SBI, The Growth Advisory

Andrew Urteaga, a Principal at SBI, is joined by Paul Mullins, the SVP of Business Development for Agility Logistics. Agility Logistics is one of the worlds’ leading providers of integrated logistics with five hundred companies across 100 countries. These two discuss sales adoption, and how to get sales initiatives to stick inside an organization. They talk about what signs denote a need for change, why a company should push for a change, and items of note to help with adoption. When trying to push new sales strategies, a key item to focus on is making sure key stake holders are on board from the beginning.

John Staples, a Partner at SBI, is joined by Alex Andrianopoulos, the Head of Marketing at Guidance Software. Alex has an engineering background, which gives him a different perspective on marketing. His technical expertise has helped him understand the needs of his customers and how to help them most effectively. They discuss the many priorities marketing executives should be considering, including instilling a data driven culture. They discuss relying on objective data and benchmarking to determine where to focus marketing’s efforts and resources.

The UPS Capital Story: Sales Training’s Contribution to Making the Number. George de los Reyes, a Principal at SBI, is joined by Curt Redden, Director of Sales Training for UPS Capital. Curt is a certified professional in learning and performance and has 20 years of experience in sales training and coaching. They discuss how learning development is becoming a competitive advantage in the marketplace. Listen to this podcast to gain insight on talent development to learn how to get the right people on board and invest in your people to maximize output.

Greg Alexander, the CEO of SBI is joined by George Norton, the head of the chief sales officer practice at Heidrick & Struggles. If you are not familiar with Heidrick & Struggles, they are the world’s top executive search firm. As a Partner in the firm, George gets hired by CEOs to fill the role of head of sales. If you are a CEO, and are wondering if you need a new sales leader, listen to this. It might help you think through this. If you are a head of sales, and are looking for the next adventure, listen to this. It might help you increase your marketability.

A Sales Reorg with 99% Customer Retention & 5% Rep Turnover. Dan Perry, of SBI, is joined by Matt Boice, VP of Sales Operations for The Enthusiast Network. Matt’s organization was recently restructured and he is here to share his best practices. He will discuss the reasons for restructuring, the difficulties associated with it, and most importantly the benefits. Listen to this podcast to gain insight from your peer who was able to thrive during his company’s reorganization.

Mitel CMO Martyn Etherington Discusses Leveraging Buyer Personas. Martyn Etherington joins Mark Synek with SBI for the SBI podcast. Martyn is the CMO and Chief of Staff at Mitel, a global leader in business communication that easily connects employees, partners and customers. The two professionals discuss the topic of buyer personas, and all the ways personas can be leveraged throughout your sales and marketing organization. #B2B #Sales #Business #Leveraging #Marketing #Persona

Ryan Tognazzini, Principal at SBI, sits down with two thought leaders in the business community. Joining him are Aaron Stead and Ed Arcinue. Aaron is the senior vice president of sales at Infusionsoft and a fifteen-year veteran in the field. Ed is the vice president of sales at Legalzoom. They debate a huge struggle sales leader’s face today: the difficulties of balancing time, focusing on achieving short-term results, and planning for long term strategic initiatives. #B2B #Sales #Business #Management #Planning #Time

Matt Sharrers, Partner at SBI, talks to Kimberly Appleton from On Semiconductor, and Chris Fris from Ryder Logistics about the role of sales operations; specifically the transformations that the role is undergoing and how the demands of the role are changing. They also discuss some of the challenges that go along with this role. #B2B #SBI #Sales #Business #Operations

Pfizer and Jive Software Share Sales Enablement Philosophies. Greg Alexander with SBI interviews two Sales Enablement Professionals to gain insight on the topic. The first Sales Enablement professional's name is Andy Garrity and he runs Sales enablement at Pfizer. Joining him is Patrick Merritt who runs Sales Enablement at Jive Software. They discuss what Sales Enablement is, and the challenges concerning Sales Enablement. By listening to this podcast you will learn: How to centralize sales enablement without creating a political turf war. Jive Software’s approach to on boarding sales reps. Pfizer’s approach to gamifying sales training. How mobility can enable the sales team without taking anyone out of the field. #B2B #SalesEnablement #Marketing