Want to create an interactive transcript for this episode?
Podcast: TheInquisitor Podcast with Marcus Cauchi
Episode: Complex Strategic Alliances Selling Enterprise
Description: Zafer Karaca is Vice President, Services & Cloud, Enterprise at IBM.
We discuss the complexity of selling complex enterprise solutions to large corporations. The challenges of getting all the moving parts working in concert internally, within the customer, with partners and even with competitors.
We discuss how the ability to collaborate, even with your rivals is essential when selling to large enterprise customers is key to your customer's success and your own success. We explore how an infinite / growth mindset is essential and why a closed / finite mindset is harmful to you, your company and your...