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.

 

Spencer_Hodson

 

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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