Vasily Sizov, Chief Revenue Officer at Grid Dynamics, thinks there is a better way. In this B2B sales strategy podcast episode, he explains why Grid Dynamics pairs client partners with practice sales specialists instead of expecting one person to do everything.
The result? One person stays close to the customer while the other brings deep knowledge of the industry. And that combination can change how you create opportunities, grow existing accounts, and become a strategic partner.
But there is a catch. Vasily also explains why the model creates its own challenges, what he looks for when sales hiring, and why even 30 years of experience does not necessarily make someone the right B2B salesperson.
⏱️ Timestamps:
00:00 | Intro
01:18 | Why enterprise sales makes the generalist model harder
03:39 | Combining customer intimacy with vertical expertise
06:47 | Scaling the sales model as the company grows
09:40 | The three traits Vasily hires for
12:34 | How great salespeople create opportunities proactively
16:13 | Why practice sales changes the game
19:19 | What the best B2B salespeople have in common
🔎 What Vasily gets into:
• Why customer intimacy and vertical expertise can be difficult to combine in one sales role
• How practice sales can create business development opportunities instead of simply responding to customer requests
• Why becoming a strategic partner requires more than a good customer relationship
• The three traits Vasily believes separate great B2B salespeople from the rest
• Why years of experience may not tell you what you really need to know when hiring salespeople
This episode is for B2B sales leaders, sales enablement leaders, go to market teams, and enterprise revenue professionals looking to improve sales strategy, account growth, business development, and strategic customer relationships.
About Vasily Sizov
Vasily Sizov is Chief Revenue Officer and Head of Americas at Grid Dynamics. Since joining Grid Dynamics in 2016, he has helped build enterprise accounts and shape the company's sales and account management functions.
Connect with Vasily Sizov on LinkedIn: https://www.linkedin.com/in/vasilysizov/
📃 Resources
🔗 Explore more at: https://globalperformancegroup.com/
🔗 Download "Beyond Discovery" and discover how forward thinking sales leaders are closing the gap between what’s talked about and what’s actually happening inside high performing teams: https://globalperformancegroup.com/white-papers/beyond-discovery-great-needs-arent-stated-they-are-generated
🔗 Try the Revenue Accelerator: https://revenueaccelerator.globalperformancegroup.com
🎧 Prefer audio?
👉 Apple Podcast:
https://podcasts.apple.com/at/podcast/b2b-sales-trends/id1540112247?l=en-GB
👉 Spotify:
https://open.spotify.com/show/5dNb1tA2UfHOR8oGNc5Kbp?si=60f87af8feb74a25
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