Enterprise sales isn’t about pushing products. You need trust, strategy, and innovation to win multi-million-dollar deals.

Fergal is joined by Eamonn Hughes, VP of Corporate Financial Affairs at Johnson Controls.

With over 30 years’ experience leading global sales teams and driving adoption of technologies from enterprise analytics to IoT and smart building solutions, Eamonn shares a career’s worth of insights into the art and craft of selling.

He goes deep into methodologies such as challenger selling and insight-based selling, showing how to transform complex technology into compelling stories that win senior-level buy-in.

The conversation also covers the transition from sales rep to sales leader, the vital role of coaching and mentoring, and how account planning can unlock growth in large enterprise accounts.

Fergal and Eamonn finish the episode by exploring the impact of generative AI on enterprise sales.

Timestamps

00:00 – Introducing guest Eamonn Hughes

01:35 – Lessons from the early days of sales

07:50 – Breaking into IoT and smart building innovation

14:09 – Coaching and mentoring in sales

20:50 – Account planning and strategies for enterprise growth

25:15 – Generative AI and the future of selling

30:17 – Get in touch with Eamonn

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Connect with Fergal:

Website: www.sysvelocity.com

Contact: Get In Touch

LinkedIn: Fergal O’Carroll

Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops

Connect with Eamonn:

LinkedIn: Eamonn Hughes