Syncing Corporate Strategy & Sales Strategy: A CEO’s Guide

Welcome to the SBI Sales and Marketing podcast. Today, we're joined by Bal Dail to discuss how achieving strategic alignment between your corporate strategy and sales strategy can lead to you hitting your number with little internal friction.

Bal Dail is the Chairman and CEO of JDA Software, the provider of the broadest portfolio of supply chain solutions.

During this interview, we discuss:

- His opinion why very few CEOs have come up through sales and the problem this can cause when trying to make your number with an effective sales strategy.

-A definition of the term “strategic alignment” and why it is critical to your success.

- Ways upon which a CEO can:

1. Drive market research output into sales strategy

2. Educate the sales team on the markets to compete in, the accounts to sell to, the buyers to meet with, the products to position, and the competitors to beat.

3. Make sure the leaders of product, marketing, sales, and HR are working with strategic alignment.

We use SBI’s recently released workbook titled “How to Make Your Number in 2016” to guide our conversation. Specifically, pages 51-70 which details SBI’s 8 Step Corporate Strategy Methodology. We walk through the model while Bal explains how he uses a 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 let you know how to get it. If you want to make sure your sales strategy is in tune with your corporate strategy, listen to this podcast and hear how one of your peers has done so.