David Rudnitsky's guest appearances

David Rudnitsky

The Brandon Bornancin Show

MOBODEXTER

TalkingSense

Brian Williams

Andy Paul

Tom Hopkins

David Karp

Aaron Ross

John Barrows

Bob Burg

Kevin Dorsey

John Reid

Jeff Davis

Richard Harris

Chet Holmes

Ryan Reisert

Jeb Blount

David Wallace

OwlTail

The Man Behind the Literal Playbook on Enterprise SellingA conversation with David RudnitskyWhat would a sales season of TalkingSense be without a conversation with David Rudnitsky, who literally wrote the playbook on enterprise selling? Rudnitsky, who helped grow Salesforce from $51 million to $5 billion is the legend behind The Sales Playbook, which was published in Salesforce Founder &amp; CEO Marc Benioff's best-seller, Behind the Cloud. He joined 6sense CMO and host Latané Conant to share his knowledge. The two discussed: Why you should never compromise on your minimum standard of excellenceThe difference between confidence and arroganceHow to “get your face in the place,” despite the current hybrid selling environment The surprising KPI he tracks to see how engaged his reps areIf you’re looking for inspiration for growing your enterprise sales org, you’ve found it. Listen now. “Think big. Whether you're with the smallest startup or you're with a growing company, think big. Thinking big is an attitude, and it's actions around it.”

The Man Behind the Literal Playbook on Enterprise SellingA conversation with David RudnitskyWhat would a sales season of TalkingSense be without a conversation with David Rudnitsky, who literally wrote the playbook on enterprise selling? Rudnitsky, who helped grow Salesforce from $51 million to $5 billion is the legend behind The Sales Playbook, which was published in Salesforce Founder &amp; CEO Marc Benioff's best-seller, Behind the Cloud. He joined 6sense CMO and host Latané Conant to share his knowledge. The two discussed: <ul><li>Why you should never compromise on your minimum standard of excellence</li><li>The difference between confidence and arrogance</li><li>How to “get your face in the place,” despite the current hybrid selling environment </li><li>The surprising KPI he tracks to see how engaged his reps are</li></ul>If you’re looking for inspiration for growing your enterprise sales org, you’ve found it. Listen now. “Think big. Whether you're with the smallest startup or you're with a growing company, think big. Thinking big is an attitude, and it's actions around it.”

The Man Behind the Literal Playbook on Enterprise Selling - A Conversation with David Rudnitsky

The Sales Acceleration Show Follow @GabeLarsen and @SteveEror on Twitter and LinkedIn: Steve Eror  - Gabe Larsen David Rudnitsky, SVP of Enterprise Sales at InsideSales.com, discusses the principles he's learned over his sales career to close large enterprise deals. Dave's methodology has been honed over the years and was featured in Marc Benioff's book, Behind the Cloud, to describe how Salesforce.com was able to achieve unparalleled success in the enterprise space. 1) Think Big; Have Attitude, Go High -Thinking BIG and having a winning attitude inspires confidence -Thinking BIG and having a winning attitude allows you to play high 2) No Deal is Won or Lost Alone -Enterprise Sales is a team sport, not a spectator sport; it’s a contact sport 3) Connect the Dots: Never Dial for Dollars! Never Cold Call! -Always call with a plan; social due diligence = never having to cold call -Always call/connect as high as possible in an organization 4) Focus on "Why Not" -Find 5 to 6 reasons/red flags why it might not work – always challenge yourself -WHY’s are table stakes, WHY NOT’s win deals 5) Always Take the Deal Off the Table -If a deal is ready, close it; increase deal velocity -Time is the enemy of all deals, work with a sense of urgency 6) Get Your Face in the Place - Walk Their Halls Frequently -Know your customers better than they know themselves -Walking the halls, physically or virtually, builds trust and confidence; get badged 7) Fun Fact Build Instant Credibility -Be a student of our customers’ fun facts 8) Be a Master of Your Business; Be Consultative; Be Prescriptive -Be a trusted advisor; ensure professional services/consultants are involved

<a href="http://www.insidesales.com/resources/podcast/" rel="nofollow" target="_blank">The Sales Acceleration Show</a> Follow <a href="https://twitter.com/GabeLarsen" rel="nofollow" target="_blank">@GabeLarsen</a> and <a href="https://twitter.com/SteveEror" rel="nofollow" target="_blank">@SteveEror</a> on Twitter and LinkedIn: <a href="https://www.linkedin.com/in/stevenerorjr" rel="nofollow" target="_blank">Steve Eror</a> - <a href="https://www.linkedin.com/in/gabelarsen" rel="nofollow" target="_blank">Gabe Larsen</a> <a href="https://www.linkedin.com/in/drudnitsky" rel="nofollow" target="_blank">David Rudnitsky</a>, SVP of Enterprise Sales at <a href="http://www.insidesales.com/" rel="nofollow" target="_blank">InsideSales.com</a>, discusses the principles he's learned over his sales career to close large enterprise deals. Dave's methodology has been honed over the years and was featured in Marc Benioff's book, <a href="http://www.salesforce.com/behindthecloud/" rel="nofollow" target="_blank">Behind the Cloud</a>, to describe how <a href="http://Salesforce.com" rel="nofollow" target="_blank">Salesforce.com</a> was able to achieve unparalleled success in the enterprise space. 1) Think Big; Have Attitude, Go High -Thinking BIG and having a winning attitude inspires confidence -Thinking BIG and having a winning attitude allows you to play high 2) No Deal is Won or Lost Alone -Enterprise Sales is a team sport, not a spectator sport; it’s a contact sport 3) Connect the Dots: Never Dial for Dollars! Never Cold Call! -Always call with a plan; social due diligence = never having to cold call -Always call/connect as high as possible in an organization 4) Focus on "Why Not" -Find 5 to 6 reasons/red flags why it might not work – always challenge yourself -WHY’s are table stakes, WHY NOT’s win deals 5) Always Take the Deal Off the Table -If a deal is ready, close it; increase deal velocity -Time is the enemy of all deals, work with a sense of urgency 6) Get Your Face in the Place - Walk Their Halls Frequently -Know your customers better than they know themselves -Walking the halls, physically or virtually, builds trust and confidence; get badged 7) Fun Fact Build Instant Credibility -Be a student of our customers’ fun facts 8) Be a Master of Your Business; Be Consultative; Be Prescriptive -Be a trusted advisor; ensure professional services/consultants are involved

The Five-Billion Dollar Playbook w/David Rudnitsky @InsideSales.com

Chandramouli Srinivasan He is one of the guys who was instrumental in putting the company to 50Billion USD today. He created sales playbook for his team that contains 11 strategies.…

Salesforce’s most successful salesman no one knows – David Rudnitsky