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Steve Fitz

Seasoned Chief Revenue Officer with experience in enterprise software sales at companies like EMC Dell, Isilon, Avaya, MAP-R, Sumo Logic, and Invicti Security. Currently serves as CRO at Modern Health.

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Feb 20, 2025 • 1h 8min

Lessons from the Grind: Tackling Complex Enterprise Sales

Steve Fitz, a seasoned Chief Revenue Officer with a wealth of experience in enterprise software sales, shares invaluable insights on navigating complex sales cycles. He emphasizes the importance of effective customer discovery and building trust to overcome skepticism in sellers. Fitz discusses the balance of active listening and strategic questioning as keys to relationship-building. He also highlights the challenges posed by procurement departments and the significance of long-term perspectives in achieving success in enterprise sales.