Matt Petrovick: Financial Selling and Business Outcomes

On this week’s episode of Open Source Selling, I sit down with Matt Petrovick, Enterprise Sales Leader at GitLab. In this first of four segments, Matt shares how his education in finance helped give him an initial edge when entering B2B Sales. When he was first hired at IBM over a decade ago he was told that anyone can be taught products and services, but knowing how to sell financially is much harder to teach and critical to successfully selling enterprise solutions.

When selling enterprise solutions, he discusses the importance of understanding business outcomes and then tying those outcomes to specific customer initiatives. If an account executive can do that in the context of a financial impact to the customer, he/she will be able to more effectively navigate the sales cycle and earn more business.

Join me as we ask, listen and learn together!