Are you missing the number because you suffer from:


  • False differentiation – differentiation that is not important to your marketplace or a false presumption of superiority?
  • Uneconomic differentiation – differentiation that customers are unwilling to pay for?
  • Unsustainable differentiation – differentiation that is easily imitated?


Tough questions, for sure.


If you want to find out how to answer these mission critical questions, click here and watch this episode of SBI TV. This 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.


By watching this episode you will learn how to develop a highly differentiated corporate strategy using SBI’s 8 Step Corporate Strategy Methodology.  


SBI’s Corporate Strategy Methodology is what CEOs use to define the unique advantages they will have in the marketplace.


Jim walks us through the method, and explains how he does a version of this at his company during this episode.  The benefit to you all is you get to see a “demo” on how to use this tool. At the end of this episode, if you want to use the SBI’s 8 Step Corporate Strategy Methodology yourself, I let you know how to get it.


If you want a highly differentiated corporate strategy, that gives your company the best chance to win, click here and watch how one of your peers has done so.


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.

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