SBI TV: Hear From the Top Names in Sales Leadership

Posted by Greg Alexander

August 13, 2015 at 6:00 AM

This month’s episode of SBI TV is unique and very exciting. We gathered two groups of panelists with distinctive points of view to share their insights on several key topics. The experts include:

Heads of Sales:

  • Joe Vitalone, Executive Vice President of Mitel Networks and President of the Americas region
  • Chris Perry, President of Global Sales, Marketing and Client Solutions for Broadridge Financial Solutions
  • John Gleason, Senior Vice President of Global Sales for Ryder Fleet Management Systems
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Topics: Sales Leader, CSO, Sales Leadership, SBI TV

Case Study: Brandon Tolany, Chief Sales and Marketing Officer at Freescale on Sales Channel Optimization

Posted by Greg Alexander

August 10, 2015 at 6:30 AM

Click here and listen to this podcast. It is an interview with Brandon Tolany, Chief Sales and Marketing Officer at Freescale, a technology company that does $5 billion a year in sales and employs 17,000 people.

By listening to this podcast, you will learn Brandon’s perspective on:

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Topics: Sales Leader, Sales Channels, CSO, Podcast

Case Study: Scaling from $13 Million to $160 Million in 3 Years

Posted by Greg Alexander

June 22, 2015 at 6:00 AM

If you are a sales leader, in an emerging growth company, click here and listen to this podcast.  It is an interview with Paul Rosen, who is the Senior Vice President of Sales for OnDeck Capital.  Paul joined OnDeck Capital in 2012 when the company was doing $13 million in sales. Today, just 3 years later, the company is doing $160 million in sales and recently had a successful IPO with a market cap of $1.5 billion.

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Topics: Sales Leader, CSO, Sales Leadership, Podcast

9 Tips for Building an Inside Sales Force that Works

Posted by Ryan Tognazzini

January 29, 2014 at 7:00 AM

In a recent post, I discussed 5 reasons sales leaders should consider inside sales. This post is for sales leaders looking for further education on inside sales. 

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Topics: Sales Force Structure, Sales Leader, VP of Sales Resources, CSO, Inside Sales

How to Assess and Sequence Your Sales Initiatives

Posted by Mark Synek

December 19, 2013 at 7:00 AM

A few weeks ago, I was talking to an SVP of sales.  The topic was his number.  The company’s revenue is in the $700M range.  He had been given an aggressive goal for the new year.  To say he was concerned about hitting the number would be a huge understatement.  He was practically in a panic.

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Topics: Sales Leader, VP of Sales Resources, CSO, 2014 planning, Chief Sales Officer

The Sales SVP Guide to Finishing the Fiscal Year

Posted by Mark Synek

December 1, 2013 at 7:00 AM

For most of us, the fiscal year ends just 29 days from today.  This December has 22 business days.  But depending on your company’s holiday policy, you may have as few as 15.  How should the top sales leader in the company utilize this limited time?  

Download the SBI Sales SVP New Year’s Guide here.  It’s a concise guide to our best articles about managing this time of year.     

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Topics: Sales Leader, VP of Sales Resources, CSO, Chief Sales Officer, management thinking, Q4, sales planning

8 Tips to Help the CSO Prep for the New Year

Posted by Mark Synek

November 13, 2013 at 7:00 AM

Sales Leaders hate Q4.  Why?  They have to get ready for the new fiscal year.  And they have to do it while trying to end the current year strong. 

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Topics: Sales Leader, VP of Sales Resources, CSO, 2014 planning, Chief Sales Officer, sales planning

The 4 Common Mistakes of LinkedIn Social Selling Initiatives

Posted by Mark Synek

October 26, 2013 at 7:00 AM

The correct implementation of Social Selling gets your team appointments inside target prospects.  These meetings are net new sales opportunities you wouldn’t have otherwise had.  This drives an increased number of qualified buyers of your product into the funnel.  Your team sells more.  Revenue increases. 

The incorrect implementation of Social Selling drives no new revenue.  Worse, your sales teams’ newly updated LinkedIn profiles attract recruiters.  There’s no revenue lift, and your team is being recruited away.  What went wrong? 

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Topics: Social Selling, Sales Leader, VP of Sales Resources, LinkedIn, CSO, Social Prospecting

Do You Have the Right Number of Reps?

Posted by Mark Synek

October 8, 2013 at 7:00 AM

From here you can see over the horizon.  You have a pretty good idea if you’re going to make the number.  It might not look promising.  About 75% of U.S.-based corporations operate on a calendar fiscal year.  Now is the time to plan for 2014.  Do you have the right number of reps? Proper headcount is critical to making your number.

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Topics: Quota Setting, Sales Leader, VP of Sales Resources, CSO, Quotas, 2014 planning, planning

How To "Discover" the True State of Your Sales Organization

Posted by Mark Synek

September 20, 2013 at 7:00 AM

This article is about how to cut through the noise and evaluate your organization.  It focuses on the forms of Discovery you need to get a true picture.  The top sales executive in every organization faces the same problem: spin.  Everyone in your org chart wants you to interpret the results a certain way.  How can you find out what’s really going on?  Learning the truth is critical for your sales strategy.

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Topics: sales strategy, Sales Leader, VP of Sales Resources, CSO, Chief Sales Officer, management thinking

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