Every Sunday morning we will publish a photograph of an SBI’er “in action” which is meant to illustrate how much fun we have working with you.

 

This project has one purpose: to celebrate you, our clients and followers.

 

Companies, firms, and fads come and go. But, because of you, SBI, the firm we love, has become a leader and has withstood the test of time. And as a result, smiles have been put on many faces. Thank you.

 

You can follow the project, and get to know our people, at #SBIFirstTenYears.

 

account-based-marketing-strategy-session

 

Senior consultant Eric Estrella (right) is working with a client’s CEO on implementing Account Based Marketing.

 

Account Based Marketing is all the rage at the moment, and rightfully so.

 

Eric helped pioneer the concept by developing key building blocks such as building target account list based on potential spend per account, propensity to buy formulas, share of wallet white space analysis, and account level brand awareness studies.

 

If you are exploring Account Based Marketing, have Eric come see you, hand him a pen, and put him in front of a white board.  You will go from beginner to expert in half the time.

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.
Learn more about Greg Alexander >

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.

Read full bio >