SBI, The Growth Advisory

In this episode, Mike Hoffman sits down with Jeff Kiesel to explore how Restaurant Technologies Inc. transformed its operations and sales strategy through AI-powered optimization and strategic partnership. Jeff shares how their 8-year collaboration with SBI helped Restaurant Technologies achieve a 30% reduction in distribution costs through route optimization, maintain consistent mid-teen market share despite double-digit growth, and leverage AI for micro-segmentation that allows sales teams to start conversations at stage 2-3 rather than basic discovery. Together, they discuss the evolution from traditional "hunter" sales models to "hunter-farmer" approaches, the implementation of WaveForge platform for talent assessment, and how human intuition combined with AI intelligence drives sustainable growth in complex go-to-market environments.

In this episode, SBI Growth Advisory Managing Director of Talent Development Ray Makela sits down with Phil Putnam, a seasoned sales enablement leader with over 20 years in tech, to explore how sales organizations can master strategic negotiations without sacrificing value or margins.Phil shares how SBI's Value-Driven Negotiation program helps sellers understand that negotiation isn't just an end-stage activity, but an extension of value-based selling throughout the entire process.Together, they discuss the critical importance of preparation, understanding the "why" behind buyer positions, and how to effectively trade rather than concede when facing today's complex buying committees of 12+ stakeholders.They reveal proven techniques for equipping internal champions to co-sell effectively and maintaining contract sizes in an increasingly price-sensitive market.

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, real-world training, SBI’s collaborative learning platform, and the leadership behaviors that turn skill-building into lasting performance change.

In this episode, Mike Hoffman sits down with Domenic Colasante, CEO of 2X Marketing, to unpack what it takes to drive growth in 2025’s uncertain market. They explore how AI is reshaping go-to-market strategy, why traditional buyer journeys no longer exist, and how leaders can blend machine intelligence with human judgment to find clarity amid the noise. Dom shares lessons from running a 1,500-person AI-first marketing firm and explains how to turn productivity gains into measurable impact.

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 make moves in the first 30 days. How AI can pinpoint GTM friction quickly, while human leadership drives the fixes. Why relationships remain the ultimate advantage, even in an AI-powered future. 

JD Miller, a trusted advisor to Chief Revenue Officers and author of The CRO’s Guide to Winning in Private Equity, shares valuable insights on navigating boardroom dynamics. He highlights the importance of preparation for tough questions and emphasizes effective communication strategies. Miller discusses the balance between transparency and strategic intent, focusing on enhancing board engagement and maintaining trust. Key takeaways include the significance of predictable interactions and mastering follow-up for sustained engagement with board members.

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 reliability.• Striking the right balance between trusting the numbers and listening to your intuition.• Prioritizing predictability across all levels of an organization is key to drive alignment.

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 points: AI integration and its role in Go-To-Market Strategies Talent Management and how AI has developed better talent for companies Challenges in commercial efficiency and productivity since the pandemic

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 dynamics and customer expectations for greater efficiency.   Key Talking Points: • The role of customer success in driving Commercial Efficiency at Gainsight • AI's transformative impact on customer interactions • How CEO’s can reevaluate business strategies for enhanced efficiency

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 insights Aptia gained on their path to independence. Key Talking Points: • The three key focal points for starting out in a carve-out • How understanding the operating model helps you make the right investments • Ways to effectively drive ROI on go-to-market spend