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PODCAST

SBI, The Growth Advisory

SBI, The Growth Advisory

Welcome to the SBI Podcast Channel. SBI is the go-to-market (GTM) growth advisory with proven experience in helping innovative companies achieve real results in sales and marketing. This channel features podcasts with insightful discussions between top sales and marketing leaders, sharing insights, best practices, and proven strategies to create incremental value and drive revenue growth for your organization. Subscribe today to keep up with the latest episodes for impactful sales and marketing

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All Episodes

00:34:30

Navigate Your Company to Rapidly Developing Markets

SBI, The Growth Advisory ·

2023/11/24

Joining us for today’s show is Hassane El-Khoury, the CEO of Cypress, the leader of the semiconductor industry. Hassane’s mission is to establish Cypress as the global supplier of choice for innovative companies in high-growth markets. Cypress is leading the industry in growth after making the shift from commodity products to high value sales efforts. This has made it possible to focus on the higher value offerings in the Cypress product portfolio. Today we are going to demonstrate how to define

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00:30:57

How the CRO of an Emerging Technology Company Drives...

SBI, The Growth Advisory ·

2023/11/24

Our guest on SBI TV is Ryan Leavitt, the Chief Revenue Officer for LearnCore. Ryan is a serial entrepreneur who knows how to drive revenue growth which is the lifeblood of an emerging business. I can’t think of a better guest than Ryan to share best practices in sales prospecting to fill the funnel. Ryan and I discuss how to fill the funnel with real sales opportunities. Ryan shares his knowledge of lead production, specifically what percent of leads marketing produces versus what the sales team

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00:29:46

How a New Head of Sales Gets Off to a Fast Start

SBI, The Growth Advisory ·

2023/11/24

Joining us for today’s show is Jennifer Bakunas, the Senior Vice President of Americas Sales for Monotype. Jennifer has a wealth of experience, from spinning up successful start-ups to running enterprise sales teams. She took over the sales leadership role at Monotype last year, and we join her at the end of one year to discuss her successful transformation of the 100-plus person sales force. Today we are going to demonstrate how a head of sales transforms a selling team to hit their growth

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00:31:26

How to Run a High Performance SDR Team

SBI, The Growth Advisory ·

2023/11/24

Our guest today is Gabe Larson, the VP of InsideSales Labs for InsideSales.com. Having spent five years as the VP of Inside Sales, Gabe provides a behind-the-scenes look at building and operating one of the best sales development rep teams that we've ever had the benefit of examining. InsideSales.com has experienced tremendous growth and the Sales Development Representative has played a significant role by filling the funnel with quality opportunities. Listen as Gabe and I demonstrate how to

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00:29:58

Beat the Odds by Perfecting Your Market Entry Strategy

SBI, The Growth Advisory ·

2023/11/24

Joining us for today’s show is Walt Megura, Vice President of Emerging Industry Segments and Channels for Ericcson. Walt is here to share his experience in creating new beachheads in verticals that provide future long-term growth to Ericsson. Today we are going to demonstrate how to ensure you have the right sales strategy and talent to enter new markets. Why is this an important topic? To grow revenue, companies are moving into adjacent spaces. Assumptions made during the planning process make

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00:38:14

Why Your B2B Brand Matters

SBI, The Growth Advisory ·

2023/11/24

Our guest today is Tiffany Nels, the Chief Marketing Officer for Lifesize. With 20 years of Tech B2B marketing experience, Tiffany is one of the top B2B revenue growth marketers. Tiffany played a major role in the successful demand generation efforts at Solar Winds and has the right blend of strategy and execution that B2B companies need for success. Many B2B marketers have over-rotated to demand generation tactics without enough emphasis on brand. Tiffany is going to make the case for why

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00:27:44

Did You Set the Right Sales Quotas?

SBI, The Growth Advisory ·

2023/11/24

Did you set the quotas right to drive revenue growth? The purpose of today's show is to demonstrate how to link the company objectives to sales targets through quota setting. Leverage this use-case to evaluate how you set your quotas. John has a proven record of accomplishment of increasing profitable recurring revenues faster than his industry and his competitors in a crowded SaaS market. Our guest today is John Young, the SVP of Global Sales at NetFortris. vJohn is uniquely qualified to

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00:44:00

Is the Onboarding of New Reps Your Achilles Heel?

SBI, The Growth Advisory ·

2023/11/24

Joining us for today’s show is Jeff Harris, the Chief Business Development Officer for Millar. Today we are going to demonstrate how to drive revenue per sales head up and time to productivity for new sales hires down. Why is this an important topic? Getting an increase in sales head count is difficult. The expense cops expect all the current sales reps to be at quota before they agree to add any new heads. And when new sales people are hired there is little patience from the executive team

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00:31:59

How A-Player CMO's Implement Account Based Marketing

SBI, The Growth Advisory ·

2023/11/24

Joining us for today’s show is Mike Volpe, the Chief Marketing Officer for Cybereason. Today we are going to demonstrate how to replace leads with real opportunities for the sales team through Account Based Marketing. Why is this an important topic? Demand generation and lead management does not work for companies with business models dependent on a small number of accounts but who spend a lot. Waiting for dream accounts to come to you will result in you missing your revenue targets. If you live

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00:31:55

Focus on the Real Drivers of Revenue Growth

SBI, The Growth Advisory ·

2023/11/24

Joining us for today’s show is Bryan Adams, the co-founder and Managing Partner for Integrity Marketing Group. Matt and Bryan use the How to Make Your Number in 2018 Workbook to share emerging best practices. Access the latest Workbook and flip to the Objectives Phase of the Corporate Strategy section, found on pages 40-47. Today we are going to demonstrate how to create clarity throughout the entire company by getting everyone laser-focused on the real drivers of revenue growth. Why this topic

