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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

00:19:08

Building Global Sales Excellence: How Biamp Elevated...

SBI, The Growth Advisory ·

2025/10/24

In this episode, SBI Managing Director of Talent Development Ray Makela sits down with Bart Freedman, Vice President of Sales at Biamp, to explore how Biamp transformed its global sales organization through a value-driven selling program. Bart shares how partnering with SBI helped BiAmp navigate a hyper-competitive market, elevate sales conversations from technology features to business value, and embed continuous improvement across global teams. Together, they discuss the impact of customized,

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00:23:29

Accelerating Leadership Impact: AI, Accountability,...

SBI, The Growth Advisory ·

2025/09/30

This episode, Tony Erickson, Managing Partner of SBI Growth Advisory, sits down with Nicole Rogas, President of RevSpring, to talk about what it really takes to make an impact fast in today’s commercial leadership roles. She challenges the old idea of a six-month “listening tour” and shows how AI accelerates impact, while sharing how leaders can balance speed, accountability, and relationships in a high-pressure environment. Key takeaways: Why leaders can’t afford six months of listening and how to

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00:22:14

The Climb: Episode 1 - Aligning Your Brand and...

SBI, The Growth Advisory ·

2025/03/14

In this episode of The Climb, Cliff Simon, CRO of Carabiner Group, a part of SBI, is joined by Will Allred, Co-Founder of Lavender, where they talk through developing messaging that aligns with the goals of the brand in order to build a cohesive story through digital presence, brand identity, and in-person events.With a strong focus on the value of building a strong personal and brand identity, Cliff and Will outline the evolving nature of social media and strategies to drive engagement.Key

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00:18:46

Episode 24 - Navigating the Board Room: Preparation,...

SBI, The Growth Advisory ·

2025/03/03

In the latest episode of the GTM Value Creation Corner Podcast, JD Miller, author of The CRO’s Guide to Winning in Private Equity, joins Anthony Erickson, SBI’s Managing Partner, to share actionable insights for navigating boardroom conversations with confidence.Key takeaways from the episode include:- Preparing for tough questions and concerns.- Communicating effectively with the limited day-to-day context of the board.- Striking a balance between transparency and strategic intent.

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00:18:29

Episode 23- Turning Uncertainty into Predictability

SBI, The Growth Advisory ·

2025/02/14

In this episode, Anthony Erickson, SBI Managing Partner, hosts JD Miller, author of “The CRO’s Guide to Winning in Private Equity,” to explore the critical role predictability plays in achieving consistent growth in today’s fast-moving business environment. Together, they break down the common challenges business leaders face when trying to predict outcomes and provide practical solutions for improving forecasting. Key Takeaways: • Game-changing tools and frameworks for improving forecasting

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00:25:53

Episode 22 - The Role of AI in IT and Business

SBI, The Growth Advisory ·

2025/01/07

In this conversation, Mike Hoffman speaks with Sudhakar Ramakrishna, President and CEO of SolarWinds, about the role of AI in IT and business and the challenges of commercial efficiency and productivity. Sudhakar shares insights on how SolarWinds has integrated AI into their products to improve customer experience and operational efficiency. They also discuss the importance of talent management and how AI can assist in identifying and enabling better talent within organizations.Key talking

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00:25:33

Episode 20: Boosting Commercial Efficiency with...

SBI, The Growth Advisory ·

2024/10/15

Join Mike Hoffman and Nick Mehta, CEO of Gainsight, as they discuss the importance of customer success management as a driver of commercial efficiency and focusing on its role in enhancing customer retention and expansion for sustainable growth. Their conversation highlights AI's impact on streamlining interactions and personalizing experiences, boosting satisfaction. Additionally, they discuss the need for businesses to regularly reevaluate their strategies is emphasized to adapt to evolving market

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00:29:08

Episode 19: How to Build a Successful Carve-out

SBI, The Growth Advisory ·

2024/08/27

Taking the helm of a carve-out can be a substantial shift for CEOs accustomed to leading larger organizations. Though the challenges may appear daunting, success starts with a thoughtful evaluation of the available talent and resources, followed by a focus on executing high-impact goals that accelerate your return on go-to-market. Join Mike Hoffman, SBI CEO, and Jeff Williams, Aptia President and CEO, as they discuss the critical priorities for carve-out organizations and share the unexpected

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00:24:34

Episode 18: The Highs and Lows of the AI Boom

SBI, The Growth Advisory ·

2024/08/06

Businesses across a wide range of industries are adopting AI as a key driver of growth. While it has brought unprecedented levels of success for some, the prevalence of AI also highlighted critical shortcomings in the grid infrastructure that is struggling to keep up with the energy demands of today’s cutting-edge technologies.Listen in on the discussion with host Mike Hoffman, SBI CEO, and Jerry Kent, Chairman and CEO of Cequel III and TierPoint, as they uncover how the data center operations

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00:30:24

Episode 17: Effective Communication for Publicly...

