Saturday: Sales Strategy: The 5 Ways CMO’s Are Driving The CEO Nuts

Cost per lead has eclipsed $1k in many B2B companies in 2011. In 2010, it typically cost $600 to generate a B2B lead.

 

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Sunday: Non-Buyers Are Liars Too: Don’t Let Reps Conduct Win/Loss Analysis

If you let your sales reps conduct Win/Loss analysis with the prospects that they have been pursuing, they will be lied to.    

 

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Monday: Pipeline Accuracy: 4 Ways A Sales Manager Can Spend Less Time

World Class benchmarking indicates that Best In Class Sales Managers spend 2 hours total per month submitting an accurate pipeline/forecast.

 

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Tuesday: Sales Performance Management: Your Sales Reps Are Pirates

Sales Performance Management 4 steps to measure historical performance in order to validate a Rep’s SWAG accuracy.

 

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Wednesday: Optimizing Rep Assignment And Quantity-Straight Forward Analysis

Do you have the right number of reps and are they assigned in sufficient numbers across target segments?

 

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Thursday: Baseline Selling Time To Improve Sales Force Effectiveness

We are going to discuss how you can determine the amount of time your sales team spends selling.

 

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Friday: How CSO’s Are Moving B Players to A Players At Record Pace

How to move B players to A players with a disciplined process

 

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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.

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