Speakers: Paul Loftus | Greg Alexander, SBI



What is a sales transformation? A sales transformation is a complete overhaul of a company’s sales capabilities. Click here to hear from Paul Loftus, the Vice President of Sales and Revenue Retention at the tax and accounting division of Wolters Kluwer. Paul is on the show today because he has made a career executing sales transformations. If you are trying to do this, you can learn a lot from his experience.


The need for sales transformations is usually caused by one of two stimulants. First, the CEO takes the company in a new direction requiring a sales transformation. For instance, entrance into a new market filled with new potential customers and competitors. This would drive the need for a sales transformation. The second driver is that sales results are so poor, the CEO decides to hit reset and start over. 


During the show, Paul discusses:


  • What changes to make to the sales process and sales methodology.
  • What changes to make to the organizational model and why.
  • The biggest mistakes to avoid as you go through a sales transformation.


We use a section of SBI’s 5 Step Sales Strategy Methodology to guide our conversation. Specifically we use pages 155-194 of our workbook titled, “How to Make Your Number in 2016.” If, at the end of the show, you want to use SBI’s workbook, I will let you know how to get it.


Sales transformations are hard. Many companies that try one, fail. Click here to hear how one of your peers has successfully pulled off several sales transformations. The stakes are too high not to.


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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Fill Every Role on Your Team with an A Player

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