Saturday: Sales Force Structure: Defining Roles – Generalists or Specialists

What is the answer to my sales force structure issues? Generalists or Specialists?

 

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Sunday: 3 Steps To Understand Why My “A” Players Are My “A” Players

How to understand what competencies you should be looking for in your “A” players.

 

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Monday: The Second Step of Territory Design

Determine the correlation between customer firmographic information and spend levels to produce a territory design frontier assessment.

 

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Tuesday: Key Account Management (KAM) Case Study #2, Unsuccessful Program

The case study details and identifies the mistakes made as a result of an unsuccessful Key Account Program.

 

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Wednesday: Miss Q1 Sales Quota? 3 Things to do Differently in Q2

Getting your sales force back on track to meet quota in 2011.

 

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Thursday: Salesforce.com Acquires Radian6 to Solidify a Social CRM

Salesforce.com moves closer to a Social CRM by acquiring the leader of the Social Media and Monitoring space, Radian6.

 

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Friday: To Win an RFP Sales Campaign – Do The Opposite of Your Instincts

Reasons why to adopt an RFP response strategy and integrate it with your sales 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.
BIO
ALL PEOPLE

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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