SBI, The Growth Advisory ·

2024/08/05

The importance of effective communication in today's dynamic market cannot be overstated, especially for publicly traded companies. CEOs must master the art of conveying their message to the street while managing their reputation and risk. Tune into the discussion with host Mike Hoffman, SBI CEO, and Tom Ryan, Co-Founder and CEO of ICR Inc., discussing managing expectations and setting realistic goals to drive success. They will share strategies for crisis management, maintaining transparency,

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00:19:33

Episode 16 - Bouncing Back to Growth

SBI, The Growth Advisory ·

2024/08/05

For CEOs who just got back into the seat in our post-COVID business environment, unpredictability and rising costs seem to hinder the efforts of any growth strategy. Today’s market leaders have clear, focused segmentation supported by streamlined commercial processes, helping their businesses drive consistent profitability. Tune into the discussion with host Mike Hoffman, SBI CEO, and Jeff Kiesel, Chairman, CEO, and President of Restaurant Technologies, as they explore how the shifting thought

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00:24:28

Episode 15 - Getting It Right as a Second CEO

SBI, The Growth Advisory ·

2024/06/20

CEOs who succeed the founder of a company must lead the company differently from how the founder did it to ensure that the company scales sustainably. But without much of a roadmap or guide, how do these ‘second CEOs’ get it right without having to resort to costly trial and error?Join Mike Hoffman, CEO of SBI, as he meets Matt Sharrers, Executive Chairman of SBI, to discuss his new book, “The Second CEO”. Written based on learnings from his own experience as a CEO succeeding the founder of SBI,

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00:16:02

Episode 14 - CEO’s Guide to Resilient Revenue Stream...

SBI, The Growth Advisory ·

2024/06/19

Many CEOs and CROs often see their sales teams gaming the compensation system, but the reps only do what they are incentivized to do. By focusing sales reps on driving behaviors leaders want, CEOs can capture higher quality deals and increased revenue from existing customers. Continue the conversation with host Mike Hoffman, SBI CEO, and Chris Cabrera, Founder and Board Member of Xactly, as they explore how growth dynamics can affect key decisions and how the right incentives enable sellers to

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00:23:54

Episode 13: The CEO’s Guide to Resilient Revenue...

SBI, The Growth Advisory ·

2024/05/09

Amidst pressure from the board and an increasingly volatile market, many CEOs make the mistake of pursuing growth at all costs when they should be building a resilient and sustainable business instead. Find the right balance between growth and profitability, then build up the talent to drive quality revenue streams.Tune into the first part of the conversation with host Mike Hoffman, SBI CEO, and Chris Cabrera, Founder and Board Member of Xactly, as they explore the common pitfalls of an aggressive

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00:32:59

Episode 12: Marketing as a Key Revenue Driver

SBI, The Growth Advisory ·

2024/03/14

Despite record-setting investments, marketing leaders have historically struggled with showing results. The divide between sales is clear: marketing needs to demonstrate how they contribute to the company’s revenue. Make ROI the primary objective, and create the dependencies necessary to drive effective growth. Listen in the conversation in this episode with host Mike Hoffman, SBI CEO, and Jeff Pedowitz, President and CEO of The Pedowitz Group, as they discuss the role of marketing in a B2B

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00:16:53

Episode 11: Talent at the Center of Growth (Part #2)

SBI, The Growth Advisory ·

2024/03/14

The playmakers and managers that worked well for you in the past may now be slowing you down. But it goes beyond tech augmentations and enablement, it is the fundamental hiring framework that is flawed. Cut through the noise and focus on what your customers want from your sellers to drive win rates and loyalty. Join the conversation in this episode with host Mike Hoffman, SBI CEO, and Nick Toman, SBI Chief Strategy and Product Officer, as they explore the evolving requirements of sales functions

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00:21:32

Episode 10: Talent at the Center of Growth (Part #1)

SBI, The Growth Advisory ·

2024/03/14

The playmakers and managers that worked well for you in the past may now be slowing you down. But it goes beyond tech augmentations and enablement, it is the fundamental hiring framework that is flawed. Cut through the noise and focus on what your customers want from your sellers to drive win rates and loyalty. Join the conversation in this episode with host Mike Hoffman, SBI CEO, and Nick Toman, SBI Chief Strategy and Product Officer, as they explore the evolving requirements of sales functions

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00:39:11

Episode 9: Reinventing Sales with AI

SBI, The Growth Advisory ·

2024/03/14

Augmenting your sales with AI goes beyond automation and efficiency, it’s enabling your sellers to break down silos and approach more segments. Train your sellers to leverage a diverse skillset and capture the opportunities from stronger customer relationships. In this episode, Ray Makela, Managing Director of Talent Services at SBI, sits down with Alfred Ojukwu, Co-Chair of Blacks at Microsoft (BAM), to discuss how Microsoft approached AI development and its use cases in developing customer

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00:19:39

Episode 8: Big Returns from Customer Success (Part #2)

SBI, The Growth Advisory ·

2024/03/14

Creating customer success is more than just sales, it’s about creating value before you arrive at the negotiating table. Give your customers a vision of what they would need, and demonstrate how you would be the best fit for them. In this episode, join SBI Senior Partner and TMT Practice Leader, Tony Erickson as he resumes the discussion with symplr CEO, BJ Schaknowski and President, Nicole Rogas on how the provider of enterprise healthcare operations software and services succeeded in building a

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00:27:00

Episode 7: The Talk on Top-Line Growth

SBI, The Growth Advisory ·

2023/12/21

At the surface level, it seems obvious that top-line growth plays a big role in creating value for a company—but different conditions and factors may affect how much top-line growth affects value creation, and the strategies that can effectively generate that growth may also differ. In this episode, SBI CEO, Mike Hoffman hosts Jake Silverman, CEO of Kroll and a Board Member at SBI, as the two discuss the role of top-line growth in value creation and contemporary topics on the minds of CEOs,

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312 results

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