SBI, The Growth Advisory

Joining us on the SBI Podcast is Joel Trammell, the Chief Executive Officer of Black Box. In today's show, Joel provides a wealth of advice to first time CEOs. Joel covers the firt 100 days, dealing with an inherited management team, and interacting with the Board. If you are a new CEO, this episode is for you.

Joining us on is Steve Grimshaw, the Chief Executive Officer for Caliber Collision. In today's show, Steve demonstrates how a chief executive orchestrates the right level of inorganic growth to maximize the valuation of their company.

Joining us on is Steve Grimshaw, the Chief Executive Officer for Caliber Collision. Steve has built and incredible business through both organic and inorganic growth. He’s here today to demonstrate how a chief executive orchestrates the right level of inorganic growth to maximize the valuation of your company.

Today we are going to unpack the career path of a new breed of Sales-driven Chief Executive Officers and what it takes to develop the business mindset to ascend to the top position.

Joining us on the SBI Podcast is Mike Volpe, the Chief Marketing Officer for Cybereason, the world's most powerful cybersecurity analytics platform. Often called the "godfather of inbound marketing" for his work in taking inbound marketing from an idea to a movement of tens of thousands of people, Mike Volpe is one of the most sought-after B2B marketers. Today Mike is going to demonstrate how to replace leads with real opportunities for the sales team through the use of account based marketing. ABM is the effort performed by both marketing and sales to replace leads with opportunities for the sales team. Why is this an important topic? Demand generation and lead management does not work for companies with business models dependent on a small number of accounts, but who spend a lot.

On this episode of SBI TV, Matt and Marc Osofsky, CEO of Aberdeen, demonstrate the importance of Market Intelligence.

The buyer is changing, and the sales channels we go to market with must do the same. Buyers are more comfortable than ever purchasing virtually. Inside Sales organizations are handling larger deals than ever before. Today Mike Huseman is here to share his experience leveraging Inside Sales to virtually drive profitable growth.

Joe Vitalone, Chief Sales and Marketing Officer at Razberi Technologies, demonstrates how to develop and execute a sales strategy at scale through channel partners.

Chief Marketing Officer for Caliber Collision, Greg Clark, demonstrates customer relationship management.

Our guest on SBI TV is Robin Saitz, the Chief Marketing Officer at Avecto. Robin is a transformational marketing executive who knows how to get off to a quick start in a new role. In today's show we demonstrate how to get off to a fast start in a CMO's first 90 days. If you prefer to watch a video of the interview, click here. Getting off to a fast start actually starts in the interview process. Robin interviews with the end in mind, and through the interview process she learns a great deal about the company and team. She dove deep into learning about Avecto, a cybersecurity software company that provides privileged management and application control solutions. Robin states, "I think the interview process is actually sort of like that pre-first day. It's not really counted in the first 90 days, but the interview process I think is a core part of preparing for those first 90 days. So, I like to say that I was interviewing the company as much as they were interviewing me, and it wasn't just to make the decision to join, but also, to help answer ... to get answers to questions that I had that would make my first day and the first month go well. So I insisted on meeting with a lot of people in this process, because it was a big decision for me, and it was a big decision for them." Once Robin accepted the role as CMO, she prepared for her first day and how she planned out her first 90-days before the start date. Listen as Robin describes her preparation steps. Matt summarizes Robin's first 90 days, "she articulates how she broke down short-term first 90-day initiatives to put points on the board along with more longer-term initiatives that needed to get done. Robin articulate how she broke down short-term first 90-day initiatives, kind of putting points on the board as we like to say, with more longer-term initiatives that needed to get done. Building that content strategy. Knowing it was both people and resources. Recognizing that, but willing to live with not just doing something haphazard out of the first 90 days to check a box, being thoughtful." Robin describes how to assess the marketing team and shares: "So whenever a CMO or any new leader joins a company, I think there's probably a healthy amount of skepticism, nervousness and excitement. It's like all of that. So, kind of have to like knock down the nervousness and skepticism. And so, I firmly believe it's important to understand the individual career objectives and the job satisfaction of each team member. So that's sort of like the first set of questions that I tried to hit on with my team, and I met with all of them individually. And then I also tried to understand ... I collected feedback from their peers, from folks inside marketing, folks outside of marketing." "I also assess their work output, their responsiveness, and then to the extent, metrics were available. I would look at metrics. Then the other thing that we use that we're testing, we haven't adopted it broadly at Avecto, but I used at my previous company is the Predictive Index for behavioral assessments. I said, "Hey, I'd love to pilot it with the marketing organization," and they were very cooperative with that. So everybody's taken the PI. We have an understanding of who's got a strong process orientation, who's got a high sense of urgency, who's very dominant, and that I think will help the whole organization function better."