Speakers: Bal Dali | Greg Alexander, SBI



When I ask this question to CEO’s, I hear, “If they execute my strategy they will.” But how can you be sure the sales team understands your corporate strategy, and connect it to their sales strategy?


If you want to answer this question definitively, click here and listen to this podcast. It is an interview with Bal Dail, the Chairman and CEO of JDA Software, the provider of the broadest portfolio of supply chain solutions.




During this interview, Bal discusses:


  • His opinion on why very few CEOs have come up through sales and the problem this can cause when trying to make your number.
  • A definition of the term “strategic alignment” and why it is critical to your success.
  • Ways upon which a CEO can:
    • Drive market research output into sales strategy.
    • Educate the sales team on the markets to compete in, the accounts to sell to, the buyers to meet with, the products to position, and the competitors to beat.
    • Make sure the leaders of product, marketing, sales, and HR are working off of one integrated and aligned strategy.


Bal and I use SBI’s recently released workbook titled, “How to Make Your Number in 2016” to guide our conversation.  Specifically, pages 51-70 which details SBI’s 8 Step Corporate Strategy Methodology. 


I walk Bal through the model, and he explains how he uses a version of it at his company.  The benefit to you is that you get to see a “demo,” if you will, on how to use this tool. At the end of this show, if you want to use the SBI Workbook yourself, I let you know how to get it.


If you want to make sure the sales team delivers on the revenue goals next year, click here and hear how one of your peers has done so.


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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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