due to no data or, worse, bad data in the CRM. Commit call are more of a status call, Sales reps hate entering data into CRMs leading to limited visibility for management and limited to no insights for sales reps. With No-Data-Entry CRM, Relatas pulls in authentic data. Relatas applies Artificial Intelligence to solve one of the biggest challenges - Sales Forecasting. Relatas is used by professionals from Enterprises, mid-sized companies, to startups.

Greatest Hits - Sudip Dutta, Founder & CEO at Relatas - Sales AI

Helen Fanucci

Interview with Helen Fanucci, Sales Leader at Microsoft Corp.  Helen is also a sought-after industry speaker and advisor to technology growth companies. She loves leading and building successful sales teams focusing on growing revenue and creating long-term customer value and relationships. Her strong suit is working with sales managers who lead complex enterprise engagements, and groups focused on driving high business impact to achieve revenue in excess of market growth by taking share. Helen on LinkedIn -  https://www.linkedin.com/in/helenfanucci/Please share your feedback at zia@sellingtoenterprises.com

Interview with Helen Fanucci, Sales Leader at Microsoft Corp.  Helen is also a sought-after industry speaker and advisor to technology growth companies.  She loves leading and building successful sales teams focusing on growing revenue and creating long-term customer value and relationships. Her strong suit is working with sales managers who lead complex enterprise engagements, and groups focused on driving high business impact to achieve revenue in excess of market growth by taking share.  Helen on LinkedIn -  <a href="https://www.linkedin.com/in/helenfanucci/" rel="nofollow" target="_blank">https://www.linkedin.com/in/helenfanucci/</a> Please share your feedback at zia@sellingtoenterprises.com

Interview w\ Helen Fanucci, Sales Leader at Microsoft Corp.

Kevin McManus

Kevin McManus is an accomplished CIO with 34 years of IT Leadership experience including seven years as the Sr. VP &amp; 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 zia@sellingtoenterprises.com

Kevin McManus is an accomplished CIO with 34 years of IT Leadership experience including seven years as the Sr. VP &amp; 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 zia@sellingtoenterprises.com

Enterprise Buyer's Perspective - Kevin McManus, (Ret.) Sr. VP and CIO at Corning Incorporated

Season 2 is here with many awesome interviews lined up. Please give it a listen and please share your feedback at zia@sellingtoenterprises.com.

Season 2 is here with many awesome interviews lined up. Please give it a listen and please share your feedback at zia@sellingtoenterprises.com.

Season 2 Announcement

While waiting for the Season 2, please enjoy these greatest hits from Season 1Saurabh Atre is the Chief Business Officer at L&amp;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 &amp; 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.comSaurabh has previously held sales &amp; business leadership positions with Tata Consultancy Services, Tech Mahindra, MindTree  &amp; Wipro Technologies.Please give it a listen and please share  your feedback at zia@sellingtoenterprises.com 

While waiting for the Season 2, please enjoy these greatest hits from Season 1 Saurabh Atre is the Chief Business Officer at L&amp;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 &amp; 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 &amp; business leadership positions with Tata Consultancy Services, Tech Mahindra, MindTree  &amp; Wipro Technologies. Please give it a listen and please share  your feedback at zia@sellingtoenterprises.com

Greatest Hits - Saurabh Atre, a Business Leader's Perspective

Andy Nixon

While waiting for the Season 2, please enjoy these greatest hits from Season 1Andy Nixon has recently retired as a senior IT Executive at a Fortune 300  Company...... Andy has been involved in many technology (services, software , hardware and networking) related buying decisions..... and many of them were significantly large and materially impactful.In this interview,  Andy shares many insights including how decisions are made in large companies, what are the dynamics involved, what do they look for in a long term partner..... the importance of integrity and culture in this decisions..... many more great points from his experience of working with external sales organizations over a stellar career journey of last 30 years.As usual, we welcome your feedback at zia@sellingtoenterprises.com..... please keep them coming. 

While waiting for the Season 2, please enjoy these greatest hits from Season 1 Andy Nixon has recently retired as a senior IT Executive at a Fortune 300  Company...... Andy has been involved in many technology (services, software , hardware and networking) related buying decisions..... and many of them were significantly large and materially impactful. In this interview,  Andy shares many insights including how decisions are made in large companies, what are the dynamics involved, what do they look for in a long term partner..... the importance of integrity and culture in this decisions..... many more great points from his experience of working with external sales organizations over a stellar career journey of last 30 years. As usual, we welcome your feedback at zia@sellingtoenterprises.com..... please keep them coming.

