How to Upgrade from Sales Tactics to a Sales Strategy

Welcome to the SBI Sales and Marketing podcast. Today, we're joined by Spencer Hodson to discuss developing a cohesive sales strategy using the SBI 5 Step Sales Strategy Methodology.

During this interview, we discuss how to:

- Set sales quotas using market segmentation, customer type, product category, and sales team.

- Drive adoption of your sales methodology.

- Design the org chart and determine the head count number.

- Staff the sales operations and sales enablement team.

We use SBI’s workbook “How to Make Your Number in 2016” to guide our conversation. Specifically, pages 155-192 which gives the details of SBI’s 5 Step Sales Strategy Methodology.

We look at how Spencer uses his version of it at his company. The benefit to you all is you get to see a “demo”, if you will, on how to use this tool. At the end of this show, if you want to use the SBI Workbook yourself, we show you how to get it.

If you want to develop a best-in-class sales strategy, this episode is a can’t miss.