If you want help cracking the data code, click here to watch this case study. It is an interview with Chris Lonnett, the Vice President of Sales Operations at Motorola. Motorola Solutions’ innovations, products, and services play essential roles in people’s lives. For example, first responders dealing with a catastrophe rely on Motorola’s technology.


By watching this episode, you will learn how to define the data required to make sales decisions. We use SBI’s 5 Step Sales Strategy methodology. This is a tool that sales leaders use to set the direction for their team. Chris discusses the first step and explains how he harnesses the power of data. By watching this episode of SBI TV, our audience will get a demo. At the end of the episode, if you want to access to SBI’s 5 Step Sales Methodology, we will let you know how to get it.


Sales Ops leaders are responsible for Building a Data Plan. This plan needs to enable big data analytics to be applied to the discipline of sales. If you need help solving your data problem, click here to hear from one of your peers.


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.




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.




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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