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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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