Saturday:

4 Keys To A Successful Sales Management Meeting

 

The sales meetings are one of the fundamental tasks of a world class sales management program. They allow for…

 

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Sunday:

Sales Performance Management: Should It Be Dashboards Or Scorecards?

 

While designing sales performance management frameworks as part of helping to improve a sales force some questions came up on why…

 

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Tuesday:

Attract “A” Player Sales Talent By Properly Defining Sales Roles

 

Having clear and concise role definitions can help weed out the people you don’t want to apply and attract the “A” players…

 

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Wednesday:

Why Do “A” Players Prefer Scorecards?

 

Scorecards are the governing document of performance. As we discussed last time, they are made up of competencies….

 

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Thursday:

The 4 Territory Analysis Approaches

 

Which approach you choose depends on available data and a determination which approach will yield the best…

 

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Friday:

Top 10 Evidence-Based Best Practices Of A Key Account Program

 

In my last blog post, “Increased Revenue From Improved Customer Loyalty“, I noted a few metrics as they pertain to the effectiveness of Key Account management.  This post begins a 10 part series…

 

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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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