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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

00:12:43

Insights From SBI’s Latest CEO Advisory Meeting

SBI, The Growth Advisory ·

2023/11/27

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 Gruher, Senior Partner and Revenue Practice Lead, joins us to discuss these items and share key takeaways from the meeting.

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00:14:25

Advisory Board Learnings From Global Sales Leaders

SBI, The Growth Advisory ·

2023/11/27

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 Revenue Practice Lead, joins us to share insights from the meeting that sales leaders can begin implementing immediately

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00:16:21

Underwriting to a Growth Thesis: The 4 Quadrants of...

SBI, The Growth Advisory ·

2023/11/27

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 accelerating organic growth.

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00:15:50

Leading Global Field Sales Through the Pandemic

SBI, The Growth Advisory ·

2023/11/27

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 facilitated to better enable their team in a work-from-home environment and the opportunities they have seen since, including: Forming inside sales

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00:13:21

How CEOs of Tech-Enabled Services Accelerate in a...

SBI, The Growth Advisory ·

2023/11/27

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 get left behind. On today’s show, Tony Erickson, SBI Managing Director, joins us to discuss how the industry has handled this severe disruption and what

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00:16:20

The Future of Wholesale Distribution

SBI, The Growth Advisory ·

2023/11/27

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 Managing Director Tony Erickson to discuss the macro trends that are forcing B2B and B2C companies to adapt or die.

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00:20:31

A Proven Planning Framework From Market-Leading CEOs

SBI, The Growth Advisory ·

2023/11/27

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. On today’s show, Chethan Sharma, Senior Managing Director and CEO Practice Leader at SBI, joins us to share key constructs that market-leading

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00:15:24

How Business Services CEOs Are Responding to Industry...

SBI, The Growth Advisory ·

2023/11/27

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 leaders in Business Services are doing differently to accelerate in 2021.

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00:18:56

How a Marketing Leader Relentlessly Drives Alignment...

SBI, The Growth Advisory ·

2023/11/27

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 customers than those who are not aligned. On today's show, Lori Christiansen, VP of Marketing at Motus, joins SBI Managing Director Tony Erickson to

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00:15:36

The Winning Strategies of UC&C Market Leaders

SBI, The Growth Advisory ·

2023/11/27

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 market leaders are doing differently to outpace competitors.

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00:16:30

The Winning Strategies of UC&C Market Leaders

SBI, The Growth Advisory ·

2023/11/27

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 market leaders are doing differently to outpace competitors.

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00:25:06

Leading a Legacy Company to Accelerate in Any Market...

SBI, The Growth Advisory ·

2023/11/27

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 mark by quickly pivoting to market demands in any disruptive climate. On today’s show, Hexagon PPM CRO, Steve King, joins SBI Managing Director Tony

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00:16:14

How Software Leaders Pragmatically Prepare for 2021

SBI, The Growth Advisory ·

2023/11/27

The software industry has experienced more disruption in the last 6 months than in the previous 10 years. With an increased need for online purchasing, content management, payment processing, and more, leading software CEOs have navigated changes in demand drivers flawlessly, even with imperfect data. On today's show, Marc Odenweller, Managing Director at SBI, joins us to discuss how the top 9% of software leaders have been relentlessly agile in their planning process to outpace

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00:20:59

How a Business Services CEO Seizes Market Opportunities

SBI, The Growth Advisory ·

2023/11/27

Over the last 6 months, there have only been an elite few known as "Accelerators" — those companies that have thrived in a recessionary environment. One such company is CAS, a division of the American Chemical Society. By expediting the growth strategies they already had in motion, CAS gained a first mover advantage in their market and continues to widen the gap ahead of competitors. On today's show, CAS' CEO, Manuel Guzman, joins SBI Managing Director Andrew Urteaga to discuss

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00:28:43

Customer Experience as an Engagement Strategy

SBI, The Growth Advisory ·

2023/11/27

In a virtual world, Customer Experience has definitively been at the forefront of the digital revolution. How has your company adapted to the new demands of the market? On today's show, John deLorimier, EVP at Concentra, joins us to discuss how to bring more value to the customer journey and deliver on the brand promise.

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00:06:03

SBI Advisory Board Learnings From Market-Leading CEOs

SBI, The Growth Advisory ·

2023/11/27

As part of our advisory program, SBI recently held a virtual meeting comprised of an intimate group of market-leading B2B CEOs (public and private with market caps from $1B to 10B) to discuss current market challenges and opportunities for achieving strategic revenue growth. On today's show, Scott Gruher, Senior Partner, and Chethan Sharma, Senior Managing Director and CEO Practice Leader, share insights from the powerful peer group including: The CEO's role in revenue growth strategy

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00:23:16

How a CEO Drives CX Clarity Amid the Chaos

SBI, The Growth Advisory ·

2023/11/27

Any CEO can attest to the current level of difficulty in closing deals. Customer sentiment and individual mind share are in high demand, and even with everyone online, many fail to adequately engage their communities in order to access their full potential. On today’s show, Kevin Boyce, CEO of Higher Logic, joins us to discuss new ways of building and leveraging your internal and external communities to drive engagement in a virtual world. Kevin shares how the company pivoted its strategy to meet

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00:20:20

Evolving Your Culture for the Digital Revolution

SBI, The Growth Advisory ·

2023/11/27

It’s hard to imagine a time where calendars weren’t inundated with video calls and discussions around your digital sales transformation. With a virtual revolution upon us, how can you maintain the personal aspects that define your culture internally and externally? On today’s show, Tim Brackey, President and COO of RGP, joins us to discuss how to translate culture from on-prem to a virtual world: Understanding “indie-ployment” and how it may define the future of talent Fostering a growth

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00:15:24

How a Chief Customer Officer Applied SaaS Best...

SBI, The Growth Advisory ·

2023/11/27

With the shift towards retention being the new growth, companies have increasingly seen the incremental value that Customer Success brings. If you are still assessing the benefits of a CS function in today's world, you will fall behind your peers and the market significantly. On today's show, Alan Rudolph, SVP of Apttus, joins Tony Erickson, Managing Director, SBI, to share best practices for Customer Success and strategic deals in today's world. Alan shares how he achieves a 360-degree

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00:19:50

How a Software Leader Leverages Customer Success to...

SBI, The Growth Advisory ·

2023/11/27

With the shift towards retention being the new growth, companies have increasingly seen the incremental value that Customer Success brings. If you are still assessing the benefits of a CS function in today's world, you will fall behind your peers and the market significantly. On today's show, Alan Rudolph, SVP of Apttus, joins Tony Erickson, Managing Director, SBI, to share best practices for Customer Success and strategic deals in today's world. Alan shares how he achieves a 360-degree

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312 results

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