Speakers: Jim Wetekamp | Greg Alexander, SBI

ceo-led-sales-strategy

 

My guess is no. How do I know this? In my practice, I perform this exercise frequently and typically these documents appear as if they were written by two different companies.

 

The lack of “strategic alignment” results in you missing your number, as scarce resources get wasted due to pointing them in different directions.

 

If you feel you might have this problem, click here and listen to this podcast. It is an interview with Jim Wetekamp, the CEO of BravoSolution, a leading provider of software and service solutions that help procurement professionals in the areas of spend analysis, sourcing, and supplier performance management.

 

Jim_Wetekamp

 

During this interview, Jim discusses:

 

  • The importance of strategic alignment when shifting from a services business to a product business.
  • How he, and his team, have delivered 14 consecutive years of revenue growth.
  • Ways upon which a CEO can:
    • Develop and drive the corporate strategy into the product, marketing, and sales strategies.
    • 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.

     

Jim 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 Jim through the model, and he explains how he uses a 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 take the lead in developing the sales strategy as CEO, click here and hear how one of your peers has done so.

 

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