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SBI Podcast

Sales Benchmark Index

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Welcome to SBI TV, a show sponsored by SBI, the growth advisory for innovative companies seeking proven experience for real results in sales and marketing. SBI TV features engaging interviews with top sales and marketing leaders in the industry. You can watch a new episode of SBI TV each week to learn proven strategies and insights growth leaders use to rise through the ranks. Together we break down sales and marketing strategies into easily understood concepts. Subscribe today to keep up wi ...
 
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show series
 
CEOs must make rapid, critical business decisions while being increasingly inundated with data, trends, and conflicting information. In this age of information overload, how can you make sound judgments for your organization without the threat of falling behind? On today's show, we are joined by Frank Cespedes, Senior Lecturer at Harvard Business S…
 
On today’s show, serial entrepreneur Jeron Paul, Cofounder and CEO of Spiff, explains how he started, grew, and exited 3 successful ventures. Jeron and SBI’s CEO, Matt Sharrers, talk about the elements needed to drive a growth culture, including a Revenue Growth Office that generates a universal fact base executive team leaders can use to make unif…
 
Organizations have had to drastically reimagine their revenue model since last year to accommodate the new era of digital. However, some companies anticipated this shift much earlier in advance and were able to adapt and scale quicker than their competitors. Autodesk is among those whose strategy pre-pandemic allowed them to weather 2020 unscathed.…
 
SBI recently held its first Chief Financial Officer Growth Forum to bring together like-minded finance executives to discuss common challenges and share best practices with their peers. These growth-focused CFOs gathered in an intimate virtual setting to discuss the following topics: The Ascent From CFO to CEO The Digital Selling Landscape Driving …
 
A good account segmentation will keep the lights on, but a great segmentation is how market leaders surpass their competition. How does yours compare? On today's show, we are joined by Malorie Feidner, Senior Consultant at SBI, to discuss what it takes to achieve best-in-class account segmentation. Malorie shares the 3 key items every sales leader …
 
SBI recently held it’s Spring Growth Advisory Board meeting where less than a dozen market-leading Presidents and Chief Commercial Officers gathered to discuss the most pressing challenges in today’s environment. During the afternoon, the attendees shared best practices on the following topics: The Ascent to Chief Executive Officer The Evolution of…
 
SBI recently held its Spring CEO Advisory Meeting to connect with less than a dozen market leaders on current challenges and to share best practices. This influential peer group share key insights into the following topics: Organizational Clarity Around Customer Experience The CEO’s Role in Determining the Go-to-Market Model Talent to Drive the GTM…
 
Being a CEO during a large Go-to-Market transformation is difficult, and with multiple acquisitions, this adds further complexity, such as: High Customer Acquisition Costs Low Employee Morale Inaccurate Fact Base And more On today’s show, Steve Smith, CEO of Zayo, joins us to discuss how he navigated these challenges during his first few months in …
 
CEOs often get lost in data while trying to decide what's working, if there is too much, or if it's even correct. But even great data is moot if not activated properly across commercial functions. On today's show, Mike Dickerson, CEO of ClickDimensions, joins us to discuss how CEOs should be thinking about their data and the processes that go with …
 
To say your salesforce is changing is an understatement. Not only have there been shifts in adapting to a new virtual world, but your teams also need the time and attention dedicated to reaching their full potential now more than ever before. As a sales leader, how can you create a culture for your teams to thrive? On today’s show, Roquita Williams…
 
On today's special edition of the Revenue Growth Help Desk, we celebrate Women's History Month and are joined by three inspiring women leading the charge in revenue growth: Debra Walton, Chief Revenue Officer, Data & Analytics, London Stock Exchange Group, Pilar Schenk, VP of Sales Strategy and Operations at McAfee, and Tracy Hansen, CMO at Chief O…
 
