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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

00:17:58

Episode 6: Big Returns from Customer Success (Part #1)

SBI, The Growth Advisory ·

2023/12/21

Companies should never underestimate the value of customer success, which can significantly increase upsell and cross-sell opportunities. Invest in your customers, and your customers will invest in you. In this episode, SBI Senior Partner and TMT Practice Leader, Tony Erickson talks with symplr CEO, BJ Schaknowski and President, Nicole Rogas to learn how the provider of enterprise healthcare operations software and services succeeded in building a large, consolidated brand with a focus on customer

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00:39:07

Episode 5: Empowering Sales with AI

SBI, The Growth Advisory ·

2023/11/27

Episode 5: Empowering Sales with AI AI development continues at a breakneck pace, with the number of use cases increasing by the day. This raises the question for many Go-to-Market leaders: how do we use AI to help sales? How do we ensure smooth adoption of AI? And what value does it bring to the business? In this episode, SBI Managing Director of Talent Services, Ray Makela meets Conor Grennan, Head of Generative AI at NYU Stern School of Business to take a deep dive into the state of generative

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00:25:30

Episode 4: Growth at Any Cost is Over

SBI, The Growth Advisory ·

2023/11/27

Episode 4: Growth at Any Cost is Over Understanding the right design and execution of GTM levers in uncertain markets could help CEOs propel their revenue growth by making efficient use of existing resources. In this episode, Pilar Schenk, Cisco COO, Global Specialists, and Mike Hoffman, SBI CEO, discuss strategy, execution, and activation against a backdrop of those who had a growth thesis in tech of growth, at any cost.

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00:20:51

Episode 3: Know to Grow Sales Talent

SBI, The Growth Advisory ·

2023/11/27

Episode 3: Know to Grow Sales Talent A crucial driver of an organization’s revenue growth plans is the people that work there and how they perform. The importance of understanding how to develop top talent in go-to-market teams cannot be understated. In this episode, Senior Partner and TMT Practice Leader at SBI, Tony Erickson meets with Director of Global Sales Enablement at Nearmap, Karen Mattice to talk about Nearmap’s approach to talent development through its Know and Grow strategy. Key

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00:52:16

Podcast: Increasing Sales Talent Productivity Through...

SBI, The Growth Advisory ·

2023/11/27

Podcast: Increasing Sales Talent Productivity Through Effective Coaching Subtitle: (None) In the current landscape, where business leaders are strategically shifting their focus to recovery, the role of sales managers has taken on a critical new dimension. Join us for an interactive webinar to discuss the transformative power of sales coaching in driving commercial excellence. In this webinar, you'll learn about: The crucial role of sales coaching in attaining commercial excellence.

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00:34:21

Episode 2: Delivering Sales Velocity

SBI, The Growth Advisory ·

2023/11/27

Episode 2: Delivering Sales Velocity Understanding the types of seller behaviors that have been most successful in today’s slow-moving market could help CEOs create value by improving the commercial productivity of their GTM teams. In this episode, Chief Strategy and Product Officer at SBI, Nick Toman, and SBI General Manager of Talent Productivity, Ray Makela, discuss how top CEOs are adopting effective seller approaches and generative AI to push the sales margin. Key Talking Points: The

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00:16:13

Episode 1: Wait and See is Over

SBI, The Growth Advisory ·

2023/11/27

Episode 1: Wait and See is Over CEOs are no longer waiting to see what will happen next. They are taking control of what they can to be optimally positioned for what comes next. There are many aspects of business outside the control of CEOs; and many have recognized this and are no longer waiting to see what will happen next. In this episode, SBI CEO, Mike Hoffman, and SBI President of Consulting, Scott Gruher, discuss how CEOs are taking control of three major challenges to position their companies

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00:22:35

Uncovering the Secret to Clean Data

SBI, The Growth Advisory ·

2023/11/27

How CEOs Maximize Value CreationCEOs 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 School, recurring contributor to Harvard Business Review, and author of Sales Management That Works: How to Sell in a

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00:27:48

How CEOs Maximize Value Creation

SBI, The Growth Advisory ·

2023/11/27

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 unified decisions, as well as tools that create visibility, connectivity, and improved employee experience.

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00:20:07

How a $3B Software Company's Forward-Thinking...

SBI, The Growth Advisory ·

2023/11/27

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. On today’s show, Steve Blum, Autodesk CRO and EVP Worldwide Field Operations, joins us to discuss topics that are top of mind for commercial leaders

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00:18:38

How Leading Finance Executives Drive Transformative...

SBI, The Growth Advisory ·

2023/11/27

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 Accountability Through Visibility And More On today’s show, Jim Ettamarna, SBI Managing Director, joins John Staples, SBI Senior Partner,

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00:08:27

3 Keys to an Unmatched Account Segmentation Strategy

SBI, The Growth Advisory ·

2023/11/27

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 should prioritize, as well as the most common mistakes organizations make.

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00:15:30

Advisory Board Learnings From Growth-Minded...

SBI, The Growth Advisory ·

2023/11/27

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 Commercial Effectiveness The Workplace of the Future On today’s show, Scott Gruher, Senior Partner and Revenue Practice Lead, shares key

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00:13:07

CEO Advisory Board Insights to Navigate the Second Half

SBI, The Growth Advisory ·

2023/11/27

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 Model at Scale On today’s show, Scott Gruher, Senior Partner and Revenue Practice Lead, joins us to discuss these items and share takeaways

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00:21:24

The CEO's Guide to Navigating Commercial Complexity

SBI, The Growth Advisory ·

2023/11/27

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 his role and shares how harnessing the power of listening and an efficient cadence has brought unity and clarity to his team.

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00:24:08

What Every CEO Should Know About Their Data and Why...

SBI, The Growth Advisory ·

2023/11/27

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 it. By owning the data, CEOs will not only have clearer visibility into the complete operation but also a unified fact base to run an

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00:16:00

Building, Retaining, and Developing a Modern Salesforce

SBI, The Growth Advisory ·

2023/11/27

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, Head of Sales Effectiveness and DEI Partnerships at Habits at Work, joins SBI Consultant and Diversity Ambassador Jenny Sung to discuss the modern

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00:30:57

How 3 Market-Leading Women Inspire Change

SBI, The Growth Advisory ·

2023/11/27

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 Outsiders and President of ProGlove Inc., NA. In this show, our esteemed panel shares their respective journeys that led them to their current

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00:15:09

SBI's CEO Celebrates Black History Month and DEI

SBI, The Growth Advisory ·

2023/11/27

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 with others. DEI, like revenue growth, is an all-the-time thing, not a sometimes thing. In this special edition of the Revenue Growth Help Desk, we celebrate

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00:17:42

How a Chief Customer Officer Helps Companies Overcome...

SBI, The Growth Advisory ·

2023/11/27

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 Customer Officer at Conversity, joins us to discuss how they have helped companies connect with customers in a virtual world while maintaining the

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312 results

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