SBI, The Growth Advisory
SBI, The Growth Advisory
Welcome to the SBI Podcast Channel. SBI is the go-to-market (GTM) growth advisory with proven experience in helping innovative companies achieve real results in sales and marketing. This channel features podcasts with insightful discussions between top sales and marketing leaders, sharing insights, best practices, and proven strategies to create incremental value and drive revenue growth for your organization. Subscribe today to keep up with the latest episodes for impactful sales and marketing growth strategies.
Episodes
Mentioned books
Nov 27, 2023 • 10min
When and How to Provide Quota Relief in Turbulent Market Conditions
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.
Nov 27, 2023 • 16min
Adapting Your Go-To-Market During a Crisis: 7 Steps to Mitigate Revenue Impact
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.
Nov 27, 2023 • 23min
How a CRO Overcame Market Headwinds by Transforming a Legacy Company
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.
Nov 27, 2023 • 24min
How a Turnaround CEO Diagnoses the Real Problems
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.
Nov 24, 2023 • 20min
How a Sales Leader Moves Upmarket from SMB to Enterprise Customers
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.
Nov 24, 2023 • 26min
How a CEO Transformed a Product into a Platform
For many B2B companies, the effort to continually maintain and improve their products has become too demanding. Evolving economic factors affecting these companies have pressured many to make the shift from being a product company to a platform company.
Sudhakar Ramakrishna, CEO of Pulse Secure, joins us in this segment to discuss changing your mindset to successfully make the transformation from product to platform.
Nov 24, 2023 • 27min
How a Marketing Leader Normalizes Outbound
As a marketing leader, if you have ever thought about where your next new form of revenue is coming from, the answer is Outbound Marketing. Eric Quanstrom, CMO of Cience, joins us to discuss how Outbound is the new normal. Do not be too quick to dismiss older methods of reaching customers, as Eric affirms cold-calling is not dead.
In this first segment, Eric shares the different methods and advantages to implementing an effective outbound motion.
Nov 24, 2023 • 26min
How a CEO Drives Revenue Growth with Digital Strategy
Digital has rapidly transformed the economy, and it is no surprise that having a digital strategy has a profound impact on revenue growth. With so many definitions and ideas of what a digital strategy is and how to implement one, companies find it difficult to find clarity and achieve consensus. Today, Scott Santucci, CEO of Growth Enablement Ecosystems, shares his experience navigating the digital landscape.
Nov 24, 2023 • 26min
Capturing the True Meaning of Customer Experience
Brad Christian, Chief Customer Officer of Market Force, joins us to discuss the true meaning of customer experience. Brad and his team at Market Force have become pioneers in mastering customer experience. Listen to Brad discuss best practices for implementing a world-class customer experience design.
Nov 24, 2023 • 17min
Transforming the Seller Experience
Today Ray Oram, Global VP of Sales Enablement for IBM, joins us to discuss transforming the seller experience. Ray provides a unique perspective on the mechanics of the industry and how he reframes the discipline.
By empowering this cross-functional group, it will result in a thriving enablement culture and improved seller experience.