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00:30:42

An Executive View of Campaign Strategy & Planning

SBI, The Growth Advisory ·

2023/11/24

Joining us for today’s show is Randolph Carter, the VP of Marketing in North America for Rentokil. Randolph answers questions out of SBI’s 2018 Workbook to share his deep knowledge of campaign strategy and planning. To follow along flip to the Marketing Strategy section and turn to Phase 6, Campaign Planning found on pages 264-269. Today we are going to demonstrate how to capture the attention of customers and prospects through campaign strategy and planning. Why this topic? Every market has a

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00:26:28

Improve the Productivity Rates of Your Sales Team

SBI, The Growth Advisory ·

2023/11/24

Joining us for today’s show is Steve Bonvissuto, the Executive Director for Innovation at MarketSource. Today, we're going to demonstrate how to improve the productivity rates of the sales team with smart sales systems design. Why this topic? Too much technology and the reps never ever meet with customers because they become data entry clerks. Too little technology and the reps waste countless hours administrative tasks that could have been automated. You kind of think about revenue growth, it

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00:20:07

Are You Maximizing Recurring Revenue with Customer...

SBI, The Growth Advisory ·

2023/11/24

Joining the SBI podcast show is Nick Mehta, the CEO of software company Gainsight, the global leader in the customer success category. Many CEOs are moving their revenue models to recurring revenue as this type of revenue creates more enterprise value than transactional revenue. As a result CEOs have become strategically focused on revenue retention, customer renewal rates, and customer life time value. Nick literally wrote the book on customer success and with his company Gainsight, created the

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00:30:13

2x Your Organic Revenue Growth

SBI, The Growth Advisory ·

2023/11/24

Joining us for today’s show is Jason Close, a key member of the team working behind the scenes of the successful Global Payments growth story. Global Payments literally doubled their revenue growth in a short period of time. Jason is here to share the story of how the sales leadership team made that happen. Jason has a unique approach to enabling the sales team to outpace the competition. Jason shares his story by answering questions from the How to Make Your Number in 2018 Workbook to share

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00:31:26

Why CEOs Should Care About Content Marketing

SBI, The Growth Advisory ·

2023/11/24

Joining us for today’s show is David Ciccarelli, the CEO of Voices.com, who specializes in content marketing. This is an area David has developed deep expertise in, so his business is fueled with great content. David answers questions from the How to Make Your Number in 2018 Workbook, to access emerging best practices for content marketing. Turn to the Marketing Strategy section and flip to the Content Strategy and Planning phase on page 270. Today we're going to be discussing how to earn brand

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00:34:56

How to Improve the Efficiency of the Sales Team

SBI, The Growth Advisory ·

2023/11/24

Joining us for today’s show is Todd Jones, an executive sales operations leader who knows how to support aggressive revenue growth. Today’s topic is focused on how Sales Operations improves the efficiency of the sales force. During our discussion, Todd and I leverage our workbook, so flip to the Sales Operations phase on page 314 of the PDF to follow along. Our guest today is Todd Jones, the Vice President of Sales Operations and Enablement at Renaissance Learning. Renaissance is the leader in the

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00:33:26

How to Increase Deal Sizes, Improve Win Rates and...

SBI, The Growth Advisory ·

2023/11/24

Joining us for today’s show is Bill Griffin, an Executive Vice President of Global Sales who knows how to Make the Number. Today’s topic is about winning more deals, winning bigger deals, and winning them faster. Bill uses the How to Make Your Number in 2018 Workbook to access emerging best practices as a guide for our questions. Leverage the latest Workbook to review the Sales Process phase starting on page 361 of the Sales Strategy section. Our guest today is Bill Griffin, the Executive Vice

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00:32:44

The CEO's Guide to Generating Revenue from New...

SBI, The Growth Advisory ·

2023/11/24

Joining us for today’s show is Amir Wain, a Chief Executive Officer who knows how to commercialize technical innovation. This show suggests ways to generate revenue from new product introductions. Amir and I answered questions from the new How to Your Number in 2018 Workbook to demonstrate generating revenue from product introductions by leveraging emerging best practices. Joining us today is Amir Wain, the CEO and of i2c, a payment technology company. I2c provides the infrastructure to enable

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00:30:51

The Right Go-to-Market Strategy to Cover Your Market

SBI, The Growth Advisory ·

2023/11/24

Joining us for today’s show is Oni Chukwu, a software executive who knows how to make the number. Today’s topic is Go-to-Market Strategy. Oni and I leverage the How to Make Your Number in 2018 Workbook to access emerging best practices as a guide for our questions. Access the latest Workbook to review the Corporate Strategy section. Flip to Step 5 Go-to-Market that includes Coverage and Channels as well as Pricing and Packaging phases. [p] Our guest today is Oni Chukwu, the Chief Executive Officer

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00:22:38

How to Increase Revenue Per Sales Head

SBI, The Growth Advisory ·

2023/11/24

Joining us for today’s show is Sean Cataldo, a sales effectiveness leader who knows how to enable a sales force to hit the number. Today’s topic is sales enablement. Sean and I leverage the How to Make Your Number in 2018 Workbook to access emerging best practices as a guide for our questions. Access the latest Workbook to review the Sales Enablement phase starting on page 367 of the Sales Strategy section. Our guest today is Sean Cataldo, the Senior Director of Global Sales Force Effectiveness at

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312 results

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