Greg Alexander

The CEO and Sales Leader Relationship

I recently spoke with the CEO of Aderant, Chris Giglio. Aderant is a leading provider of business management software for law practices and professional services firms. The company has an impressive 98 percent customer retention rate, and has been in business for over three decades. Giglio shared his ideas on a controversial...

The Top 10 Ways a New VP of Sales Can Blow the Honeymoon...

You’ve recently been hired as the head of sales. So has Eric Vermillion,  who is in his honeymoon period as senior vice president of sales at BlueCat.  In a recent interview, Vermillion walked us through the top 10 mistakes new sales leaders make. #10: Using...

How to Create and Distribute Compelling Content

The amount of content in front of your target customers and prospects has recently exploded.  To cut through the noise, you need a significant amount of compelling content. It has become a bit of an arms race and relevancy is key. And it’s a...

3 Tips to Conquer Big Data

SBI recently spoke with Chris Lonnett, the Vice President of Sales Operations at Motorola. The topic of conversation was building a data plan. Too often sales ops teams struggle to derive meaningful insights from their data. Maybe it’s because the data is dirty, or...

Book Review: The Collaborative Sale

When Eads and Sullivan, the owners of the Solution Selling methodology, came out with a new book, I jumped at the chance to read it. The book is great and you should read it. Why? Some History: I read, and was trained on, Solution Selling…

Social Selling Applicability by Industry

The potential impact of Social Selling varies greatly by industry. Social Selling will be highly disruptive to some industries. Not so much to others. If you are in an industry where social selling has high applicability, peddle faster.  If you don’t modify your core sales...

Case Study: How a Company Hurt its Business with a Change in the Comp...

This is a story of how a bad comp plan can ruin a sales force. In 2011, P&O Cruise lines cut is commission rate from 12% to 5%. The CEO was upset with the rampant discounting used by his sales team. So he cut...

Key Sales Lessons from Oracle’s 4th Quarter Miss

Oracle just missed its 4th quarter number for the first time in a decade. They missed because they did not ramp 500 new reps fast enough. Their words not mine. Here is the announcement. If you do not want to miss your 4th...

A Letter of Resignation

Below is a letter of resignation. It was submitted by the head of sales at a client company of mine. If you have ever wondered "why did the sales manager quit?" this might be informative. I think the reasons this sales manager quit are...

Book Review: The Gamification Revolution

A few weeks ago I got an email from a client telling me "You have to read this book." This client, Hi Leva of Clear Channel, has a good eye so I paid attention. The book, The Gamification Revolution, by Zichermann and Linder, discusses...

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