Ayal Steinberg discusses IBM strategy, moving to the cloud, value selling and value vs. price.

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Abstract

Hosted by Al Martin, VP, Data and AI Expert Services and Learning at IBM, Making Data Simple provides the latest thinking on big data, A.I., and the implications for the enterprise from a range of experts.

This week on Making Data Simple, we have Ayal Steinberg, Global Sales VP, Data and AI at IBM. Ayal Steinberg is the Vice President of Global Sales for IBM's Data and AI business unit. In his capacity Ayal oversees IBM's largest and one of the most strategic business units with over 1,500 people and several billion dollars of annual revenue. Ayal has proven success in managing complex and global sales organizations. Throughout his career, Ayal has created and led high-performing sales teams focused on selling complex software solutions to some of the world’s most well-known brands in more then 50 countries. Prior to IBM, Ayal successfully led sales teams through transformation and hyper growth at IBM Netezza, Oracle, Datastax (the open source provider of Apache Cassandra), and other enterprise software companies. Earlier in his career, Ayal was a pioneer in selling software for several start-ups in price optimization and advanced analytics. Ayal majored in Economics from Binghamton University, State University of New York.

Show Notes
4:00 – Ayal’s back ground

15:33 – IBM strategy

18:45 – Moving to cloud

21:23 – Why IBM

23:24 - Value Selling

27:58 – Value vs. price

29:57 - Skills set

31:20 – How do you bring someone back around

Solution Selling

Challenger Sale

Strengths Finder 2.0

Connect with the Team
Producer Kate Brown - LinkedIn.
Producer Steve Templeton - LinkedIn.
Host Al Martin - LinkedIn and Twitter.