SBI Podcast
Maximizing Selling Time to Improve the Sales Process

This week on the SBI Sales and Marketing podcast, we spoke with, Stuart Kerst, vice president of sales operations at Hewlett Packard (HP), about how to increase the available selling time of a sales team to move the needle in an optimized sales process. 

In our first segment, we look at the industry standard of how much time a sales person should spend selling versus non-selling, and then we ask Stuart to share his point of view on how he believes sales reps should spend the 2000 hours available to them. Stuart walks us through technology’s role and how automation helps achieve the ideal balance. Stuart also touches on the role CPQ takes in the strategy development to support these strategic opportunities.

Next, we focus on the root of the sales cycle productivity issue and how Stuart was able to increase the customer face time. Stuart shares with us how it begins with their annual process that includes a customer satisfaction review with their salespeople to find out where the pain points lie.

In our last segment, we discuss how to reduce misalignment between the sales and marketing by aligning metrics of tracked data and how sales ops can say no to the field and not lose political capital.

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Direct download: 01162015-STUART_KERST-SBI_PODCAST_1.mp3
Category:Sales Strategy -- posted at: 8:54am EST

Getting Consistent Results from Sales Enablement Programs

This week on the SBI Sales and Marketing podcast, we speak with Rick Balkind, the head lead of the sales enablement department for Pegasystems, about the intricacies of building and managing a sales enablement team. We discuss everything from the lead-generation process, RFP response team, new sales rep onboarding program, the design of a sales process, implementation of a sales methodology, and enablement of the sales management team. 

In our first segment, Rick shares with us how to ensure new programs and initiatives are being adopted in Q2-Q4, which numbers should be tracked to make sure sales enablement is impacting the business quarter-to-quarter and why it’s important to grow a sales pipeline in order to support growth.

Next, Rick discusses how the sales management role of sales enablement developed over time and how a cross-functional evolvement team became of it. Rick then walks us through the content of their quarterly meetings.

In our last segment, Rick breaks down his strategy development behind measuring an account workflow in assuring the pipeline development takes place as planned. Every quarter, each sales representative must create an account plan, which will later be scored. We end our segment by hearing Rick’s vision of the future of sales enablement.

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Direct download: 01162015-RICK_BALKIND-SBI_PODCAST.mp3
Category:Sales Strategy -- posted at: 1:20pm EST

From the CFO: Reallocating your Sales and Marketing Budget

This week on the SBI Sales and Marketing podcast, we spoke with Tim Huffmyer, the CFO of BlackBox Network Services, about reallocating a sales and marketing budget as the year unfolds.

In our first segment, Tim discusses how to establish expectations for your stakeholders at the beginning of the year. He then details how he and his team reallocate the budget as the year progresses and things change.

Next, Tim walks us through a hypothetical corporate strategy case study focused on head count planning, how that aligns with a P&L statement and the obstacles that come with it.

In our final segment, Tim shares with us how he measures the market and the return on his sales and marketing strategy. 

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If you are a sales leader wanting to work better with the CFO, listen to this podcast.  If you are a CFO wanting to partner better with sales, listen to this podcast.  I think you both will learn from it.

Direct download: 01162015-TIM_HUFFMYER-SBI_PODCAST_1.mp3
Category:Corporate Strategy -- posted at: 2:25pm EST

Sales and Marketing as Seen by the Board of Directors

This week on the SBI Sales and Marketing podcast, we spoke with Fred Florjancic, Chairman of the Board at Ramsey Industries, and member of the board of directors at the Elkay Manufacturing Company and Liberty Tire Recycling, about sales and marketing effectiveness from the board’s perspective as it relates to accelerating revenue growth.

In our first segment, Fred helps us understand how a board member should analyze a company during a sales and marketing strategy execution, by walking us through the five Ps of success: the people, the products, the plants, its processes, its prices. We also discuss how often board meetings should take place and how to best prepare for them.

Next, Fred fills us in on the impact the CEO can have in leading the marketing and sales strategy to help meet the company’s revenue goals. We also dig a little deeper into what makes a great sales and marketing leader and how to hire the right talent as a board member.

In our last segment, Fred shares with us how he strategically aligns his teams, from product to marketing to sales, for the most effective sales strategy.

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Direct download: 01162015-FRED_FLORJANCIC-SBI_PODCAST.mp3
Category:Corporate Strategy -- posted at: 5:41pm EST

HR Recruiting Strategies for Sales and Marketing

This week on the SBI Sales and Marketing podcast, we spoke with John Pierce, the Senior Director of Human Resources for the Americas Region and Global Sales & Marketing team at Motorola, about recruiting strategies he has implemented to attract the best talent in the market.

In our first segment, John dives into recruitment and selection strategies with defining how to find the talent pools you need, where they're needed and the numbers that are required. We also learn about a single-page document that helps summarize the talent acquired and further analyze them in three categories: competencies, behaviors and A-player leadership elements.   

Next, John discusses how to approach the hiring process by sharing qualities to look for in applicants and how to strategically interview potential employees. We then hear John’s perspective on ways to handle an A-player walking out the door, including how to react and what you learn from that process.

In our last segment, John shares how to pave transitionary paths for employees looking to move up in their departments and how to prepare them for success once they get there.

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Direct download: 01162015-JOHN_PIERCE-SBI_PODCAST_1.mp3
Category:Talent Strategy -- posted at: 3:25pm EST

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