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Andrew Zinger
Senior Director, Global Sales Enablement, Fastly
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Andrew Zinger
Fastly Senior Director, Global Sales Enablement • January 11
Great question and something I love talking to (and sometimes 'debating') our leaders about - the idea behind 'what's the characteristic (or two) of your best seller you would want to clone?' For me, at the top of the list are 2 attributes I look for in potential sales team members: 1) 'Custom......Read More
4490 Views
Andrew Zinger
Fastly Senior Director, Global Sales Enablement • January 11
People's definition of 'hard skills' may differ depending on where they work, what the sales organization makeup is, and what product/platform they are selling. In my experience, the 'gold standard' sales leaders have a few attributes in common when it comes to 'hard skills'. For instance all see......Read More
2298 Views
Andrew Zinger
Fastly Senior Director, Global Sales Enablement • January 11
First off, for those serious about a career change to sales, I would start off by building (or rebuilding) your network. This can be done is a number of ways including: - attending conferences and industry training events (virtual or in person) - focus on joining relevant industry and/or co......Read More
2099 Views
Andrew Zinger
Fastly Senior Director, Global Sales Enablement • January 11
Ah.. a great question and something that I have yet to see perfected, but continues to get easier as many enablement and development professionals know and argue that companies cannot afford NOT to invest in the soft skills development of their employees. Historically I have seen that budgets typ......Read More
2050 Views
Andrew Zinger
Fastly Senior Director, Global Sales Enablement • January 11
Another topic that is always top of mind for sales leaders, and their recruiting teams, is their employee retention scores. It is a massive expense to organizations when they see talent leave, whether regrettable or not, and have to spend resources recruiting, enabling and eventually filling that......Read More
1975 Views
Andrew Zinger
Fastly Senior Director, Global Sales Enablement • January 11
Another great question and one that will certainly differ from executive to executive. However, in my experience some of the top intangibles for the top performers I have seen include: - Confidence and a winning personality. Now, I don't want to confuse 'confidence' with 'ego'...to have 'confi......Read More
1946 Views
Andrew Zinger
Fastly Senior Director, Global Sales Enablement • January 11
In my experience it's been less of a challenge enabling the sales/account team on 'hard skills'. Over time you can see to it that people become comfortable with demo'ing your platform, using your tech stack, understanding the financials. However, trying to coach someone in the art of 'customer st......Read More
1814 Views
Andrew Zinger
Fastly Senior Director, Global Sales Enablement • January 11
The topic of 'feedback' is a passionate one with many people. For me, feedback is fuel, but at the same time it needs to be actionable and agreed upon for it to be that 'fuel' for change/innovation. My advice for if you don't understand, or agree with, the feedback you're receiving would be to st......Read More
1673 Views
Andrew Zinger
Fastly Senior Director, Global Sales Enablement • March 14
I Love this question...I was once a salesperson, so I have always carried a ton of empathy for sellers and how precious their actual selling time is. I really disliked being taken away from my role to take training or meetings that were not immediately something I could action (sell), or that did......Read More
391 Views
Andrew Zinger
Fastly Senior Director, Global Sales Enablement • March 14
You make more succinct: With submissions due last Friday, March 8, we are now shifting to the ‘manager review’ portion of our program. Over the next 2 weeks managers will be reviewing stories & will be serving up their teams strongest submission - Artur is very much looking forward to seeing ......Read More
368 Views
Credentials & Highlights
Senior Director, Global Sales Enablement at Fastly
Top Sales Mentor List
Knows About Sales Development, Sales Soft and Hard Skills, Sales Enablement