Incentive Compensation: Getting it Right (Part 1 of3)


Have you reviewed your compensation plans recently? Consider these factors to determine how to best incent your sales reps.


Read The Full Post Here



Google’s Social Search And The Impact On B2B Lead Generation


Google’s announcement Thursday, regarding Social Search, will have a monumental impact on B2B Lead Generation.


Read The Full Post Here



Design Your Sales Process So That Reps Can Lose Quickly And Correctly


Avoid wasting sales team’s time pursuing unwinnable business; instead, fail fast to lose early and focus your efforts on winnable campaigns.


Read The Full Post Here



The Worst Channel Sales Strategy


Your best channel management strategy is simply being the exact opposite of your worst industry peer.


Read The Full Post Here



Sales Strategy: What CEO’s Think About Sales Excellence


An inside view as to what CEO’s think about sales excellence.


Read The Full Post Here



Improve Your Win Rate: Know The Competition


Let’s discuss a great way to do competitive analysis that will help drive a better win rate.


Read The Full Post Here



Coach This! : 3.75 Ways For A Sales Manager To Coach Effectively


Coaching is the single most important activity a Sales Manager does every single day, week and month.


Read The Full Post Here


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 >