SBI Podcast
Marketing Strategy Development with Jack Whalen of Phillips 66

This week on the SBI Sales and Marketing podcast, we spoke with Jack Whalen, VP of Marketing at Phillips 66, about marketing strategy development.

In our first segment, Jack identifies the difference between B2B and B2C marketing objectives, why investing in a lead generation program will support your marketing strategy and how compelling content can catapult your strategy to the next level.

Next, Jack shares his experience in experimenting with a lead development team and what the first phase of results looked like. Jack then delves into data tracking and how trends in numbers help tell a story about your current and potential consumers’ behavior.

In our last segment, Jack covers how to continue building an innovative marketing strategy in the face of a business acquisition.

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Direct download: SBI_PODCAST-JACK_WHALEN-WITH_PROMOs.mp3
Category:Marketing Strategy -- posted at: 8:07pm EST

The Importance of a CEO-Driven Sales Strategy

This week on the SBI Sales and Marketing podcast, we spoke with Chris Cole, CEO of Intelligrated, about the role the CEO plays in the development of the sales strategy.

In our first segment, Chris shares how he managed to gain success and revenue with his company during a difficult economic cycle by listening to customers and crafting products and services that helped his customers succeed. He also discusses how strategically aligning your sales strategy to your customer needs is essential to your overall strategy development.

Next, Chris shares with us how he and his company differentiate themselves from others by offering more to their customer than just the product itself. In many ways, his team acts as strategic business consultants to their clients and, in return, they witness a very high percentage of repeat customers.

In our last segment, Chris discusses why developing a successful sales strategy requires the perspective of internal and external resources.

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Direct download: SBI_PODCAST-CHRIS_COLE-WITH_PROMOs.mp3
Category:Sales Strategy -- posted at: 4:56pm EST

Designing a New Sales Strategy In Only 90 Days

This week on the SBI Sales and Marketing podcast, we spoke with Jeff White, chief revenue officer of Extreme Networks, about designing a new sales strategy within the first 90 days of a new job.

In our first segment, Jeff describes how to become intimately knowledgeable of your business and how to properly analyze an organization in order to pinpoint where the transformative work needs to happen for a new sales plan.

Next, Lee walks us through Extreme Network’s corporate strategy, which focuses on being a product innovator. He also discusses the importance of arming your company with subject matter experts in order to gain a deep understanding of your customer and then being able to align your selling strategy accordingly.

In our last segment, Lee sends us off with tips on how to manage day-to-day sales and marketing deliverables while executing a 90-day sales strategy transformation.

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Direct download: SBI_PODCAST-JEFF_WHITE-WITH_PROMOs.mp3
Category:Sales Strategy -- posted at: 7:24pm EST

Reinventing Organizational Structure for Improved Sales

This week on the SBI Sales and Marketing podcast, we spoke with Samir Joglekar, EVP of sales at Renaissance Learning, about how to lay out a new organizational structure for a company.

In our first segment, Samir shares the first things you should evaluate when looking at your organizational design in order to reconstruct the way your departments are currently set up.  

Next, Samir offers guidance on how to incorporate a new channel to a long standing enterprise in order to gain a deeper connection and build better relationships with customers.

In our last segment, Samir sends us off with some tips on how to ensure you’ve supplied your team with the right resources for them to execute and maintain a newly implemented organization structure.

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Direct download: SBI_PODCAST-SAMIR_JOGLEKAR-WITH_PROMOs.mp3
Category:Sales Strategy -- posted at: 2:14am EST

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