This week on the SBI Sales and Marketing podcast, we spoke with Joel Trammell, CEO of Khorus, about his corporate strategy approach detailed in his book, “The CEO Tightrope,” which describes how to keep your product, marketing and sales teams aligned.

In our first segment, Joel discusses what inspired him to write his book and lays out the five core responsibilities of a CEO required to build a corporate level strategy, including owning the vision, providing proper resources, building culture, making decisions and recruiting the right talent.

Next, Joel talks with us about his perspective as a board member after serving as a CEO and how to hire the right CEO for the job.  

In our last segment, Joel walks us through the SCARF theory and how it relates to business strategy. He finishes by telling us how his company’s software product helps organizations maintain their strategic alignment from the top to bottom of a company.

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This week on the SBI Sales and Marketing podcast, we spoke with Dave Rennyson, EVP and GM of the Cloud division at Genesys, about how to scale a SaaS company using corporate strategy.

In our first segment, Dave discusses how he and his team successfully moved their average deal size from $10,000 to $80,000 with sales management, product focus and strong network security.

In our second segment, we talk with Dave about how strategic alignment across all departments is necessary to help grow your company from a small- or mid-sized business to an enterprise, something many SaaS companies want to do but are unable to.

In our final segment, Dave shares with us how he was able to move from sales leader to president of his company as well as make the shift from functional management to general management.

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This week on the SBI Sales and Marketing podcast, we speak with Lee Wood, SVP of sales operations, planning and strategy at Thomson Reuters, about building a successful sales operations strategy.

In our first segment, Lee covers the basic structure of a sales operations department, the number of people needed, what roles they perform and how they are structured.

Next, we walk through how to identify, design and create a set of reports that consistently satisfy the needs of the executive leadership team and how to continue running your quarterly and annual strategic planning process. This includes sales training and why Thomson Reuters chooses to keep a sales enablement function as a part of their sales operations strategy.

In our last segment, Lee shares with us the reasoning behind his personal decision to make the leap from sales management to sales operations.

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This week on the SBI Sales and Marketing podcast, we speak with Jim Tedesco, SVP of North American sales at Veeam Software, about strategic planning for sales in the enterprise software industry.

In our first segment, we discuss the planning process Jim and his team use to define a revenue goal for the upcoming year and the unpredictability that comes with introducing new software to companies.

In our second segment, Jim shares what data is required to drive a revenue growth strategy and your best resource to acquire it from.

In our final segment, we look at determining a budget to make your projected quota, how to allocate it and how to secure it from your company.

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