Juliana Crispo is the CEO of ProvideHQ, an invite-only executive coaching program, and community that helps people become highly-paid enterprise sellers. Juliana is among the Top 20 Sales Influencers and among the Top 50 in Business Development.

In this interview with Juliana, we talk to her about:

• Challenges with enterprise sales and the art of managing an enterprise sales team

• Strategies to identify a prospect’s need

• Identifying companies which are most likely to buy

• Identifying the right decision makers in a company

• How to build relationships with decision makers

• Tactics to reduce sales cycle in enterprise sales

• Positioning product offerings for maximum impact

• Deal tactics; identifying competitors involved, impact of underpricing in an enterprise deal, assessing whether a deal is moving in your favor or not