9 episodes

Changing 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.

Ask A Sales Leader: A Forrester Podcast Forrester

    • News
    • 3.7 • 3 Ratings

Changing 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.

    Setting Priorities And Maximizing Impact: A Sit-Down With Forrester’s CSO

    Setting Priorities And Maximizing Impact: A Sit-Down With Forrester’s CSO

    Sales 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.

    • 25 min
    How A Sales Leader At An Early-Stage Company Positioned Their Organization For Success

    How A Sales Leader At An Early-Stage Company Positioned Their Organization For Success

    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.

    • 24 min
    The Future Of Sales And The Differences Between Enterprise and High-Velocity SMB Sales

    The Future Of Sales And The Differences Between Enterprise and High-Velocity SMB 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.

    • 25 min
    How B2B Sellers Can Succeed With Today’s B2B Buyers

    How B2B Sellers Can Succeed With Today’s B2B Buyers

    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.

    • 28 min
    How To Successfully Pivot When COVID-19 Upends Your Business

    How To Successfully Pivot When COVID-19 Upends Your Business

    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.

    • 30 min
    Direct Vs. Indirect Selling Experiences And How To Succeed As A CRO

    Direct Vs. Indirect Selling Experiences And How To Succeed As A CRO

    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.

    • 28 min

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