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Welcome to #223 of the How To Sell podcast. In this episode, Luigi Prestinenzi, and Dave Fastuca sit down with Georgia Watson from IBM, a leader in Sales Enablement, Growth, and Innovation. Diving deep into the world of enterprise sales, Georgia offers a unique lens into the complexities, strategies, and nuances of selling to giants like IBM, drawing from her vast experience across four continents.

In this episode, Georgia shares her journey from marketing to sales enablement, detailing the intricacies of selling across different cultures and regions. From the varying lengths of the selling process to the decision-making intricacies within IBM, Georgia pulls back the curtain to reveal what really goes into these high-stakes deals. 

The second half pivots to the significance of the buyer's experience, with Georgia underscoring the importance of a salesperson's approach, persistence, and adaptability. Through anecdotes and personal experiences, Georgia presents a case for relationship-building, emotional intelligence, and understanding the buyer's journey as key components for success in enterprise sales.

Wrapping up, hosts Luigi and Dave distill their key takeaways and reflect on the challenges and strategies of selling to large-scale enterprises. 

If you found these takeaways valuable, please consider leaving a 5-star rating on Spotify and a review on Apple Podcasts.

Luigi Prestinenzi - https://shorturl.at/diwy9

Dave Fastuca -  https://shorturl.at/ctvLY

Georgia Watson- https://www.linkedin.com/in/georgiawatson/

**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.