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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

00:15:21

Market-Leading CRO Insights—The Next Normal

SBI, The Growth Advisory ·

2023/11/27

To kick off the summer, SBI held a virtual meeting comprised of an intimate group of market-leading B2B Chief Revenue Officers (Public and Private, $240M to $8B in Revenue) as part of their advisory board program. These global CRO's gathered to collectively share and learn from one another in an intimate, confidential setting. In this video, Matt Sharrers, CEO of SBI, and Scott Gruher, Senior Partner, share insights from the powerful peer-group reflecting the sentiment of what is top of mind of

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00:19:35

How a Software CMO Has Led COVID Recovery Efforts

SBI, The Growth Advisory ·

2023/11/27

The evolution of the Marketing leader role has transformed drastically over the years. Today, those changes are even more significant than what their role looked like nearly 90 days ago. Still, there is no telling what the second half of the year will bring for CMOs. On today's show, Jim Kruger, CMO at Veeam, joins us for a glimpse into how a market-leading software company has been adjusting to the current market conditions and how they are preparing for the back-half of 2020.

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00:24:10

The Makings of a World-Class Customer Experience Program

SBI, The Growth Advisory ·

2023/11/27

Customer Experience is no longer just a buzz word that companies can throw around. It has become a megatrend that demands a complete mindset shift in not only executive teams, but it also requires buy-in from the board in order to thrive. On today’s show, Ryan Hollenbeck, CMO of Verint, joins us to discuss what market-leading companies do differently to prioritize CX programs. In Ryan’s first segment, he shares 3 critical steps to building a world-class customer experience program.

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00:21:26

Revenue Growth Lessons from an Iconic Financial...

SBI, The Growth Advisory ·

2023/11/27

On today’s show, we are joined by Vince Lombardo, President of US Payments and Payroll Solutions at Heartland Payment Systems. Over the last two decades, Vince has seen Heartland grow from a startup to a global company with 4,000+ employees and has learned a thing or two along the way. Vince shares valuable lessons learned from his tenure at Heartland that not only relate to the post-COVID recovery but also how you choose to advance your revenue growth journey through any challenging

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00:16:40

How to Leapfrog Competitors With Your Digital...

SBI, The Growth Advisory ·

2023/11/27

Having a full comprehension of customer experience in a digital world is crucial to revenue growth today. This motion requires not only active market listening, but communicating actionable insights across product, service, and channels — all while reducing friction in a virtual environment. Joining us today is Tish Falco, veteran CX strategist and thought leader in tech and subscription-based services. Tish shares valuable guidance on: Defining CX vision and design from end to end Channel

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00:22:51

How a CRO Leads a Global Sales Team into a New...

SBI, The Growth Advisory ·

2023/11/27

Although many sales leaders have had to adjust to this new world since March, global companies have had to acclimate since January. With every challenge that came with reorganizing a regional market, also provided the chance to accelerate a very crucial digital transformation. As an early adapter to this new normal, Deb Walton, Chief Revenue Officer at Refinitv, saw the opportunity to interact with customers and employees like never before. On today’s show, Deb joins us to discuss how the changes

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00:13:46

Why CMOs Are Continuing to Invest in Community

SBI, The Growth Advisory ·

2023/11/27

At the beginning of stay-at-home orders, maintaining a connection with the customer base was a top priority for CMOs. Marketing teams worked quickly to stand up virtual communities and help customers in an authentic way. Now, as executives look to the future and aftermath of the pandemic, continuing to invest time and resources into their communities remains an integral part of making their number — not doing so could create a costly disconnect and breed mistrust. On today's show, SBI

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00:15:32

How a Telecom CEO Is Navigating the Crisis

SBI, The Growth Advisory ·

2023/11/27

Over the last couple of months, CEOs across all industries have faced unique challenges. However, during this time, they have exhibited a common trait — they have proven it is imperative to uphold their brand promise and continue to serve customers the best they know how. On today's show, Mary McDowell, CEO of Mitel, shares valuable insights for fellow chief executives: Lessons learned from previous crises Having an agile approach to the core business model and legacy products

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00:19:26

How One Enterprise Leader is Accelerating Digital...

SBI, The Growth Advisory ·

2023/11/27

Shifting the go-to-market model to digital has been a subject on the mind of market leaders for some time, and now it is being accelerated. For better or worse, COVID-19 has been the catalyst for a digital transformation that will fundamentally change how customers engage with vendors. Veteran and market leader Chris Perry, President – Broadridge Financial Solutions, has a broad view of his organization and recognizes the critical importance of digital transformation right now. On today's show,

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00:20:12

Accelerating Revenue by Improving the Sales Team’s...

SBI, The Growth Advisory ·

2023/11/27

In the world of a sales enablement leader, the primary goal is to keep the sales team efficient and effective. How that goal gets accomplished occurs with consistent resegmenting of the customer base, cleansing the pipeline, and accurately forecasting changes and opportunities in the market. Market leaders know that these actions were important even prior to the last 30 days and are critical now. Jedd Williams, Vice President of Global Sales Acceleration at Poly, was in the midst of a

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00:18:23

How a Global Sales Executive Effectively Manages a...

