Eric Shaver
Managing Partner at Kensei Partners and former technology sales leader who has trained tens of thousands of sales professionals globally and specializes in helping sellers adopt business-focused conversations and financial value-driven selling.
Best podcasts with Eric Shaver
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Jan 30, 2024 • 38min
Episode 301: From Tech Sales to Business Conversation with Eric Shaver
Eric Shaver, Managing Partner at Kensei Partners and former tech sales leader who has trained over 20,000 sellers worldwide, talks about shifting sales from product talk to business conversation. He explains why sellers should sell capital allocation and IRR, treat discovery as joint due diligence, and demand pro forma business cases to stop inflated pipelines. Practical tips on operationalizing financial value and reconditioning buyer expectations.
Feb 28, 2024 • 49min
What's Broken In Sales and Can It Be Fixed?
The podcast discusses the gap in traditional sales training, importance of engaging executives, understanding business aspects in sales, challenges in current sales practices, need for a shift in sales training, strategies to better prepare salespeople, understanding corporate finance, business case modeling, and being prescriptive in sales pitches to drive value.
