The experts include:


Heads of Sales:


  • Joe Vitalone, Executive Vice President of Mitel Networks and President of the Americas region
  • Chris Perry, President of Global Sales, Marketing and Client Solutions for Broadridge Financial Solutions
  • John Gleason, Senior Vice President of Global Sales for Ryder Fleet Management Systems


SBI Partners:[p]

  • Mike Drapeau, creator and owner of SBI’s benchmarking database and its library of best practices
  • Aaron Bartels, who has solved some of the biggest problems for some of the world’s largest, most complex sales forces


This panel of experts forms a balanced council of “street smarts” and “book smarts.” We couldn’t ask for a more experienced and well-rounded group to answer – and debate – the questions Matt Sharrers poses about the common problems executives encounter.


In this episode, you’ll learn:


  • Why superior performance conditions are critical to recruiting and growing superior talent
  • Why these two groups are split on the importance of talent versus performance conditions – and why it’s such a hot-button topic
  • How much of a sales organization’s leads should come from within the sales organization
  • What market conditions to consider when setting expectations for next year with the C-level
  • How to know if there’s headroom to grow in your market
  • The #1 way to ensure your organization and your company can recover from big setbacks
  • Why your organization should embrace the business case – and how to create one that works


The dynamic conversation between these three heads of sales and two game-changing SBI partners will give you more than just food for thought. It will give you actionable insights you can use to get ahead in 2016 – and beyond.


How to Get the Latest from SBI.TV

Don’t want to miss an episode of SBI.TV? Take a moment to subscribe to the SBI.TV YouTube channel and you’ll get an alert when a new episode is published.


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 >