Significantly increase the odds of making your number in 2018

It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. SBI released our 11th annual research report, How to Make Your Number in 2018 Workbook to help you increase the probability of making your number.


Who is the Workbook for?


The Workbook is for executives who want to be market leaders. To be a market leader, you must grow revenue faster than the industry and your competitors. We call this “making your number.” If you want to lead your market, this workbook is for you.


How Does the Workbook Increase the Probability of Making Your Number?


It teaches you what market leaders are doing differently than average market participants. 


We call these unique approaches emerging best practices. An emerging best practice is a method being used exclusively by market leaders. They are not being used by everyone. Emerging best practices are powerful differentiators that cause revenue growth to accelerate. 


In contrast, average market participants use best practices. A best practice is a method used by many, if not all. Best practices are not differentiators and do not cause revenue growth to accelerate. With many executives implementing the same best practices, often in the same industry, their ability to create market leadership does not exist. 


Every week, 52 weeks per year, executives striving for market leadership travel to Dallas, Texas, to visit The Studio, our executive briefing center. Their time is spent participating in workshop exercises, under our supervision, designed to help them “make the number.” 


This vantage point allows us to witness what is working, and what is not working. 


The output of these sessions is this workbook. 


The methodologies, tools, and exercises you are holding in your hands were created by your peers who have become market leaders by consistently “making their number.” 


This is the only workbook we know of that has been battle-tested by such a large and diverse group of successful growth executives. This is why you should read it. 


Have expectations gone up and you might be wondering if you can make your number? Here is an interactive tool that will help you understand if you have a chance at success. Take the Revenue Growth Diagnostic to test and rate yourself against SBI’s sales and marketing strategy to find out if:

  • Your revenue goal is realistic
  • You will earn your bonus
  • You will keep your job


Revenue Growth Diagnostic


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.

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