SBI, The Growth Advisory

VP of Customer Ops discusses the emerging role of customer operations.

Global Director of Talent Development for UPS Capital discusses the employee experience and how it impacts top line.

Chief Evangelist and Co-Founder delves into the topic of ABM to help CMOs capture and implement this emerging best practice.

Interview with Jim O'Gara

Equipping Sales with Stories That Sell

Today we’re going to demonstrate how to drive revenue per sales head up, and time to productivity for new sales hires down. Success for Andy in making his number quarter after quarter and year after year is tied to his ability to leverage insights from the field. Andy and his team implemented a Field Advisory Board to understand the needs of the field. You'll find as you listen to this podcast that an advisory board and how to run it may be the key to success for driving revenue per sales head up.As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the Sales Strategy section and flip to the Sales Enablement phase on pages 319 – 322 of the PDF workbook.

Joining us on the SBI Podcast is Mark Lister, he is the Chief Digital Officer for Ness, a digital engineering company that designs and builds digital platforms and software that helps organizations engage customers, differentiate their brands, and drive revenue growth. Today we're going to demonstrate how to make the digital experience a competitive differentiator. So, why this topic of digital experience? I mean, if there was a trend happening right now in B2B sales and marketing it is digitization, and how do you become a digital company? Prospect and customer expectations have risen, and failure to provide them with an exceptional digital experience, for every single one it's going to result in poor revenue growth. So, some customers prioritize their digital experience over product performance when they make a purchase decision. So, this requires a deep understanding of the customers digital journey, and every single touchpoint along the way. So, mapping this customer digital journey is difficult, but it's mission critical, and when it's done correctly it's going to result in exceptional revenue growth. This is a trend you need to get on.

Joining us on the SBI Podcast is Andrea Brody, the Chief Marketing Officer for Bravo Solution, which has sinced merged with JAGGAER to create the world’s largest independent spend management company. Andrea is one of the top B2B revenue generating marketers with a passion for building brands. Andrea has a great story to share about how she led her marketing team to help her company achieve a successful exit strategy.

In today's show, Ryan and Matt demonstrate how an enterprise sales leader brings the best of the enterprise to a fast-growing tech company.

Joining us on the SBI Podcast is Sarah Kennedy, the Chief Marketing Officer for Marketo. In today's show, Sarah details how to apply revenue attribution to marketing. Why this topic? CEOs, CMOs and CROs need to understand what sales and marketing activities help influence a revenue booking. Once you can quantify the value of those activities, then you can attribute revenue back to the activities that produced the revenue and use those insights to guide your marketing and sales investments.