SalesTechStar Interview with Matthew Sentena, Senior Vice President, Global Sales at Digital.ai

Matthew Sentena, Senior Vice President, Global Sales at Digital.ai takes a moment to share 3-insights on modern-day selling:

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Welcome to this SalesTech Series chat, Matt, tell us about yourself and more about your learnings and takeaways from your journey in the B2B tech market…we’d love to hear more about your role at Digital.ai…

I have 25 years of technology sales experience at companies including Oracle, VMware, CA Technologies and DocuSign, and I specialize in managing long-term, complex and multi-million-dollar sales campaigns while advocating for customers’ success.

In my new role at Digital.ai, I will be leading the global sales teams as well as partnering closely with Digital.ai’s customer experience and engagement team and partner network.

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As a seasoned sales leader; we’d love to know more about the sales processes and strategies you rely on to drive business success? A few thoughts on the salestech you use to further these efforts?

I am a process and data driven sales leader.

At Digital.ai we leverage the MEDDIC sales methodology to ensure we understand our clients business challenge and determine we prioritize where we invest our time and resources.

We couple this methodology with our CRM system to ensure we take a personalized, customer centric approach in all of our engagements.  Our CRM system helps us identify opportunities in our go-to-market strategy, competitive insights and enables predictable revenue forecasting.

Take us through some of the common flaws in a typical B2B sales process that you’d caution sales leaders/sales teams against?

I believe the key to successfully selling into Enterprise clients is focus. I would encourage sales teams in the enterprise space to limit the number of clients have your field sales team calling on.

If your enterprise sellers have too many accounts, they will not be able to focus on customer success and won’t be able to get deep enough into solving for each clients unique business challenge.

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