Speakers: Stephen Mohan | Greg Alexander, SBI



Sales educational content often lacks best practices from three areas – business services, very large sales forces, and those that come directly from the source. To combat this, SBI’s Sales and Marketing Podcast recently spoke with Stephen Mohan, the Senior Vice President of Republic Services. Republic Services is the leader of recycling and waste services in the United States. And Stephen is responsible for over $8 billion in annual revenue, with a team of 1,800 reps.


During the podcast, we will discuss sales strategy. Specifically how to lead a very large sales team in the business services industry. In the course of the show, Stephen will answer questions such as:


  • What sales organizational structure is best for his very large sales force?
  • How does the sales team integrate with the operations team?
  • Who in the organization owns the churn number?
  • Who in the organization has responsibility for cross-selling and upselling?


Leading a large sales force such as Stephen’s can be especially challenging. To help, Stephen will wrap up the show with three actions the audience can take immediately to design their sales strategy. Listen here to hear Stephen’s insights on how to develop and execute sales strategies inside of large business services organizations.


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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A Better Way to Structure Your Sales Force

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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

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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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