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 And much more!

In the latest episode of "Ask a Sales Leader", Phil interviews Troy Kanter. 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 under invested in them among other topics!

In 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

In 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

In this episode, 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

In this episode of "Ask A Sales Leader", Phil interviews, Kurt Heusner, VP of Americas Digital Transformation Sales. Kurt is responsible for Citrix's $1B inside sales team in US focused on mid-market and SMB prospect and customers. Topics include: *How to have inside sales work with outside sales teams to facilitate demand for outside sales  *Best practices for renewals teams focused on maintenance renewals

In 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

In 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 thoughts on how to lead a large, geographically distributed sales team. Topics include: *How to structure and lead 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

In this episode of "Ask A Sales Leader", Phil interviews Steve Capezza, VP Premier Agent Sales at Zillow Group, where he leads 550 inside sales reps and is accountable for revenue for 75% of Media, Internet and Technology revenue for the Zillow Group. In this episode, Steve shares his thoughts on:

In 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