Saturday: Strengthen Your Ground Game With Sales Force Sizing

Strengthen your ground game with sales force sizing.  Dont get blind-sided by competitor sales force expansions.

 

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Sunday: Sales Force Structure: Implement World Class Inside Sales

Sales Force Structure – how to leverage an Inside Sales Force to become more efficient and effective.

 

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Monday: Talent Management Secret–Phone Screen Reduces Interview Time By 62%

How using a Phone Screen saves you interview time and ensures only A players move through the process.

 

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Tuesday: The First Step Of Territory Design

Analyzing current territory design performance is necessary to understand relative performance of each rep/territory to isolate drivers of success.

 

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Wednesday: Part 1 of 2: Successful Key Account Management(KAM) Case Study

Follow the research methodology of a Key Account case study.

 

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Thursday: Incentive Compensation: Getting It Right (Part 3 of 3)

How to determine if your variable sales compensation is right.

 

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Friday: How To Content Market Your B2B Lead Generation Funnel With LinkedIn

LinkedIn has become a super power in the B2B Lead Generation arena with the announcement of “LinkedIn Today”.

 

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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.

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.

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