SBI, The Growth Advisory

Episode 2: Delivering Sales Velocity Understanding the types of seller behaviors that have been most successful in today’s slow-moving market could help CEOs create value by improving the commercial productivity of their GTM teams. In this episode, Chief Strategy and Product Officer at SBI, Nick Toman, and SBI General Manager of Talent Productivity, Ray Makela, discuss how top CEOs are adopting effective seller approaches and generative AI to push the sales margin. Key Talking Points: The winning seller profiles that drive increased commercial productivity Findings from SBI’s latest report on seller approaches and sales velocity How generative AI can support sellers in understanding customer needs

Episode 1: Wait and See is Over CEOs are no longer waiting to see what will happen next. They are taking control of what they can to be optimally positioned for what comes next. There are many aspects of business outside the control of CEOs; and many have recognized this and are no longer waiting to see what will happen next. In this episode, SBI CEO, Mike Hoffman, and SBI President of Consulting, Scott Gruher, discuss how CEOs are taking control of three major challenges to position their companies for what's to come. Key talking points: How CEOs are focusing efforts in the face of increased operating costs, slower sales cycles, and low morale Back to the base and aligning sales, marketing, and customer success Evaluating capabilities - are the skills and experience that brought the company here what it needs in the future?

How CEOs Maximize Value CreationCEOs must make rapid, critical business decisions while being increasingly inundated with data, trends, and conflicting information. In this age of information overload, how can you make sound judgments for your organization without the threat of falling behind? On today's show, we are joined by Frank Cespedes, Senior Lecturer at Harvard Business School, recurring contributor to Harvard Business Review, and author of Sales Management That Works: How to Sell in a World that Never Stops Changing. Frank discusses key insights from his book and ultimately how leaders can separate fact from hype.

On today’s show, serial entrepreneur Jeron Paul, Cofounder and CEO of Spiff, explains how he started, grew, and exited 3 successful ventures. Jeron and SBI’s CEO, Matt Sharrers, talk about the elements needed to drive a growth culture, including a Revenue Growth Office that generates a universal fact base executive team leaders can use to make unified decisions, as well as tools that create visibility, connectivity, and improved employee experience.

Organizations have had to drastically reimagine their revenue model since last year to accommodate the new era of digital. However, some companies anticipated this shift much earlier in advance and were able to adapt and scale quicker than their competitors. Autodesk is among those whose strategy pre-pandemic allowed them to weather 2020 unscathed. On today’s show, Steve Blum, Autodesk CRO and EVP Worldwide Field Operations, joins us to discuss topics that are top of mind for commercial leaders navigating the second half of 2021, including: Revenue Model Shifts Pre and Post-Pandemic Talent Requirements For a Frictionless Customer Experience

SBI recently held its first Chief Financial Officer Growth Forum to bring together like-minded finance executives to discuss common challenges and share best practices with their peers. These growth-focused CFOs gathered in an intimate virtual setting to discuss the following topics: The Ascent From CFO to CEO The Digital Selling Landscape Driving Accountability Through Visibility And More On today’s show, Jim Ettamarna, SBI Managing Director, joins John Staples, SBI Senior Partner, to share key learnings from the meeting.

A good account segmentation will keep the lights on, but a great segmentation is how market leaders surpass their competition. How does yours compare? On today's show, we are joined by Malorie Feidner, Senior Consultant at SBI, to discuss what it takes to achieve best-in-class account segmentation. Malorie shares the 3 key items every sales leader should prioritize, as well as the most common mistakes organizations make.

SBI recently held it’s Spring Growth Advisory Board meeting where less than a dozen market-leading Presidents and Chief Commercial Officers gathered to discuss the most pressing challenges in today’s environment. During the afternoon, the attendees shared best practices on the following topics: The Ascent to Chief Executive Officer The Evolution of Commercial Effectiveness The Workplace of the Future On today’s show, Scott Gruher, Senior Partner and Revenue Practice Lead, shares key insights from the meeting that executives can begin implementing immediately.

SBI recently held its Spring CEO Advisory Meeting to connect with less than a dozen market leaders on current challenges and to share best practices. This influential peer group share key insights into the following topics: Organizational Clarity Around Customer Experience The CEO’s Role in Determining the Go-to-Market Model Talent to Drive the GTM Model at Scale On today’s show, Scott Gruher, Senior Partner and Revenue Practice Lead, joins us to discuss these items and share takeaways from the meeting.

Being a CEO during a large Go-to-Market transformation is difficult, and with multiple acquisitions, this adds further complexity, such as: High Customer Acquisition Costs Low Employee Morale Inaccurate Fact Base And more On today’s show, Steve Smith, CEO of Zayo, joins us to discuss how he navigated these challenges during his first few months in his role and shares how harnessing the power of listening and an efficient cadence has brought unity and clarity to his team.