Ask A Sales Leader: A Forrester Podcast
26 episodes - English - Latest episode: about 2 years ago - ★★★★★ - 13 ratingsChanging buyer dynamics have upended the status quo for B2B sellers. To help sales leaders navigate these shifts and gain new perspectives, Forrester’s Ask A Sales Leader podcast taps top B2B sales executives for insights on what it takes to achieve and sustain sales success.
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Episodes
Setting Priorities And Maximizing Impact: A Sit-Down With Forrester’s CSO
March 29, 2022 04:00 - 25 minutes - 35.2 MBSales leaders are sprinting to adapt as the world of B2B sales rapidly evolves; if a sales leader does not pace out change, however, they will fail to drive long-term impact. Listen to this week’s episode of Ask A Sales Leader as Phil sits down with Kelley Hippler, chief sales officer at Forrester, who shares advice on how B2B sales leaders can set priorities to maximize top- and bottom-line business impact.
How A Sales Leader At An Early-Stage Company Positioned Their Organization For Success
March 15, 2022 04:00 - 24 minutes - 33.6 MBSales leaders at early-stage companies need to know what they’re getting themselves into, as they face unique challenges to growing business, such as the need to build stronger relationships without a foundational reputation. Listen to this week’s episode of Ask A Sales Leader as Phil interviews Aaron Bollinger, chief revenue officer (CRO) of Kronologic, who shares best practices for sales leaders at early-stage companies and offers his outlook on the future of B2B sales.
The Future Of Sales And The Differences Between Enterprise and High-Velocity SMB Sales
March 01, 2022 05:00 - 25 minutes - 35 MBThe future of sales is here. Sales leaders must adapt to the changes it’s bringing because they’re only widening the gaps between enterprise and high-velocity SMB selling. Listen to the latest episode of Ask A Sales Leader to hear Phil interview Bill Kiriakis, chief revenue officer of Adjust, who shares insights on the differences between enterprise selling and high-velocity SMB selling.
How B2B Sellers Can Succeed With Today’s B2B Buyers
February 15, 2022 05:00 - 28 minutes - 38.9 MBToday’s B2B buyers behave very differently from the B2B buyers of just a few years ago. Liam Halpin, vice president sales, EMEA and LATAM sales solutions at LinkedIn, joins Ask A Sales Leader to describe the recent evolution of the B2B buying process and the competencies today’s sellers need to succeed.
How To Successfully Pivot When COVID-19 Upends Your Business
February 01, 2022 05:00 - 30 minutes - 41.2 MBHow can you change course successfully when COVID-19 takes away your largest source of leads? Find out as Brendan Walsh, chief revenue officer at Origina, a third-party support company for IBM customers, shares his experiences of refocusing his sales organization during the pandemic.
Direct Vs. Indirect Selling Experiences And How To Succeed As A CRO
January 18, 2022 05:00 - 28 minutes - 38.8 MBWhat does it take to be a successful chief revenue officer (CRO)? And how do experiences in indirect selling help? Chris Doggett, CRO at Acquia, an open source company that provides a digital experience platform, joins Ask A Sales Leader to dive into his experiences in indirect selling and how that has helped him succeed in his current role.
How To Make Sense Of, And Get The Most From, Sales Technology
January 13, 2022 05:00 - 27 minutes - 38.1 MBHow can sales technology help your sales organization improve productivity and results? And with so many options available, what technology should you purchase to assist your sellers? On this special episode of Ask A Sales Leader, host Phil Harrell takes questions from his Forrester colleagues on the ways sales technologies can benefit sales organizations and how sales leaders should navigate the convoluted landscape of sales tech solutions.
What It Takes To Build A Channel Program That Scales Revenue
September 15, 2021 04:00 - 25 minutes - 35 MBHow can sales leaders implement and manage a successful channel program? Matt Harrell, global head of channels and alliances at Cloudflare, a web infrastructure and website security company, offers his perspectives on this episode of Ask A Sales Leader.
Episode #17: What it takes to build a channel program that scales revenue with Matt Harrell, Head of Global Channels, Cloudflare
September 15, 2021 03:00 - 25 minutes - 35.6 MBIn the latest episode of "Ask a Sales Leader", Phil interviews his identical (in looks and voice!) twin brother Matt Harrell, Global Head of Channels & Alliances at Cloudflare. Matt shares insights on his experience as a channel leader, and how to implement and manage a successful channel program. Topics include: How experience as a direct seller helps Matt as channel leader Different channels models, and how each can help your organization How to reduce channel conflict How to be a ...
The Keys To Motivating Your Sales Reps
September 01, 2021 04:00 - 24 minutes - 33.3 MBWhat does it take to motivate sales reps to become successful? Find out as Troy Kanter, CEO of sales talent analytics company AuctusIQ, shares his insights and experiences on this episode of Ask A Sales Leader.
