This month, SBI.TV moderates the debate between “street smarts” and “book smarts.” We have gathered two panels of experts for a stimulating conversation about hitting the number in 2016. The experts include:


Heads of Sales:


  • Todd Cione, Chief Revenue Officer of Rackspace, who oversees marketing and sales globally.
  • Mark Ellis, Senior Vice President of Sales at Time, Inc, one of the world’s leading media companies.
  • Tony Capucille, Chief Sales Officer of Heartland Payment Systems, one of the largest payment processors in the U.S.


SBI Partners:


  • John Staples, whose clients include some of the world’s top companies, expert at creating performance conditions that allow sales teams to win.
  • Dan Perry, expert in the area of talent management, including sourcing, interviewing, selecting, onboarding and developing top sales and marketing talent.



This experienced and highly successful group of leaders answer and debate key questions about sales success posed by actual SBI audience members. Listen in as they discuss how they have handled issues in their own roles working with top-performing companies.


In this episode, you’ll learn:


  • Why getting your sales managers coaching is so critical to your 2016 success.
  • A surprising and candid view of SKOs (sales kick-offs) within top companies.
  • The “hunter mentality” sales reps need to be successful developing their own leads.
  • Exactly how to use LinkedIn to generate high-quality leads.
  • How to get process improvements pushed through – whether you’re a top-level leader or a sales rep.
  • The keys to hiring the right sales ops talent.
  • How social selling has improved candidate quality, and the #1 tool you need to recruit top talent.
  • How the use of mobile devices can improve sales – and how one company’s big investment in mobile turned out to be a very profitable move.


You won’t want to miss the fascinating conversation that happens when these heads of sales and expert SBI partners take the stage together. You’ll come away with actionable insight that will help you hit — and beat — your number in 2016.


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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.




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.




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.


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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.

Read full bio >