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.

Including:
– 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?