About

In this episode of "Ask A Sales Leader", Phil interviews, Kurt Heusner, VP of Americas Digital Sales for Citrix. Kurt is responsible for Citrix's inside sales team in US that drives $1B in revenue from mid-market and SMB prospect and customers. Topics include: *How to have inside sales both close business in the SMB and mid-market segments and also partner with outside sales teams and partners to facilitate demand for the enterprise segment *Best practices for renewals teams focused on maintenance renewals *What does it mean to be a modern seller-including the ability to quickly establish rapport in short increments (socially, digitally, over the phone) with a broader set of buyers *Why modern sellers need the ability to consume all the relevant information and bring it to action *Why modern first line sales managers need to be on the front lines coaching and why leaders need to hire the best coaches, not just the best sellers *The definition of digital sales transformation-the ways that you're directly engaging with customers, how to retain information about engagements, how to make it easy for your customers to engage with you *The role of tools and data in digital transformation to help sellers *How sales leaders should ensure that they're getting the demand that they require from the marketing organization in order to be successful *The importance of having a data science analytics team to understand the underlying data to enable the sales team to be more adaptable *Why sales leaders should look at customer acquisition costs and why you need these metrics to ensure that you're investing properly *How to develop talent by instituting competency maps as a forcing function between rep and managers