Latest Salesplanning Podcast Episodes
Setting Priorities And Maximizing Impact: A Sit-Down With Forrester’s CSO
Ask A Sales Leader: A Forrester Podcast - March 29, 2022 04:00 - 25 minutes ★★★★★ - 13 ratingsSales 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 Forreste...
How A Sales Leader At An Early-Stage Company Positioned Their Organization For Success
Ask A Sales Leader: A Forrester Podcast - March 15, 2022 04:00 - 24 minutes ★★★★★ - 13 ratingsSales 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 ...
The Future Of Sales And The Differences Between Enterprise and High-Velocity SMB Sales
Ask A Sales Leader: A Forrester Podcast - March 01, 2022 05:00 - 25 minutes ★★★★★ - 13 ratingsThe 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...
How B2B Sellers Can Succeed With Today’s B2B Buyers
Ask A Sales Leader: A Forrester Podcast - February 15, 2022 05:00 - 28 minutes ★★★★★ - 13 ratingsToday’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 s...
How To Successfully Pivot When COVID-19 Upends Your Business
Ask A Sales Leader: A Forrester Podcast - February 01, 2022 05:00 - 30 minutes ★★★★★ - 13 ratingsHow 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
Ask A Sales Leader: A Forrester Podcast - January 18, 2022 05:00 - 28 minutes ★★★★★ - 13 ratingsWhat 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 th...
How To Make Sense Of, And Get The Most From, Sales Technology
Ask A Sales Leader: A Forrester Podcast - January 13, 2022 05:00 - 27 minutes ★★★★★ - 13 ratingsHow 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...
What It Takes To Build A Channel Program That Scales Revenue
Ask A Sales Leader: A Forrester Podcast - September 15, 2021 04:00 - 25 minutes ★★★★★ - 13 ratingsHow 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
Ask A Sales Leader: A Forrester Podcast - September 15, 2021 03:00 - 25 minutes ★★★★★ - 13 ratingsIn 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 progra...
The Keys To Motivating Your Sales Reps
Ask A Sales Leader: A Forrester Podcast - September 01, 2021 04:00 - 24 minutes ★★★★★ - 13 ratingsWhat 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
Ask A Sales Leader: A Forrester Podcast - September 01, 2021 03:00 - 24 minutes ★★★★★ - 13 ratingsIn 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...
Episode #15: How to hire and develop sales reps with Tom Schutz, SVP Global Revenue Edge By Ascential
Ask A Sales Leader: A Forrester Podcast - December 05, 2019 15:13 - 27 minutes ★★★★★ - 13 ratingsIn 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 m...
Episode #14: Selling complex deals to enterprises with Bruce Hembree, VP and GM Americas, Ciena
Ask A Sales Leader: A Forrester Podcast - October 28, 2019 19:15 - 23 minutes ★★★★★ - 13 ratingsIn 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 l...
Episode #13: How to quickly Integrate acquired sales teams, with Tony Rossabi, EVP and CRO of Tierpoint
Ask A Sales Leader: A Forrester Podcast - September 26, 2019 19:46 - 24 minutes ★★★★★ - 13 ratingsIn 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, marketi...
Episode #12: Leading a $1B Inside Sales Team with Kurt Heusner, VP of Americas Digital Sales, Citrix
Ask A Sales Leader: A Forrester Podcast - September 11, 2019 02:08 - 29 minutes ★★★★★ - 13 ratingsIn 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 cl...
Episode #11: Part 2-Setting up a high velocity sales motion with Mark Roberge, former CRO HubSpot
Ask A Sales Leader: A Forrester Podcast - August 05, 2019 14:28 - 14 minutes ★★★★★ - 13 ratingsIn 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-...
Episode #10: Leading large, complex sales teams with Cyrille Brisson, VP of Sales and Marketing EMEA, Eaton Industries
Ask A Sales Leader: A Forrester Podcast - July 23, 2019 11:00 - 25 minutes ★★★★★ - 13 ratingsIn 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 an...
Episode #9: Leading a high velocity sales team with Steve Capezza, VP Premier Agent Sales, Zillow
Ask A Sales Leader: A Forrester Podcast - July 10, 2019 15:26 - 28 minutes ★★★★★ - 13 ratingsIn 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...
Episode #8: Scaling revenue from $0 to $100M with Mark Roberge, former CRO of HubSpot (Part 1)
Ask A Sales Leader: A Forrester Podcast - June 13, 2019 15:56 - 14 minutes ★★★★★ - 13 ratingsIn 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 ...
Episode #7: Scaling revenue from $38M to $600M-with Paula Shannon, former CSO Lionbridge Technologies
Ask A Sales Leader: A Forrester Podcast - March 14, 2019 15:41 - 29 minutes ★★★★★ - 13 ratingsIn 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 f...
Episode #6 How to lead sales transformations with Todd Abbott, EVP Global Sales and Services, Mitel
Ask A Sales Leader: A Forrester Podcast - February 27, 2019 16:08 - 31 minutes ★★★★★ - 13 ratingsIn 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 transforma...
Episode #5: How to lead sales teams with both high velocity and complex sales motions with Judi Hand, CRO TTEC
Ask A Sales Leader: A Forrester Podcast - February 14, 2019 16:30 - 25 minutes ★★★★★ - 13 ratingsIn 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 ...
Episode #4-How to lead no touch/low touch sales motions with Norm Happ, SVP Sales, Evernote
Ask A Sales Leader: A Forrester Podcast - January 30, 2019 13:22 - 22 minutes ★★★★★ - 13 ratingsIn 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 $35...
Episode #3: Scaling start up sales teams to $50M+ with Bill Clifford, CRO, SessionM
Ask A Sales Leader: A Forrester Podcast - December 13, 2018 15:31 - 23 minutes ★★★★★ - 13 ratingsIn 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 ...
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
Ask A Sales Leader: A Forrester Podcast - November 28, 2018 16:30 - 24 minutes ★★★★★ - 13 ratingsIn 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 specializati...
Episode #1: Tips for leading sales teams with complex sales motions with JD Daunt, Chief Commercial Officer Liquidity Services
Ask A Sales Leader: A Forrester Podcast - November 13, 2018 01:25 - 26 minutes ★★★★★ - 13 ratingsIn 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 leadersh...
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