Business
In this episode of "Ask A Sales Leader", 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 and why it's important to minimize the number of people involved in the integration *How to sell complex solutions to mid-market enterprise companies in the financial services, healthcare, government and education verticals *Why team selling is critical doing enterprise deals *Why sales reps need to be the QB on enterprise opportunities and bring in the right resources to help advance the deal *How to use your chief security officer to help advance deals in highly regulated verticals *Why having a CRO position helps get everyone on the same page *Why being organized is critical to being a successful VP of Sales and why it allows you to properly manage your customers and people *Why taking initiative and being a creative thinker is so important to success in sales *How selling has changed and why using data and analytics in sales is critical