Greatest Hits - Andy Nixon, an Enterprise Buyer's Perspective

 While waiting for the Season 2, please enjoy these greatest hits from Season 1 Sudhi Bangalore  is  the Chief Technology Officer for Global Operations. at Stanley Black  &amp; Decker. In this position, Sudhi manages the company’s Advanced Manufacturing Center of Excellence and leads the automation efforts with technologies such as the internet of things, cloud computing, artificial intelligence, 3-D printing, robotics and advanced materials.  Prior to joining the company in 2017, Sudhi was the Global Head of Smart Manufacturing and Industry 4.0 Solutions with WIPRO, and before that was the Global Practice Head for Industrial Automation. Sudhi also held leadership roles with companies such as Danaher Corporation, Siemens and Rockwell Automation.In conversation with Zia Zaid on this podcast, Sudhi shared his experiences of working with various sales organizations and has provided great guidance / advice to enterprise sellers and sales heads on how to work with large enterprises especially with the CXOs &amp; top executives in these organizations.Please leave a review or share your feedback at zia@sellingtoenterprises.com

While waiting for the Season 2, please enjoy these greatest hits from Season 1 Sudhi Bangalore  is  the Chief Technology Officer for Global Operations. at Stanley Black  &amp; Decker. In this position, Sudhi manages the company’s Advanced Manufacturing Center of Excellence and leads the automation efforts with technologies such as the internet of things, cloud computing, artificial intelligence, 3-D printing, robotics and advanced materials.  Prior to joining the company in 2017, Sudhi was the Global Head of Smart Manufacturing and Industry 4.0 Solutions with WIPRO, and before that was the Global Practice Head for Industrial Automation. Sudhi also held leadership roles with companies such as Danaher Corporation, Siemens and Rockwell Automation.In conversation with Zia Zaid on this podcast, Sudhi shared his experiences of working with various sales organizations and has provided great guidance / advice to enterprise sellers and sales heads on how to work with large enterprises especially with the CXOs &amp; top executives in these organizations. Please leave a review or share your feedback at zia@sellingtoenterprises.com

Greatest Hits | Enterprise Buyer - Sudhi Bangalore, CTO (Global Ops) at Stanley Black & Decker

Judith Apshago

 While waiting for the Season 2, please enjoy these greatest hits from Season 1 Judith Apshago discussed her experience of working with external sales organizations  and shared valuable insights for the enterprise sales teams to leverage on a daily basis.Judith Apshago is an accomplished IT executive and an award-winning CIO.  Judith was awarded the 2018 Enterprise Capital CIO of the Year Orbie Award and the Norma Miller Passionate Philanthropist Award in 2016. Judith currently serves as Vice President IT for Amtrak. Previously, Judith was Vice President and Chief Information Officer of U.S. Silica.  Prior to U.S. Silica, Judith held various IT leadership roles with Sigma-Aldrich, BioReliance, and Invitrogen, and spent several years as a consultant with ePresence and PricewaterhouseCoopers. She began her career implementing process improvements within the Department of Defense.Judith holds a Masters in Public Administration from Troy State University, a Masters Certificate in IT Project Management from George Washington University, and Bachelors degrees in Finance and Math from Hood College. She currently serves on the CapitalCIO Leadership Association Advisory Board, the Innovation Advisory Council for Vation Ventures, and the Washington DC CISO Executive Leadership Summit Advisory Board, and holds several volunteer Board roles at Hood College including the Board of Associates, Computer Science Advisory Board, and the Chair of the Career Center Advisory Council.These are the resources mentioned by Judith:The Enterprisers Project - A community helping CIOs and IT leaders solve problems: https://enterprisersproject.com/RedZone Technologies Podcasts with Bill Murphy: https://www.redzonetech.net/podcasts/Inspire CIO – CIO-only community but vendors may nominate CIOs for the Orbie Award or may sponsor the awards for a given chapter or nationally: https://inspirecio.com/

While waiting for the Season 2, please enjoy these greatest hits from Season 1 Judith Apshago discussed her experience of working with external sales organizations  and shared valuable insights for the enterprise sales teams to leverage on a daily basis. Judith Apshago is an accomplished IT executive and an award-winning CIO.  Judith was awarded the 2018 Enterprise Capital CIO of the Year Orbie Award and the Norma Miller Passionate Philanthropist Award in 2016. Judith currently serves as Vice President IT for Amtrak. Previously, Judith was Vice President and Chief Information Officer of U.S. Silica.  Prior to U.S. Silica, Judith held various IT leadership roles with Sigma-Aldrich, BioReliance, and Invitrogen, and spent several years as a consultant with ePresence and PricewaterhouseCoopers. She began her career implementing process improvements within the Department of Defense. Judith holds a Masters in Public Administration from Troy State University, a Masters Certificate in IT Project Management from George Washington University, and Bachelors degrees in Finance and Math from Hood College. She currently serves on the CapitalCIO Leadership Association Advisory Board, the Innovation Advisory Council for Vation Ventures, and the Washington DC CISO Executive Leadership Summit Advisory Board, and holds several volunteer Board roles at Hood College including the Board of Associates, Computer Science Advisory Board, and the Chair of the Career Center Advisory Council. These are the resources mentioned by Judith: The Enterprisers Project - A community helping CIOs and IT leaders solve problems: <a href="https://enterprisersproject.com/" rel="nofollow" target="_blank">https://enterprisersproject.com/</a> RedZone Technologies Podcasts with Bill Murphy: <a href="https://www.redzonetech.net/podcasts/" rel="nofollow" target="_blank">https://www.redzonetech.net/podcasts/</a> Inspire CIO – CIO-only community but vendors may nominate CIOs for the Orbie Award or may sponsor the awards for a given chapter or nationally: <a href="https://inspirecio.com/" rel="nofollow" target="_blank">https://inspirecio.com/</a>

Greatest Hits | Enterprise Buyer - Judith Apshago, VP-IT @ Amtrak

Selling to Enterprises 

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