SAP Experts Podcast Episode 60: A Masterclass in Sales (Part 2 of 2) - Eric Shaver

Guests: Eric Shaver – Managing Partner, Kensei Partners LLC Host: Alexander Greb - Customer Advisory Lead S/4HANA, SAP “An opportunity is a project, a pipeline is a program!” In the second part of our “Masterclass in Sales”, Eric Shaver, Managing Partner of Kensei Partners LLC takes us on a journey through his paradigms of sales execution excellence. We discuss how we can take something as our pipeline and rationalize it, how to handle forecasts in a sane way, how salespeople develop a business asset and create customer value, how you can win without the use of discounts and who you can make your customer respect your cost of sales and so much more. And btw finally we find out why salespeople are always portrayed in Hollywood movies as depressing or goofy. All of that in this 2nd part of our “Masterclass in Sales” here at the SAP Experts Podcast. Follow Alex: https://www.linkedin.com/in/alexandergreb/ Follow Eric: https://www.linkedin.com/in/eshaver/ Please like, share and subscribe! Give us feedback or provide us your questions at [email protected]. Music by Dan Phillipson