Theory vs Practice: Sales Executives and Consultants Debate!

Theory vs Practice: Sales Executives and Consultants Debate! video 43:59

Today’s episode features two perspectives on the most popular topics in our How to Make Your Number in 2016 Report ( One point of view is from the sales executive who tackles sales process and sales management issues every day and the other is from the consultant who deals with sales problems across multiple industries and markets. The result? A perfect balance of street smarts and book smarts.

00:31 Introducing the panelists: Matt Sharrers, Joe Vitalone, Chris Perry, John Gleason, Mike Drapeau and Aaron Bartles.
02:23 Balancing talent and performance conditions
06:57 Evaluating talent vs. performance conditions from an outsider point of view
10:23 Tips for enabling A-level talent
13:30 Discovering and releasing trapped potential within your sales team
17:02 Getting lead generation right in your sales process
19:11 Who’s responsible for lead generation anyways?
23:12 Social screening: LinkedIn is the new caller ID
24:49 Knowing when to raise the bar when it comes to record years
27:13 Advice to a sales leader trying to extend a blowout year
32:02 Figuring out your gold metal year with advanced metrics
34:44 How to prioritize initiatives in your sales process
38:58 Integrating customer and prospect feedback into your sales process
41:37 What is the value of listening to the market?

SBI Sales and Marketing Video Podcast Episode Summary:

This episode of the SBI Sales and Marketing podcast is truly like no other. Today we’re joined by an esteemed panel of thinkers and doers to present to you differing perspectives on sales management, from lead generation all the way to the enviable problem of dealing with success.

You’ll hear opinions from the point of view of the sales executive at the top of his industry to the seasoned consultant with years of experience analyzing different industries and markets, all to bring focus on what’s lost in translation when sound theory is put into practice.

Ready to Make Your Number?

If you want a copy of the workbook mentioned in this video, go to to see the details of our six-step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at

Theory vs Practice: Sales Executives and Consultants Debate! video 43:59

One Response to Theory vs Practice: Sales Executives and Consultants Debate!

  1. This is a very good video with different viewpoints on common business problems & solutions. I highly recommend watching.

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