The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

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