Speakers: Keith Cox | Greg Alexander, SBI
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If so, click here and listen to this podcast and learn how to find out. It is an interview with Keith Cox, the Vice President of American Sales for UPS Capital, a UPS company that provides finance and insurance to companies with physical supply chains.

 

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During this interview, Keith places his sales team at UPS Capital on SBI’s Revenue Growth Maturity Model.  What is SBI’s Revenue Growth Maturity Model and why should you want to listen to Keith’s application?

 

SBI’s Revenue Growth Maturity model is a tool sales leaders use to see if they are going to make the number. It has five stages, which we go through during this show, and as a sales team moves up from level 1 to level 5 two fantastic things happen: 1.) the chances of making the number increase, and 2.) the effort to do so decreases.

 

We walk Keith through the model, and he attempts to self-assess himself during this interview.  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 exercise, if you want to use the Revenue Growth Maturity Model yourself, we let you know how to get it.

 

If you want to increase your odds of making your number, 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.

Read full bio >