Selling Into Enterprises: Perspectives from the Buyer

About The Talk

Enterprise companies are the holy grail for many B2B startups: stunningly valuable and equally elusive. For many early-stage founders, it can be too tough to sell to Fortune 1000 companies as they hurdle through a hierarchy to navigate, several stakeholders to sway, and lengthy sales cycles.

However for those that figure out how to sell to enterprises, they’ll reap potential multi-year contracts and impressive growth.

Join us on July 31st as we chat with Jinny Uppal, Board Advisor to Anou, and frmr. VP: Next Gen Stores at Bed Bath & Beyond as we discuss the key challenges of selling into enterprise businesses, like lengthy sales cycles, pricing large deals, navigating procurement procedures and finding the right decision-makers.’

Our Guest

Jinny Uppal

Retail Growth Strategist

Jinny Uppal is a seasoned retail executive with business and technology strategy expertise in driving growth in digital and physical retail. Most recently she ran Next-Generation Stores at Bed Bath & Beyond, a test and learn initiative, bringing to life new In-store experiences and store operating models across ~40 stores, delivering growth in sales and customer trips. She also led a new category launch for Decorative Furnishings, building a P&L and channel strategy.

Prior to that, she led industry-first, technology implementations to drive Personalization as well as Omnichannel initiatives fueling Kohls’ transformation journey during 2012-2016. Before joining Kohl’s, she conceptualized and delivered technology solutions across Supply Chain, Merchandise Analytics and Financial Planning at Macys.com, supporting an average 30-40% YOY growth trend for 7 years.

Jinny co-founded a pro-social initiative, ‘I Meditate NY’, to make meditation mainstream and accessible in NYC. She is as a Board Advisor to Anou, a social business in Morocco which enables artisans with direct access to global markets, regardless of literacy and location barriers.

Jinny has a Master’s in Computer Science from Florida International University and completed the Program for Leadership Development at Harvard Business School in 2010. She grew up in Mumbai, India and has lived and worked in NYC, San Francisco, South, Midwest regions of the US as well as Morocco.

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