“Macro market changes within the healthcare industry are driving our biggest sales challenges. Our targeted buyers are facing a fluid economic situation as they make the arduous shift to a quality-based model.


  1. Our lead generation opportunities are coming in earlier in the sales cycle, requiring more customer education and additional touch to avoid clogging the sales team funnel with early-stage opportunities.
  2. Our currently funneled opportunities are also requiring more education to reduce the investment risk, requiring us to bring in a specialist to facilitate this education. This is resulting in elongated cycles and higher costs.
  3. Our customer education burden requires a well-oiled training machine to ensure consistent messaging across the team and segments while also solving for territory-specific challenges/messaging.”




Executive Vice President

Sales & Business Development

Parata Systems, LLC.



“I was hired by UC4, a private-equity backed company, to participate in a top–down transformation project, which involved a name change and rebranding effort, as well as rebuilding and retooling a global sales organization to manage unprecedented growth. The biggest challenge we have encountered is about managing expectations for change. It has been a bit like taking over a 6-10 NFL football team…We had to swap out the playbook, swap out 40+ percent of the players, swap out 50 percent of the assistant coaches and instill the rigor and discipline of a well-designed program. We were quite successful in the first year. … To complete the analogy, we finished Year One of the transformation at 9 -7, but installed the infrastructure of people and processes for further growth in Year Two. Of course, the board wanted us to win the Super Bowl!! The biggest lesson for me was clearly aligning the program, the expectations and the time needed to define success.”



Chief Sales Officer






“Identifying sales professionals – both individual producers and leaders – who have the character and commitment to fit into our culture is the biggest challenge we face. When you are a growth-minded company with aggressive goals, finding talented people, especially those with exceptional intangibles and the proper mindset, is almost always your biggest limiting factor.”



Chief Sales Officer

Heartland Payment Systems






“We have had a great year in sales in 2014 with record bookings, and our biggest challenge in 2015 will be to repeat this performance and deliver record bookings again. To achieve that success, we are focused on refining and improving our segmentation process and better enabling our channel partners both domestically and internally.”




Executive Vice President

Global Sales








“One constant challenge is not allowing the day- to-day whirlwind to distract focus from the “big rocks” necessary to execute your strategy. In the battle to grow profitable revenue, we must continuously evolve the sales coverage model. This includes connecting the addressable/attainable market opportunity with the most efficient market coverage and resource leverage, evolving and executing territory plans, and maintaining appropriate account assignments.”




Chief Sales Officer

Global Sales Organization





Leading the Sales Team As CEO

This month, our cover story profiles Jack Lynch, the CEO of Renaissance Learning, the educational analytics company that counts Google Inc. among its investors and was acquired last year by private equity firm Hellman & Friedman for $1.1 billion. You’ll get a close-up look at how Lynch has worked to transform Renaissance’s sales operation and improve market penetration.


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 >