Speakers: Spencer Hodson | Greg Alexander, SBI
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If so, click here and listen to this podcast. It is an interview with Spencer Hodson, the Vice President of Sales and Channel Strategy at Harmonic, the $400 million leader in digital video infrastructure. This is the company that lets you watch stunning video on any device.

 

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During this interview, Spencer discusses how to:

 

  • Set quotas by customer market segment, customer type, product category and sales team.
  • Drive adoption of the sales methodology.
  • Design the org chart and determine the head count number.
  • Staff the sales ops and sales enablement team.

 

Spencer and I use SBI’s recently released workbook titled, “How to Make Your Number in 2016” to guide our conversation.  Specifically, pages 155-192 which dives into SBI’s 5 Step Sales Strategy Methodology. 

 

I walk Spencer through the model, and he explains how he uses his version of it at his company. The benefit to you all is 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 develop a best-in-class sales strategy, click here and hear how one of your peers has done so.

 

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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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