Al Crews new sales consultant to our firmPart of our firm’s ability to solve complex sales problems can be attributed to our hiring model.  We only hire former heads of sales into the role of Principal, which is the role that is responsible for leading our client engagements. Our firm’s philosophy is that generalist career consultants do not have the in the trenches scar tissue needed to solve difficult sales challenges.  True sales expertise cannot come only from teaching, writing, or training.  It has to include many years of working as a practioner.

 

Al’s decision to join our sales consulting firm represents an opportunity for our clients to tap into his expertise, which includes:

 

  • Sales Management – Al has hired, trained, and made productive hundreds of sales managers at companies known for their exceptional sales management approach such as VERITAS, Sun Microsystems, and Symantec.
  • Sales Methodology – during Al’s 25 years leading sales forces he has implemented Solution Selling, SPIN Selling, Target Account Selling, and Strategic Selling. His mastery of how to get the field to adopt a standard sales methodology was developed because he has done it many times.
  • Talent Management – as a former client of our sales consulting firm, Al has implemented SBI’s Talent Management process and can help others find, select and on board A player sales talent fast.
  • Key Account Management – Al’s sales leadership position at Oracle taught him how to cross sell and up sell elephants, the few accounts that can make or break a year.

 

Regular readers of this blog will be pleased to know that Al will soon be added to our roster of authors.  He will be sharing with you what he has learned about the problems you are dealing with every day.

 

If you would like to know more about Al, his LI profile can be found here.  This is hot off the presses so we have not had the time to put up his official bio page just yet. Stay tuned.

 

Al’s dance card will be filling up quickly.  However, there is a window of opportunity to secure some of his time. If you are dealing with a tricky sales challenge and would like an objective opinion, you can reach us at 888-556-7338. Al might have the answer you have been searching for.  Our sales consulting firm is here to help.

 

Welcome Al.

 

 

Follow @GregAlexander

 

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ABOUT THE AUTHOR

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.

 

Video:

 

Transforming the Sales Organization inside Fortune 500 Companies

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.

 

Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.

 

Articles

 

Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.

 

What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.

 

What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

Read full bio >