SBI, The Growth Advisory

For weeks now, businesses have been impacted by COVID-19. While it has been difficult to predict the severity of the pandemic, the one thing that has been unwavering is people's innate desire to connect with one another. As a Customer Success leader, the actions of your teams now will undoubtedly leave lasting impressions for years to come. Bernie Kassar, Chief Customer Officer at Xactly, joins us on today's show to discuss what Customer Success teams are doing to help guide businesses through these uncertain times. Bernie shares unique opportunities for companies in today’s environment and how to create a frictionless customer experience.

While businesses world-wide have been grappling with the effects of the COVID-19 crisis, few industries have been seeing a surge in demand. Among those who have an opportunity to thrive are industrial markets like transportation and logistics. While T&L companies have the potential to increase revenue and enter new verticals, this is not without added risks. On today’s show, we are joined by industry expert Chris Davy, Managing Director at SBI. Chris shares his experience and lessons learned from previous market disruptions in T&L and highlights the importance of a clear exit strategy.

There’s no denying it – unity, connection, and community are the marquee themes in the COVID-19 business world. Navigating these current challenges has also presented the opportunity to reimagine what is possible from product offerings and new revenue streams to internal and external communication. On today’s podcast, Jeff Ray, CEO of Brightcove, a video powerhouse company, joins us to discuss how CEOs have the potential to: Create unity through authentic messaging Lead teams with empathy and positive intent Innovate and propose new offerings through cross-functional collaboration "We're all in meetings where the dog runs around the back behind you or the neighbor fires up the chain saw. It's just the way it is. We're actually getting to know one another's kids and dogs better... I think there's more authentic talking happening now than ever before. And it would be a shame for us as leaders to miss that window of opportunity."

Sales leaders around the world have been adjusting to working from home while attempting to maintain a team-oriented environment. However, leading a virtual workforce eliminates the face-to-face interactions that so many businesses have relied on. How do you sustain personal connections and community, especially in large, global organizations? On today's show, we are joined by Steve Blum, SVP Worldwide Field Operations at Autodesk. Steve shares how he has been keeping talent engaged during COVID-19 challenges.

Although the global pandemic is creating challenges that businesses have never dealt with before, many leaders had already felt imminent market changes prior to the outbreak. Executives are in the process of reimagining their go-to-market strategies and seeking to minimize disruption, given the circumstances. On today’s show, Tony Erickson, Managing Director at SBI, joins us to share what market-leading CEOs and CROs are focusing on right now: Revising GTM strategy to optimize productivity Assessing channel mix and sales coverage Measuring progress through behavioral indicators

As we near the end of the first quarter of 2020, sales leaders anticipated a much different outcome for their Q1 goals. In the face of a global crisis, how can you not just keep the lights on but also take care of your team? Joining us on today’s show is Chris Gosline, an Engagement Manager at SBI, to discuss best practices for providing quota relief and adapting compensation plans. Chris outlines three options that every sales leader should consider.

Over the last week, we have seen the effects of the COVID-19 pandemic on the market, businesses, and communities. During these unpredictable times, one thing is certain; we cannot control these events, but we can control how we react. In today’s interview, we are joined by Josh Horstmann, Senior Partner at SBI, to discuss how to adapt to the new normal. Josh shares a 7-step action plan and timeline to help executive teams mitigate business impact during the crisis.

Entering a role as a new sales leader can be challenging enough. Entering a new role within a legacy company during tumultuous market conditions might then seem impossible. Having overcome these challenges, Steve King, CRO of Hexagon PPM, joins us to discuss his experience leading a full go-to-market transformation.

Companies who find themselves declining in revenue, experiencing customer loss or employee churn may be in dire need of a turnaround. To successfully recover from this type of crisis, it often requires a new CEO to step in and lead through the turbulence. In today's segment, an expert in company turnarounds, David Ratner, CEO of Hyas, joins us to share insights for new CEOs who find themselves in a turnaround position.

Stefano Redditi, EVP of Sales and Marketing for JAS Worldwide, joins us to discuss how he has successfully made this move upmarket to achieve enterprise customers. Stefano shares his experience from identifying triggers for change to navigating the resistance that accompanied the reorganization.