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Enterprise Sales with Mark Petruzzi and Paul Melchiorre #366

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Enterprise Sales with Mark Petruzzi and Paul Melchiorre #366

In this episode we have not one,  but two sales leaders,  joining us here on Sales Babble. They are the authors of the book titled  “Selling the Cloud”,  Mark Petruzzi and Paul Melchiorre share the key methods they developed, refined, and applied to become enterprise sales cloud software and technology experts.  This episode focuses on complex sales and software sales reps, but this episode is also a solid reference for anyone involved in any type of B2B sales. If you’re selling to multiple people in the room you’ll find the advice in this episode invaluable for sales success.

From Complex Sales to Enterprise Sales

Powerpoints have limits in their ability to persuade. Storytelling is a critical part of selling. They find success with the personal, seller, buyer and competitor stories. All of these attract interest and listeners can identify. 

This is especially useful in the enterprise sale: complex sale with many decision makers that typically have a very long sales cycle. Technology sales usually falls in this category. 

These selling situations have changed with advent of cloud software. Ensuring clients have great service forces companies to re-earn business year after year.

Enterprise Sales Superstars

What makes for sales superstar?  Consider the acronym CARE:

    • Creativity
    • Authenticity
    • Resilience
    • Empathy

If you can bring these characteristics to your buyers you will be successful.

How To Find Mark Petruzzi and Paul Melchiorre

You can find their book   “Selling the Cloud”  on Amazon
You are welcomed to reach on for all your enterprise sales and complex selling questions.

Thank Our Sponsor Habanero Media

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Past Episodes

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

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Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

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