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8 Disciplines for Successful B2B Sales Alignment
SBI Sales and Marketing Podcast Episode
Summary
On this week’s SBI Sales and Marketing podcast, we analyze SBI’s
Eight Disciplines of Sales Execution with J. Scott Tapp, the EVP of
global sales, marketing and field operations at PGi. Using Scott’s
company as a guide, we analyze each step and apply it to a
real-world B2B sales situation.
In our first segment, we cover step one, connecting your B2B
sales strategy from the CEO to the sales rep. We discuss how Scott
ensures his company’s sales strategy is aligned from the top of the
company to the bottom. In step two, we discuss how to track your
reps’ daily sales execution objectives. In step three, we discuss
how to achieve those objectives by encouraging proper sales
behaviors.
In our second segment, we continue with step four, where we
break down common issues in a B2B sales strategy, and we analyze
the best way to overcome or outright prevent these sales hurdles in
your strategic planning process. Step five covers strategic
alignment among your functional peers to aid in the success of
everyone. In step six, we discuss how to take feedback from
customers, employees, prospects and more, and convert that feedback
into a useable sales strategy.
In our final segment, we discuss step seven, where Scott details
his annual planning process and his tips for a successful strategy,
and step eight, which covers multi-year planning. We finish up the
podcast by giving a short summary of today’s topic, and Greg shares
his thoughts on the best way to successfully align your company
with all eight disciplines.
Want more weekly insights like this to help you make your
number? Subscribe and leave us a review! Your feedback will help us
improve our show and continue to bring you content that keeps you
at the top of your game.
View all episodes
By Sales Benchmark Index
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SBI Sales and Marketing Podcast Episode
Summary
On this week’s SBI Sales and Marketing podcast, we analyze SBI’s
Eight Disciplines of Sales Execution with J. Scott Tapp, the EVP of
global sales, marketing and field operations at PGi. Using Scott’s
company as a guide, we analyze each step and apply it to a
real-world B2B sales situation.
In our first segment, we cover step one, connecting your B2B
sales strategy from the CEO to the sales rep. We discuss how Scott
ensures his company’s sales strategy is aligned from the top of the
company to the bottom. In step two, we discuss how to track your
reps’ daily sales execution objectives. In step three, we discuss
how to achieve those objectives by encouraging proper sales
behaviors.
In our second segment, we continue with step four, where we
break down common issues in a B2B sales strategy, and we analyze
the best way to overcome or outright prevent these sales hurdles in
your strategic planning process. Step five covers strategic
alignment among your functional peers to aid in the success of
everyone. In step six, we discuss how to take feedback from
customers, employees, prospects and more, and convert that feedback
into a useable sales strategy.
In our final segment, we discuss step seven, where Scott details
his annual planning process and his tips for a successful strategy,
and step eight, which covers multi-year planning. We finish up the
podcast by giving a short summary of today’s topic, and Greg shares
his thoughts on the best way to successfully align your company
with all eight disciplines.
Want more weekly insights like this to help you make your
number? Subscribe and leave us a review! Your feedback will help us
improve our show and continue to bring you content that keeps you
at the top of your game.