In 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 process and manufacturing in factories

*Marketing's role in supplying the sales factory with raw materials in the form of leads 

*How to leverage high velocity sales processes to execute with speed and penetrate enterprises.

*How to change cultures to support a new strategy, for example moving from on-premise solutions to as-a-service solutions

*How to ensure that outside sales people's time is maximized so that they can be productive

*How to build and manage customer success in a as-a-service model

*Why the sales management system drives behaviors in the sales organization. 

In 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 a complex, team sell

*How to be a successful sales leader

*Why more women are not senior sales leaders and what can be done to change it

In 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 established a testing and learning organization that used customer insights to drive $75M in revenue growth.

*How to drive alignment with marketing and product by focusing on customer centricity.

*The importance of getting customer to value and how to set up and run customer success function.

*The keys to being a successful VP Sales.

In 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+.

In 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. 

In 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.