NTT DATA Business Solutions

The Future of Selling: How to Balance People, Process, and Technology to Win


As remote environments, growing decision-making teams, and lack of access to key decision makers become the norm, sellers must adapt and find more efficient ways to align their solutions with customers’ priorities. In this webinar discussion, you will hear from best-selling author of The Priority Sale, Bryan Gray, Chief Revenue Officer Jeff Scariano, and Vice President of Customer Experience Bob Meyer on how the selling landscape has changed, what sales organizations need to do to embrace this change and where technology fits into an overall winning strategy.

Key Takeaways:

  • Understand how to adapt your strategy and sales organization to the evolution of the selling environment.
  • Learn to combat the 3 Deadly C’s: Compressed sales cycles, consensus decision making, and commoditization in your customers eyes.
  • Avoid selling by the “Buyer’s Playbook.”
  • Understand the best way to use technology to your advantage without compromising your process or your people.

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Meet the Speakers

Bryan Gray
Bryan Gray
CEO, Revenue Path Group

Bryan Gray is the CEO of Revenue Path Group (RPG), where he and his colleagues guide revenue teams through periods of high velocity and uncertainty. Having previously led two businesses to the Inc. 500 list of fastest-growing companies, Bryan’s group is well positioned to understand today’s highly competitive arena and help companies activate their prospects to make better and faster decisions. 

Bryan's approach is based on RPG’s belief that the biggest threat facing modern business is commoditization, compressed selling time, and consensus decision making—what RPG terms “the 3 Deadly Cs” and explores in Bryan’s first book, The Priority Sale: How to Connect Your Real Impact to Your Prospects’ Top Priorities, which quickly rose to the #1 spot in the Amazon New Releases in Sales and Selling Management category. 

Jeff Scariano
SVP & Chief Revenue Officer, NTT DATA Business Solutions

Jeff Scariano is Senior Vice President, Revenue Generation Group, at NTT DATA Business Solutions. In this role, Mr. Scariano is responsible for management of pre-sales, sales and marketing activities in North America across all lines of business including software, consulting, and managed services.

Jeff's career spans more than 27 years in software, manufacturing and technology industries, while holding positions in sales, sales management and strategy development. During his career he has held many senior-level management positions at companies like Avery Dennison, SAP and OpenText.


Bob Meyer
Bob Meyer
Vice President of Customer Experience Solutions, NTT DATA Business Solutions

Bob Meyer serves as the Vice President of the SAP CX line of business at NTT DATA Business Solution US. He has been in the technology space for over 30 years. For the past 20+ years he has focused on delivering CX solutions for customers and is directly involved in providing both strategic and tactical leadership across the business.

Bob focuses on helping clients realize the potential of digital transformation to help their business grow today and into the future. He is passionate about how people can leverage technology to solve their problems.