Bruce Hembree's guest appearances

Bruce Hembree

Ask A Sales Leader: A Forrester Podcast 

Mark Roberge

Bill Clifford

Paula Shannon

Todd Abbott

Cyrille Brisson

Steve Capezza

Bryan Hauptman

Judi Hand

Norm Happ

Kurt Heusner

Tony Rossabi

Tom Schutz

Troy Kanter

Matt Harrell

OwlTail

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

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

Episode #14:  Selling complex deals to enterprises with Bruce Hembree, VP and GM Americas, Ciena