Speakers: Vincent Gatti | Greg Alexander, SBI



If so, I bet you are trying to figure out key things, such as:


  • How do I allocate quota to sales managers and reps?
  • Who should get what accounts and territories?
  • How much should I pay reps and managers?
  • Who should report to who?


Click here and listen to this podcast.  It is an interview with Vincent Gatti, the Vice President of Sales at ITsavvy, a next gen value added reseller who moves 1 million products through 46 distribution centers, 99% of the time with same day delivery.




During this interview, Vincent walks us through SBI’s 5 Step Sales Strategy Methodology, demonstrating for us how he has used his version of this to:


  1. Collect the needs of the market, accounts, and buyers.
  2. Connect the CEO’s corporate strategy to his sales strategy.
  3. Work with the product team to understand which products should be sold to what customers at what price point.
  4. Partner with the marketing department to cover leads into revenue.
  5. Get the HR department to help him put a team of A players on the field to win the game.


If you are building your sales strategy for next year, click here and listen hear from one of your peers how to use the 5 Step Sales Strategy Methodology.


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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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