At SBI we strive for all of us to reach our full potential by being diverse by nature, equitable by design, and inclusive by choice. Our curiosity to understand, value, and celebrate our unique strengths will improve outcomes for our people and our clients. This is an unwavering belief that guides how we build teams, cultivate leaders, and work wit…
 
Nearly 1 year ago, the economy had come to an abrupt halt as many organizations waited to be ushered into a "new normal." Now, companies worldwide have adapted to new digital capabilities to operate better than ever before, but many still struggle to replicate a personalized customer experience online. On today's show, Brad Christian, Chief Custome…
 
Nearing the end of 2020, less than a dozen market-leading CEOs gathered for SBI's fall Advisory Meeting to discuss common challenges faced throughout the year as well as share best practices for trending topics, including: Using the Right Data for Right Actions Executing a Back-to-Base Strategy The Current State of Digital On today's show, Scott Gr…
 
At SBI’s most recent Sales Advisory Board meeting, market leaders from a variety of industries came together in a virtual environment to discuss topics that are top of mind for sales executives: The Ascent of Sales Leaders to CEO Positions Executing a Back-to-Base Strategy Digital Selling in 2021 On today's show, Scott Gruher, Senior Partner and Re…
 
While every industry has been impacted by the ongoing pandemic, private equity professionals have had to unpack an entirely different set of challenges trying to buy and sell in this environment. On today's show, Mike Hoffman, SBI Senior Managing Director Private Equity, joins us to share how PE firms are validating investment theses centered on ac…
 
Of all the challenges that sales leaders have faced this past year, effectively evolving field sellers into virtual teams has been one of the most difficult to navigate. On today’s show, Mike Carpenter, President of Global Sales & Field Operations at CrowdStrike, joins SBI Managing Director Tony Erickson to discuss the strategic pivots Mike has fac…
 
It may be easy to assume that tech-enabled services became an overnight success in the wake of the work-from-home and digital phenomena. However, many companies will not only miss their number but have also experienced an 8% year over year decrease. It is clear that if TMT leaders do not make significant changes to their 2021 strategy, they will ge…
 
Consumer behaviors have changed drastically over the past year, with a significant rise in ecommerce. As the supply chain is being disrupted across industries, businesses are reimagining how to go to market, generate demand, and serve customers. On today's show, Grant Dismore, EVP and Chief Strategy Officer at Interstate Batteries, joins SBI Managi…
 
Over the past several months, SBI’s latest research has unpacked how market-leading CEOs have responded to market disruption and how they approach planning for 2021. Those identified as "Accelerators" have not only managed to thrive in the face of adversity but remain vigilant in aligning their revenue growth strategy with their corporate strategy.…
 
While the Business Services industry saw comfortable growth preceding the pandemic, only a select few market leaders have been able to accelerate growth since the crisis began. Their secret lies in their ability to execute dynamic, cross-functional revenue plans. On today's show, Andrew Urteaga, SBI Managing Director, joins us to share what market …
 
Marketing leaders have faced numerous difficulties over the past year, but one challenge is not exclusive to just 2020 — sales and marketing alignment. Getting this correct is more imperative now than ever before and can make or break your growth strategy. Ultimately, companies that create strong alignment win 38% more deals and retain 36% more cus…
 
With the global shift to working from home, UC&C companies have witnessed a record amount of demand for their tools and services to carry on productivity away from the office. However, how are market leaders positioning themselves to be set up for success in 2021? On today's show, Gregg Blatt, SBI Managing Director, joins us to share what UC&C mark…
 
For market-leading software companies, the changing economic conditions have had a positive effect on the bottom line. But this has not been without their fair share of challenges, especially for those facing a high growth environment. On today’s show, Doug Winter, Founder and CEO of Seismic Software, joins SBI Managing Director Marc Odenweller to …
 
Legacy companies have been able to withstand nearly every possible economic condition over several decades, and yet even they have had to persevere through new challenges seen this year. However, companies like Hexagon PPM have not been around for over 50 years by merely surviving difficult circumstances. Through the adversity, they have made their…
 
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