This week’s episode of The Pursuit Desk features Mike Scariano, Vice President of Sales at Neudesic, a technology consulting organization with over 800 global employees.
Mike manages a $100M sales budget and brings over 17 years of experience in the Microsoft System Integrator Partner Channel.
Time stamps and topics covered:
5:21 Building an effective pursuit process for a national sales organization.
8:12 Leveraging multiple channels to acquire net-new consulting clients.
10:10 Making the life of sellers easier with multi-channel lead generation.
10:25 How to cross-sell and overcome the challenge of a geographically separated sales team.
11:57 Sharing the skills of consultants is more important now than ever.
12:32 How has ikaun changed the way Neudesic staff’s its consultants?
13:16 What to do with consultants hitting the bench during a slowed workload due to COVID-19.
14:31 Embracing automation during economic downturns.
15:23 Why does he give clients access to view his consultant’s experience?
17:43 Remote work lowered the burden on clients to pay for travel & expenses, allowing the selling community to help companies they normally wouldn’t be able to.
18:45 Breaking up the sales team into sales enablement, onboarding, and reporting.
19:30 Why he’s doubling down on sales enablement.
19:52 The single commonality and struggle that the team faces with sales enablement.
20:38 How to share success stories in real-time.
21:37 Choosing which RFPs to respond to, why he’s selective, and why he didn’t respond to a lot of them.
22:49 Increasing RFP win-rate with the pursuit desk.
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