SBI, The Growth Advisory ·

2023/11/27

that they rely on. For a sales leader in this environment, problem-solving, and having shared responsibilities with these channel partners is the only way to succeed in moving the GTM strategy forward. Today, Scott Peterson, SVP Americas at Mitel and veteran UCaaS executive, shares what is working for him in adjusting to COVID-19 market implications with his partner ecosystem: Packaging and pricing with different-sized partners Daily scrums with channel partners Deal flow and

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00:13:52

How a SaaS Sales Leader is Staying the Course During...

SBI, The Growth Advisory ·

2023/11/27

We have seen first hand how the pandemic has devastated businesses around the world. However, as we adapt to a new era of commerce, many companies have found opportunities to reevaluate their strategies and thrive. For a CRO in the SaaS cyber security industry, market opportunity has increased. On today's show, Bob Layton, CRO of Digital Defense, joins us to discuss the effect of the pandemic on software companies. Bob shares that while many aspects of their business remain unchanged, like

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00:24:17

A CEO's Decision-making Framework for Weathering the...

SBI, The Growth Advisory ·

2023/11/27

It can be difficult to keep up with current updates and regulations surrounding this new normal. Without knowing the full implications of how long this crisis will last, how are business leaders adapting their strategies, especially when working with customers on the front lines of the pandemic? On today's show, Milton Silva-Craig, CEO of Q-Centrix, joins Doug Bain, SBI's Healthcare Practice Managing Director, to discuss how teams must be agile in facing our new reality. Milton shares how

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00:15:26

The Lasting Impact of Customer Success Teams During...

SBI, The Growth Advisory ·

2023/11/27

For weeks now, businesses have been impacted by COVID-19. While it has been difficult to predict the severity of the pandemic, the one thing that has been unwavering is people's innate desire to connect with one another. As a Customer Success leader, the actions of your teams now will undoubtedly leave lasting impressions for years to come. Bernie Kassar, Chief Customer Officer at Xactly, joins us on today's show to discuss what Customer Success teams are doing to help guide businesses

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00:15:38

How T&L Companies Are Shifting GTM Strategy in a...

SBI, The Growth Advisory ·

2023/11/27

While businesses world-wide have been grappling with the effects of the COVID-19 crisis, few industries have been seeing a surge in demand. Among those who have an opportunity to thrive are industrial markets like transportation and logistics. While T&L companies have the potential to increase revenue and enter new verticals, this is not without added risks. On today’s show, we are joined by industry expert Chris Davy, Managing Director at SBI. Chris shares his experience and lessons learned

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00:18:50

How CEOs Are Driving Unity and Connections During...

SBI, The Growth Advisory ·

2023/11/27

There’s no denying it – unity, connection, and community are the marquee themes in the COVID-19 business world. Navigating these current challenges has also presented the opportunity to reimagine what is possible from product offerings and new revenue streams to internal and external communication. On today’s podcast, Jeff Ray, CEO of Brightcove, a video powerhouse company, joins us to discuss how CEOs have the potential to: Create unity through authentic messaging Lead teams with empathy and

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00:18:43

How a Sales Leader Manages a Remote Workforce

SBI, The Growth Advisory ·

2023/11/27

Sales leaders around the world have been adjusting to working from home while attempting to maintain a team-oriented environment. However, leading a virtual workforce eliminates the face-to-face interactions that so many businesses have relied on. How do you sustain personal connections and community, especially in large, global organizations? On today's show, we are joined by Steve Blum, SVP Worldwide Field Operations at Autodesk. Steve shares how he has been keeping talent engaged during

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00:13:17

Executing Your Reimagined Go-to-Market Strategy

SBI, The Growth Advisory ·

2023/11/27

Although the global pandemic is creating challenges that businesses have never dealt with before, many leaders had already felt imminent market changes prior to the outbreak. Executives are in the process of reimagining their go-to-market strategies and seeking to minimize disruption, given the circumstances. On today’s show, Tony Erickson, Managing Director at SBI, joins us to share what market-leading CEOs and CROs are focusing on right now: Revising GTM strategy to optimize productivity

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00:10:26

When and How to Provide Quota Relief in Turbulent...

SBI, The Growth Advisory ·

2023/11/27

As we near the end of the first quarter of 2020, sales leaders anticipated a much different outcome for their Q1 goals. In the face of a global crisis, how can you not just keep the lights on but also take care of your team? Joining us on today’s show is Chris Gosline, an Engagement Manager at SBI, to discuss best practices for providing quota relief and adapting compensation plans. Chris outlines three options that every sales leader should consider.

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00:15:55

Adapting Your Go-To-Market During a Crisis: 7 Steps...

SBI, The Growth Advisory ·

2023/11/27

Over the last week, we have seen the effects of the COVID-19 pandemic on the market, businesses, and communities. During these unpredictable times, one thing is certain; we cannot control these events, but we can control how we react. In today’s interview, we are joined by Josh Horstmann, Senior Partner at SBI, to discuss how to adapt to the new normal. Josh shares a 7-step action plan and timeline to help executive teams mitigate business impact during the crisis.

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312 results

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