Sales Leadership & Management Show - For B2B Sales Leaders STEVE GAGLIARDI SHARES WHAT GREAT SALES LEADERS ARE DOING TODAY
Aug 7, 2025
Steve Gagliardi, a seasoned sales leader in healthcare, discusses his inspiring journey from R&D to sales leadership, emphasizing the importance of understanding customer needs. He shares insights on building a customer-first sales model and the challenges of fostering a cultural shift in enterprise selling. Gagliardi highlights essential hiring traits like listening and prioritization, while advocating for daily account habits that drive results. He also explores the strategic use of AI and VR tools for training, urging companies to innovate in their sales enablement efforts.
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From Lab Bench To Sales
- Steve started in R&D and never expected to enter sales but enjoyed helping others solve problems.
- His technical background helped him connect deeply with lab customers while he learned to step back and listen.
Shift From Product To Enterprise
- Steve built a customer engagement channel to shift the team from product silos to enterprise thinking.
- The goal is to sell holistic solutions across the customer's workflow and lifecycle, not isolated instruments.
Train Reps To Speak Enterprise
- Train sales teams to think beyond the instrument and speak to the customer's enterprise needs.
- Equip reps so they can discuss the full solution without sending multiple specialists to the customer.