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&apo...

"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...

The Man Who Thinks He Can Walter D. Wintle:

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 ...

 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 w...

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 a...

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 practi...

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...

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...

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 & best practices on att...

 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 fi...

Rob Waddell is a Sales Leader at Tata Consultancy Services (TCS), a global leader in business and technology services. Rob & 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 & develop a coach in an organization
- Key attributes for an enterpri...

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 organizat...

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 g...

 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...

 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 initiativ...

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 t...

 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, m...

 My guest on this episode is Sudip Dutta, Founder & 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 unpredictabl...