Episode #16: Understanding what it take to be a successful sales rep, and how to motivate your reps as a sales leader with Troy Kanter, CEO & Co-Founder of AuctusIQ
September 01, 2021 03:00 - 24 minutes - 33.8 MBIn the latest episode of "Ask a Sales Leader", Phil interviews Troy Kanter, CEO & Co-Founder of AuctusIQ. Troy shares insights into how to motivate and develop sales reps and what it takes to be a successful sales rep. Topics include: What is different for sales leaders at startups compared to larger, Fortune 500 companies? The top things Troy hears from sales execs when discussing their salesforces The importance of frontline sales managers, and why organizations have historically und...
Episode #15: How to hire and develop sales reps with Tom Schutz, SVP Global Revenue Edge By Ascential
December 05, 2019 15:13 - 27 minutes - 25.6 MBIn the latest episode of "Ask a Sales Leader", Phil interviews Tom Schutz, SVP of Global Revenue of Edge By Ascential. Tom shares insights into how to motivate and develop sales reps and what it takes to be a successful sales rep. Topic include: Why is it critical for sales leaders to spend more time on time on talent management, retention and development How to sell complex, be-spoke solutions by using solution selling Why "travel as appropriate" is a more appropriate term than inside ...
Episode #14: Selling complex deals to enterprises with Bruce Hembree, VP and GM Americas, Ciena
October 28, 2019 19:15 - 23 minutes - 32.5 MBIn this episode of "Ask A Sales Leader", Phil interviews Ciena's VP and GM of Americas, Bruce Hembree, who leads 500 sales reps for the $3B revenue provider of Network Solutions for Optical Transport and Switching, Carrier Ethernet, Data and Broadband Networks. Topics include: *The keys to leading complex, sales organizations selling multi-hundred thousand dollar technical solutions by setting vision, strategy and execution *What it takes to be a successful enterprise sales rep today ...
Episode #13: How to quickly Integrate acquired sales teams, with Tony Rossabi, EVP and CRO of Tierpoint
September 26, 2019 19:46 - 24 minutes - 22.8 MBIn this episode of "Ask A Sales Leader", Phil interviews Tony Rossabi, EVP and CRO of Tierpoint, a high-end provider of enterprise-grade data center and web hosting services, including cloud computing, colocation, and managed IT. Tony is responsible for all GTM functions-including sales, marketing, customer success, and professional services. Topics include: *Best practices of how to integrate sales teams, including the need to evaluate talent quickly and why it's important to minimize the...
Episode #12: Leading a $1B Inside Sales Team with Kurt Heusner, VP of Americas Digital Sales, Citrix
September 11, 2019 02:08 - 29 minutes - 27 MBIn this episode of "Ask A Sales Leader", Phil interviews, Kurt Heusner, VP of Americas Digital Sales for Citrix. Kurt is responsible for Citrix's inside sales team in US that drives $1B in revenue from mid-market and SMB prospect and customers. Topics include: *How to have inside sales both close business in the SMB and mid-market segments and also partner with outside sales teams and partners to facilitate demand for the enterprise segment *Best practices for renewals teams focused on m...
Episode #11: Part 2-Setting up a high velocity sales motion with Mark Roberge, former CRO HubSpot
August 05, 2019 14:28 - 14 minutes - 13.3 MBIn this episode of "Ask A Sales Leader", Phil shares part 2 of his interview with HBS Professor Mark Roberge, who was the Chief Revenue Officer of HubSpot for 7 years, and grew revenue from $0 to $100M: Topics include: *Why companies should put sales, marketing and customer success under CROs-ensure a seamless experience for the buyer *How sales leaders should align with marketing leaders to get the leads they need to be successful *Why setting up a 3x3 matrix for leads that are genera...
Episode #10: Leading large, complex sales teams with Cyrille Brisson, VP of Sales and Marketing EMEA, Eaton Industries
July 23, 2019 11:00 - 25 minutes - 23.1 MBIn this episode of "Ask A Sales Leader", Phil interviews Cyrille Brisson, VP of Sales and Marketing of EMEA for Eaton Industries where he manages 2,400 sales people. Cyrille shares his thoughts on how to lead a large, geographically distributed sales team. Topics include: *How to structure and lead a sales team with a complex matrix of 50 product lines with subsidiaries around the world *How to drive efficiency by focusing on both the individual level and company level by investing mass...
Episode #9: Leading a high velocity sales team with Steve Capezza, VP Premier Agent Sales, Zillow
July 10, 2019 15:26 - 28 minutes - 26.2 MBIn this episode of "Ask A Sales Leader", Phil interviews Steve Capezza, Zillow's VP Premier Agent Sales, where he leads 550 inside sales reps and is accountable for 75% of the Media, Internet and Technology revenue for Zillow Group. In this episode, Steve shares his thoughts on: *What it takes to succeed as a VP of Sales leading a high velocity sales motion pursuing the SMB segment *How to generate order velocity and how to make it "rinse and repeat" at scale *The importance of culture...
