Introducing our 63rd episode of ON AIR: With Owen – our latest interview video series with honest conversation about scaling revenue, hosted by our Founder & CEO, Owen Richards.
Our 63rd guest is Chris Loveridge, Regional Sales Manager for EMEA at BigPanda, previously Account Director at SAP Customer Experience. Owen and Chris discuss leveraging the team around you through a sales process and managing the politics within enterprise.
– What are you typically doing and who are you working with through an enterprise sales process?
– Who is accountable for the end result?
– How to effectively manage internal and external relationships and how you should split your time and effort between the two
– The most common politics you have to navigate through an enterprise sales process
– When and why you would break the process
– How to get an ‘A-team’ on board
– In-fighting: what does it mean, when do you tend to experience it and could it be a good thing?