Saturday: Sales Performance Management: VOI as a Sales Differentiator

Sales Performance Management gathers the data that Marketing uses to create VOI materials. These VOI materials are then used by Sales…

 

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Sunday: Are You Leaving Money on the Table? Sales Force Sizing in 2011

It has never been more important to keep sales force sizing top of mind  Each day we are uplifted by signs that…

 

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Monday: Structure Your Sales Force To Focus On The Top 20%

Ask yourself, are 80% of my sales resources dedicated to that extremely valuable 20% of our customer base?  If not… 

 

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Tuesday: Does My Initial Application Focus on ‘A’ Players?

How do you know if the person that will be sitting in front of you is somebody that can perform as an ‘A’ player? The ‘A’ player you want is…

 

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Wednesday: A World Class Territory Design Process

In prior Territory Design posts we’ve discussed the business drivers to consider when building territories and analyzing the territory data.  In this post we tie it all together in a 6 step…

 

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Thursday: Growing A Key Account Via the Cross-Sell, Up-Sell, Defend Approach

Growing key accounts involves applying the farming sales process approach known as Account Development. The 4 phases required to…

 

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Friday: Incentive Comp: Getting it Right (part 2 of 3)

3 questions to answer when determining base and variable incentive compensation mix are…

 

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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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