As more organizations branch out to use multiple cloud platforms and providers, the question becomes: Is there a strategy behind your multicloud decisions, or do they just happen? In this episode, Principal Analyst Lee Sustar and Senior Analyst Tracy Woo discuss the important differences.

Sales 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 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.

Today’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 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.

What 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 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.

How 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.

In 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 successful head of channels
• Keys to successfully aligning channel sales and channel marketing
• What Matt learned from a mistake he made as an enterprise seller
• The future of channels, and what it looks like

What 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.