This month on SBI.TV, Greg Alexander sits down with Mark Ellis, SVP of Corporate Sales for Time Inc., to tackle a loaded question: How do you make the move from transactional to enterprise selling?


Many sales leaders know they have to evolve their organizations, but they are struggling in the face of new and unfamiliar obstacles. With over 25 years of experience in the industry—previously heading teams at Yahoo and AOL—no other sales executive in media is better equipped to help companies take on this challenge than Ellis.


Now at Time, Mark uses his expertise to cultivate lucrative and long-lasting relationships with major advertisers, contributing to the company’s $3.2 billion in annual sales. He’s also working with an online readership of 120 million unique visitors per month across 90 websites and a global print audience of 120 million across such publications as Sports Illustrated, People, and Fortune.


In other words, if you want to know what good sales leadership looks like, this is it.


In this episode, you’ll learn:


  • The major differences between transactional selling and enterprise selling.
  • The #1 reason companies are making this change and moving up-market.
  • The primary internal and external obstacles of creating an enterprise model.
  • How to reorganize your sales team and prepare for “The Org of the Future.”
  • How to adjust your product catalog, quotas, and territories as needed.
  • The ideal hiring profile of an enterprise sales representative.
  • Tactics for garnering internal support from executives and team.
  • How to set up an action plan to emulate Ellis’ success and get started with your own solution.


Whether you plan to begin the enterprise process tomorrow or in the year ahead, sales leaders can use these actionable insights to make the transition as seamless and effective as possible.


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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.
Learn more about Greg Alexander >

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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