How To Close Complex B2B Enterprise Deals With Internal Buyers | Kevin Sheehan - 1707

In this episode, Donald speaks with Kevin, the Chief Technology Officer of the Americas at Ciena. They discuss the complexities and challenges of B2B enterprise selling.  Kevin shares insights into the evolving landscape of enterprise deals, emphasizing the importance of understanding the "why" behind a product or service offering. The conversation highlights the need for effective communication and providing memorable examples to decision-making committees, ultimately leading to successful outcomes. The Increasing Complexity of B2B Enterprise Selling As technology advances, B2B enterprise selling has become more complex and confusing. The integration of tools like AI adds layers of complexity to the selling process. It is crucial to adhere to the basics and understand the fundamentals of enterprise selling. The Role of Kevin as the Chief Technology Officer of the Americas Kevin leads a technical team of sales engineers and sales specialists at Ciena. The team's primary objective is to assist business customers in making the right purchasing decisions. Challenges in Enterprise-level and Complex Deals In the past, individual decision-makers played a key role in the purchasing process. However, in today's enterprise deals, decision-making power rests with a complex council of decision-makers. Sales professionals must equip their customers with the necessary skills and tools to present the value proposition to the entire decision-making council effectively. Shifting Focus from the "What" to the "Why" Previously, the sales pitch predominantly focused on describing the technical aspects of the product (the "what").

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I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was working. Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career and earn the income you deserve, hit subscribe and let’s start doing BIG THINGS!