The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople. THE SECRET TO CLOSING THE LARGE ENTERPRISE B2B SALE
Jan 7, 2026
Serge Glukoff, a strategic account executive with over 20 years of experience, shares his journey from network engineering to mastering enterprise sales. He highlights the importance of project management certification and how it enhances credibility. Serge discusses effective stakeholder alignment and post-sale engagement, emphasizing the value of long-term relationships. He also identifies early warning signs that can stall deals and contrasts the approaches of patient enterprise sellers with reactive transactional sellers. Dive into his secrets for closing large deals!
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Start With Value, Build To Business
- Develop conversations that build from rapport into business value rather than pitching product features first.
- Aim to give prospects something valuable so they want to keep meeting with you.
Moving From Software To Networking
- Brian described his shift from selling software to hardware where different stakeholders controlled decisions.
- He had to learn network and security concepts to hold conversations with new buyers.
Become Fluent In The Customer's World
- Learn the user's perspective and develop a thirty-minute conversation about the client's problems and outcomes.
- Study, practice, and own industry knowledge so your advice becomes valuable and credible.