Speakers: Paul Mullins | Andrew Urteaga, SBI



SBI’s Andrew Urteaga caught up with Paul Mullins, SVP of Business Development at Agility Logistics.  Agility Logistics has 16,000 employees and recognizes $4.8 billion in annual revenue as a global supplier of integrated logistics services.


Paul_MullinsYou can listen to the interview here.


I just got done listening to Paul’s comments and found them to be intriguing.  Paul is 12 months in to transforming a sales team of 500 sales reps in 100 countries.  The board of directors has growth expectations that require Paul to standardize around certain best practices. 


The need for change in the sales force was driven by a slowdown in the global account sales channel.  This forced Paul to invest in two additional channels, which were strategic accounts and field sales.


Hear how Paul analyzed:


  • How he segmented accounts.
  • The length of the sales cycle.
  • The use of CRM.
  • Product alignment.
  • His sales people.
  • The role of sales management.
  • Sales tools.


If you are heading into the new year with growth goals to hit, you will gain a lot by listening to Paul’s wisdom.




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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