Episode #8: Scaling revenue from $0 to $100M with Mark Roberge, former CRO of HubSpot (Part 1)
June 13, 2019 15:56 - 14 minutes - 13.3 MBIn this episode "Ask A Sales Leader", Phil interviews Mark Roberge, who was the Chief Revenue Officer of HubSpot for 7 years and led revenue growth from $0M to $100M. Topics include: *How to build a high performance inside sales team *How to generate predictable and scalable revenue growth *How to use data to hire, train, coach and provide demand generation to reps *How future of sales driven by three big trends-today's buyer has changed, everything become data driven, subscription ...
Episode #7: Scaling revenue from $38M to $600M-with Paula Shannon, former CSO Lionbridge Technologies
March 14, 2019 15:41 - 29 minutes - 26.9 MBIn this episode of "Ask A Sales Leader", Phil interviews Paula Shannon, who was the Chief Sales Officer of Lionbridge Technologies for 18 years, managed 150 reps and helped grow revenues from $38M to $600M. Topics include: *Why sales leaders need to think more like GMs *Why it is critical for sales leaders to implement tight operational controls to manage their business and be data driven *The keys to running a complex, enterprise sales motion *Why CAC and LTV are essential metrics ...
Episode #6 How to lead sales transformations with Todd Abbott, EVP Global Sales and Services, Mitel
February 27, 2019 16:08 - 31 minutes - 29 MBIn this episode of "Ask A Sales Leader", Phil interviews Todd Abbott, EVP of Sales and Services Mitel, a $1.3B provider of unified communications solutions for businesses. Todd leads a 1,700 employee sales organization and shares his expertise on the following topics: *How to drive transformations and why first line sales managers are the key to success *How to set up a high velocity sales motion to target the SMB segment *Why there are strong similarities between the SMB sales proces...
Episode #5: How to lead sales teams with both high velocity and complex sales motions with Judi Hand, CRO TTEC
February 14, 2019 16:30 - 25 minutes - 23 MBIn this episode of "Ask A Sales Leader", Phil is joined by Judi Hand, CRO TTEC, a $400M provider of a business process outsourcing. Judi shares her views on how to align sales and marketing around pipeline and bookings, the differences of selling to SMB vs. enterprises and how to improve sales productivity. Topics include: *How chief revenue officers should balance sales and marketing aspects of their jobs *How to increase sales productivity *The different sales roles required for ...
Episode #4-How to lead no touch/low touch sales motions with Norm Happ, SVP Sales, Evernote
January 30, 2019 13:22 - 22 minutes - 20.3 MBIn this episode of "Ask A Sales Leader", Phil interviews Norm Happ, SVP Sales, Customer Success and Partnerships at Evernote, a provider of the app that keeps consumers and businesses organized. Norm shares his experience building and leading inside sales teams as large as 450 employees and $350M in revenue. Topics include: *How to drive B2B sales within a B2C company. *How to lead and manage high velocity sales motion based on Norm's experience at Intuit and Evernote. *How he estab...
Episode #3: Scaling start up sales teams to $50M+ with Bill Clifford, CRO, SessionM
December 13, 2018 15:31 - 23 minutes - 21.8 MBIn this episode of "Ask A Sales Leader", Phil interviews start up veteran Bill Clifford, CRO SessionM, a SaaS start up provider of customer engagement solutions. Bill shares his insights into how to acquire initial customers, what to look for in hiring start up sales reps and how to scale from early stage to $50M+.
Episode #2: How to scale a sales org in a hyper growth company with a high velocity sales motion with Bryan Hauptman, SVP Global Sales, Datto
November 28, 2018 16:30 - 24 minutes - 22.9 MBIn this episode of "Ask a Sales Leader", Phil is joined by Bryan Hauptman, SVP of Global Sales of Datto, the world's leading provider of MSP-delivered IT solutions. Learn how Bryan has scaled his sales organization from 50 to 500 sales reps and driven hyper growth by utilizing role specialization and establishing a strong, team first culture.
Episode #1: Tips for leading sales teams with complex sales motions with JD Daunt, Chief Commercial Officer Liquidity Services
November 13, 2018 01:25 - 26 minutes - 24.6 MBIn this episode of "Ask A Sales Leader", Phil is joined by JD Daunt, Chief Commercial Officer of Liquidity Services, a $300M provider of e-commerce solutions to manage, value, and sell inventory and equipment for business and government clients. JD who offers his best practices on sales leadership, answers questions about how to move to a hunter farmer model, offers tips on compensation design and shares how to turn colleagues into force multipliers for the sales team.