Speakers: Perry Offer | Greg Alexander, SBI



As CEO, you have to define the objectives that must be met in the New Year. When these objectives are not set correctly, the functions inside a company will have a very hard time being successful. If you want to be sure that you are setting your company’s objectives correctly, then listen to this podcast. It is an interview with Perry Offer, the CEO of Dialogue Group, a leader in the A2P Messaging space. Founded in 1994, the company is headquartered in the UK, has offices all over the world, and is trusted by the leading mobile operators. 




During the interview, Perry discusses:


  • What are the objectives your company must meet and how are they determined.
  • How to convert company revenue targets into objectives for the product, marketing and sales teams.
  • The operation cadence used to ensure success throughout the organization.


Perry and I use SBI’s recently released workbook titled, “How to Make Your Number in 2016” to guide our conversation.  Specifically, pages 62 and 63 which details how to set companywide objectives.  Perry explains how he uses a version of this at Dialogue.  And at the end of this show, if you want to use the SBI Workbook yourself, I let you know how to get it.


Sales and marketing teams cannot make their numbers if the CEO does not give them an accurate number to start off with.  A key input into assigning out a number correctly is cascading it from the CEO to the leaders of product, marketing, sales, and HR. If you want to hear how one of your peers has successfully done so, listen to this podcast here.   


Subscribe Download Episode


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.

Read full bio >