Welcome to another episode of the Startup Selling Podcast. Today we have Matthew Harrell as our special guest. He is a business leader, advisor, and angel investor. He has over twenty years of experience in enterprise sales and channel management at Google Cloud and Symantec.

A lot of his work today is focused on channel distribution, channel partnerships, channels sales, and partner development.

His LinkedIn job description says:

Lead team of 30 Channel Sales Managers and Partner Development Managers responsible for the Google Cloud partner business and channel go to market strategy for G-Suite and Google Cloud Platform across the US West and Latam. This includes owning the channel sales targets, ecosystem development of all channel types, including GSI’s, MSP’s, Regional Systems Integrators (RSI’s), VAR’s, Telcos, etc. and development of disruptive partner models that will drive significant scale.

Matt and I met around seven years ago.

I cold emailed him through LinkedIn and invited him to join a meetup group I was running back then. He graciously accepted and attended a meetup as a guest speaker to talk about enterprise sales. We’ve stayed in touch since.

I wanted to have Matt on the show to talk specifically about his work in channel partnerships and about indirect selling versus direct selling. Some of the topics we covered are:

• Compensation Neutrality.
• Compensating Partners VS Compensating Your Sales Team.
• Inbound VS Outbound.
• Different Channel Types.
• Different Layers of Partnerships
• Selling a Disruptive Technology to Fortune 500 Companies.
• Innovative Sales Methodologies.

Where to find Matt on the Interwebs:

LinkedIn: https://www.linkedin.com/in/matthewpharrell/

Welcome to another episode of the Startup Selling Show – Talking Sales with Scott Sambucci… in today’s episode we have Shannon Waller…

Shannon Waller is a passionate expert on entrepreneurial teams. She’s been working with Strategic Coach since 1991 and she’s also the creator of The Entrepreneurial Team Program, a parallel program  – for team members of her Coaching clients – that focuses on fostering a winning entrepreneurial attitude in its participants.

Shannon is a sought-after speaker, presenter, and coach. She’s a Kolbe Certified Consultant and the 2015 recipient of the Kolbe Professional Award for individual leadership in building conative excellence.

She also co-authored the bestselling book Unique Ability 2.0: Discovery and has written two books about entrepreneurial team success.

Her first book, The Team Success Handbook, is a wealth of her distilled teamwork wisdom and includes 12 actionable strategies for working successfully in any entrepreneurial company.

Most recently, Shannon published Multiplication By Subtraction, a comprehensive guide to gracefully letting go of wrong-fit team members.

Shannon has been working with entrepreneurs over the past 27 years helping them build highly functional teams and with their entrepreneurial mindset.

In today’s conversation with Shannon, we talked about

• Shannon’s story, why she got into coaching entrepreneurs.
• The importance of creating an entrepreneurial organization.
• Small bureaucratic organizations Vs large bureaucratic organizations.
• Teamwork and team building strategies – How to assess/hire the right people.
• Behavioral assessments and behavioral profiles – Kolbe Index.
• The dangers of cloning.
• Core values and how to articulate them.
• How to let someone go – Graciously.

Where to find Shannon on the Interwebs:

www.yourteamsuccess.com

Team success podcast