Phong Lam

Trailblazer
DISC Type : DI

Director, Sales Northern & Central Europe at Highspot

Greater Munich Metropolitan Area, Germany

Overview

Phong is a people-focused sales executive specializing in scaling sales organizations and driving revenue growth across diverse industries, including construction and technology. His expertise lies in building and coaching high-performing teams across Europe. He holds a Bachelor of Science from both the University of Groningen and European-University Viadrina.

Outside of his professional life, Phong took a career break to travel the world with his wife and their two young children. During this time, he focused on his mental and physical well-being, pushing his boundaries in various athletic disciplines.

Unique fact: He once paused his career to travel globally with his young family, exploring new countries and cultures.

Personality Overview

Charismatic

Assertive

Values Relationships

They are charming and have the ability to align others behind their decisions.  They do not mind taking risks and can make hard decisions, if necessary. They are more likely to be open to unproven but exciting technologies.

Topics They Care About

Revenue Enablement
As a Director at Highspot, a leader in revenue enablement platforms, he is deeply involved in aligning go-to-market strategy, content, and execution for sales and marketing teams.
Sales Team Leadership
His profile emphasizes being a "Passionate Talent Maker" and "Coach for Performance, " with recommendations frequently highlighting his ability to inspire and develop sales talent.
Go-to-Market Strategy
He has extensive experience formulating GTM strategies and building sales structures from scratch for fast-growing tech companies like Highspot, CAPMO, and LinkedIn.

Media Appearances

Phong has no verified media appearances

Work History

10-2024
Director, Sales Northern & Central Europe at Highspot
8-2022 - 10-2024
Director, Sales Central Europe at Highspot
4-2025
Member at SDRs of Germany
5-2022 - 7-2022
Vollzeit-Elternschaft at Career Break
3-2021 - 4-2022
Vice President Sales at CAPMO

Education

2010 - 2011
Bachelor of Science (B.Sc.) from University of Groningen
2008 - 2011
Bachelor of Science (B.Sc.) from European-University Viadrina

More Information

Social Presence :

Prographics :

Exp : 8 Location : Greater Munich Metropolitan Area, Germany Job Level : Mid-senior Designation : Director, Sales Northern & Central Europe at Highspot
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Insights For Selling To Phong

During A Call Or A Meeting

DO's

  • Give them control of the sales process
  • Address your competition clearly and confidently
  • Ask them for a lunch or coffee once some rapport has been established

DONT's

  • Avoid unnecessary negativity or slowness
  • Don’t hesitate from asking them how they truly feel about your product
  • Don’t hesitate from asking questions or pushing them, but take a friendly approach

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Phong is

  • Relationship and product conviction matter equally, followed by a sense of achievement.
  • Will you ever get a clear answer from Phong

  • If they are not convinced, they will say no albeit in a friendly manner.


Insights For Deal Planning

    How fast (or slow) will Phong move?

  • They can reach decisions quickly if they develop trust and confidence in the product.
  • Can Phong take some risk or not?

  • They can take risks if necessary.

You And Phong

Personality Compatibility


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