Business
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 *What it takes to be a successful enterprise sales rep today *Why the most critical process for enterprise sales is deal management-and how important it is to collaborate to close deals *The most common mistakes that enterprise sales organizations make-including taking a cookie cutter approach to customers, and having unrealistic expectations for time to get traction *Why enterprise selling is different today because of the availability of data, the knowledge level of buyers, and the availability of technology *Why it's important for enterprise sales reps to understand both the technical elements of their offerings as well as the business impact those solutions have *How to develop next generation enterprise sales reps by partnering new sales reps with experienced *How to turn channel partners into hunting organizations