Here is a new social selling case study we wrote for you.


The intended audience for this is the head of sales at a large company. This client is a member of the Fortune 500 and the leader in global logistics.


By reading this case study, you will learn about:


  • How this client increased new sales appointments by 4x.
  • How the quality of first sales calls improved through better targeting.
  • How off line sporadic referral generation became online consistent referral generation.


Before you decide to invest the time to read this, a word about SBI’s style of case study.


Our case studies are written for the super busy, time starved, mobile executive.  Each case study must meet the following criteria:


  1. It must be one page.
  2. It must be read in under 10 minutes.
  3. It must net out the demographic profile of the company, the problem, the solution, and results instantly.


If you are interested in long form content, our case studies will disappoint you.  You should head over to our sales and marketing resources section. Here we have eBooks, webinars, videos, our hardcover books, podcasts, research reports, etc.  This will be more to your liking.


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.

Read full bio >