Speakers: Lee Kirkpatrick | Greg Alexander, SBI



If so, click here and listen to this podcast. It is an interview with Lee Kirkpatrick, the CFO of Twilio, a technology company in Silicon Valley that is reinventing telecommunications by merging the worlds of cloud computing and web services with telecommunications. The company is backed by a list of gold plated investors, such as Bessemer, Union Square, and the Founder’s Fund.




Why should you listen to this?


  • It is time for a new way to size the sales force. The old ways are boring, and ineffective.
  • If you have too few “feet on the street” next year, you will miss the number.
  • The annual headcount planning process is the one chance you have to get this right so now is the time to focus on this.
  • As you grow, you add reps and divide territories. If you do this incorrectly, your A players will leave for better opportunities. If your best people quit, you will miss your number, and probably lose your job.


Sales leaders, and their CFO counterparts, need a fresh approach to sizing the sales force.  Click here and hear about the new way to do this.


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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.

Read full bio >