AMA: Fastly Senior Director, Global Sales Enablement, Andrew Zinger on Establishing the Sales Function

Such a great question and one that many folks struggle with. In my mind, the job of a sales leader looks very different depending on whether you’re at a small/startup sta...

Thanks for this question. I dont think it needs to be much more complicated than this:Sales leadership at a small company = GTM Architect + Player-Coach roles in sales.Sa...

Fantastic question. As the first sales leader at a company, you’re essentially laying the foundation while also focusing on driving growth...which means prioritization is...

When sales and demand gen work off different gtm plans, alignment breaks down fast. In my experience, the key is to co-create KPIs that are tied directly to revenue outco...

This is a great question and something a lot of leaders underestimate until they’ve lived it. Moving from an established sales org to being the person who has to establis...