Speakers: Lori Chmura | Greg Alexander, SBI



Decision makers are making purchase decisions differently today.  Yet many sales teams still employ a traditional sales process that sequentially moves from needs development to solution positioning. This will cause the majority of their reps to miss the numbers. Instead, a custom built sales process, tailored to the specific needs of your customers, will result in shorter sales cycles, and higher win rates.


If you want to understand how to deploy a customized sales process, click here and listen to this podcast. It is an interview with Lori Chmura, the Vice President of US Sales for Cordis, a medical device company specializing in interventional procedures.  Lori has been with the company for a little over 2 years, and has 28 years of business experience, all in the health care sector.


During this interview, Lori discusses:


  • Understanding how your customers buy your products.
  • Knowing what metrics to track to spot pipeline leakage.
  • How to train your sales team on the use of the sales process.


Lori and I use SBI’s recently released workbook titled, “How to Make Your Number in 2016” to guide our conversation. Specifically pages 165 and 166, which deals directly with building a custom sales process.  At the end of the show, if you want to use the SBI workbook yourself, I will let you know how to get it.


There are 3 critical metrics to making your number: win rates, cycle length, and deal size.  A custom built sales process will move these three numbers.  Click here to hear how one of your peers has successfully implemented a customized sales process.


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.




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Build a team of A Players Inside the Sales Organization

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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.


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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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