Saturday: Get Your New Sales Process Adopted In The Field

How to reinforce sales rep behaviors to support a sales process improvement rollout.


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Sunday: The One Channel Management Metric To Rule Them All

Channel management is not immune to black swan events.  This model helps detect and avoid them.


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Monday: Sales Strategy: 5 Questions A CEO Asks When Hiring A Head Of Sales

5 Questions and Answers for CEOs and Heads of Sales as part of a sound sales strategy.


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Tuesday: Win-Loss Analysis: Do You Know Your Buyer Persons?

When doing win-loss analysis do you really know what you are trying to solve for? Is it sell more of the product/service you have today or is it…


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Wednesday: The Sales Management Holy Grail: The ONE on ONE

Sales Managers today only conduct a One on One with their sales professionals 23% of the time.


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Thursday: “Acme’s” Strategic Sales Metrics for Enabling Sales Benchmarking

To enable benchmarking, Sales Performance Management has to be tracking the right metrics.


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Friday: Sales Force Sizing – Quick Diagnosis of Farmer Rep Sizing

Sales force sizing for farmer reps, an efficient suggestion to use a customer survey to get a quick read on sales force sizing issues.


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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.

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.


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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