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.

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