How to Win Enterprise Clients with Process Driven Sales & Strategic Partnerships With Kamal Gregory

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Kamal Gregory sits at the intersection of enterprise selling, SaaS growth, and practical execution. He’s built his career around one idea: complex deals don’t close because you “push harder”, they close when the client sees a clear path from problem to outcome, and your process makes that path easy to trust. In his current role at Capitalize Analytics, Kamal drives partnerships and joint go-to-market efforts, aligning internal teams and external partners to open doors, generate demand, and create value that’s bigger than any single vendor can deliver alone.

Previously, he’s carried the bag in enterprise roles (including Workday Adaptive Planning) where disciplined qualification and pipeline management mattered. For consulting firm owners, this is a sharp episode: how to bring structure to your growth engine, reduce the chaos in your sales cycle, and build relationships, clients and partners, that compound over time.

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Proposed Interview Structure:

1. What pulled you into enterprise sales and partnership driven growth, and how did that evolve into the way you work today?

2. What’s the core problem you help clients and partners solve today, and why has that become your focus?

3. Who are you typically working with now, industries, company size, and the real decision makers you engage at the enterprise level?

4. How do opportunities usually come to you today, partnerships, outbound, social selling, referrals, and what’s actually worked best in your business? Current Aquisition Channels: Referral, Content, Webinars, Cold outreach Sub Question: What’s your take on podcasts as a marketing tool for consultants and enterprise sellers, useful, complementary, or noise?

5. When you’re navigating long, complex sales cycles, what does your personal process look like to move deals forward and close them with confidence?

6. From your own experience, how do you retain clients over time, what do you do deliberately to build trust, keep them coming back, and turn relationships into long-term partnerships?

7. Where do you personally find yourself most stuck right now in your work, whether that’s growth, focus, scale, or something else (if at all)?

8. Looking ahead, where do you see the biggest opportunity, AI/ML, planning tech, alliances, or something else entirely?

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Connect with Kamal Gregory on LinkedIn

LinkedIn link: https://www.linkedin.com/in/kjgregory/?locale=es_ES

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