This month on SBI.TV, we sit down with Tony Capucille, the Chief Sales Officer for Heartland Payment Systems. Heartland is a Fortune 1000 company and one of the largest payment processors in the U.S. This company does $2.3 billion in annual sales and employs almost 4,000 people – 1,300 of whom are sales people.


We invited Tony to the show to discuss the 7 dominant sales organizational models. Tony is responsible for Heartland’s sales organization’s strategy and development, and he has had the unique opportunity to try out multiple organizational models over the years. He has intimate knowledge of what works – and what doesn’t. You don’t want to miss this episode because Tony’s insight is eye-opening.


In this episode, you’ll learn:


  •          The pros and cons of each of the 7 sales organizational models.
  •          How a customer’s business success might spell trouble for your sales team.
  •          Which model offers the best role clarity, and which model has the lowest sales cost.
  •          The 2 models that drive the most referrals.
  •          How your company benefits when the product and sales teams are aligned.
  •          The biggest sin you can commit when designing sales channels.
  •          Why a hybrid model approach might be a huge mistake for your sales organization.


Watch this episode to learn what to do and what to avoid when you get ready to restructure your sales organization. Tony’s actionable insight might just save you a fortune in sales costs.


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Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.


He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.


Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.


He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.


Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.


He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.




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Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.


A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.


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