David Kreiger chats with Bob Spina, who is developing a Sales Advisory practice and has just departed from ON24, where he led Enterprise Sales. Previously, Bob led the Strategic sales team to record growth at Gong. He has a proven track record of unlocking seller performance and building high-performing teams across various organizations, from startups to mid-sized firms, and even a half-billion-dollar business at Cisco. In this episode, we dive into: Strategies for high-performing enterprise sales teams: behind the scenes of Gong's growth, the need for a different playbook when transitioning from SMB to enterprise sales, tackling enterprise-level challenges, the right time to hire frontline managers when building enterprise sales teams, coaching your team on account planning, the "Groundswell Outbound Approach", why extended enablement programs are key, the role of customer success when going upmarket and building trust between sales leaders and their teams. Rapid Fire Q&A Connect with Bob Spina: https://www.linkedin.com/in/bobspina/ Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger https://salesroads.com/ Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes! https://www.linkedin.com/company/sell-like-a-leader-podcast/

Ask this episode

“What did the council decide on item 42?” — answered with the speaker and the moment.

Transcript

Related