Saturday: The Fourth Step of Territory Design

Map the accounts to optimize Territory Design results by Focused Account Consolidation, Workload Leveling, or Territory Compression.

 

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Sunday: Helping Your Key Accounts Understand Why They Need Help

Consideration, within a Key Account, involves establishing with the client the need for an external solution or expert to resolve the problem.

 

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Monday: Should Sales Compensation Include Customer Satisfaction?

Should sales compensation include customer satisfaction results?

 

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Tuesday: 10 Reasons Why A Centralized Lead Development Team Would Make Sense For You

10 reasons standing up a lead development team in a central location is a better move than having the LDT decentralized in the field offices.

 

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Wednesday: Do You Have The Right Job Aids In Your Sales Process?

Ensuring you have the right Job Aid, tailored to the buyer behavior, and oriented to the sales process exit criteria.

 

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Thursday: Your Channel Comp Model Contradicts Your Business Strategy

You should be concerned if your margin loss on big channel deals is greater than 8%.

 

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Friday: Sales Strategy: A Global Perspective

Interview with Lee Wood, SVP of Global Sales at Thomson Reuters: The sales strategy behind a best-in-class sales force outside of the U.S.

 

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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.
BIO
ALL PEOPLE

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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