SBI Podcast

Welcome to the SBI Sales and Marketing podcast. Today, we're joined by Scott Cook to discuss how the right hiring practices can help ease the way to your team hitting its mark, year after year. After all, sometimes it’s not about finding the right tool for the job but, rather, the right team.

During this interview, we’ll discuss how to:

  • Define your hiring profiles
  • Assess current talent and select new talent
  • Design the compensation program to attract and retain the right employees
  • How to get the most out of your interview process

We’ll use SBI’s workbook titled “How to Make Your Number in 2016” to guide this conversation.  Specifically, pages 197-213 which detail SBI’s 7 Step Talent Strategy Methodology.

We walk Scott through this model, and he explains how he uses his version of it at his company to streamline their hiring strategies. The benefit to you all is you get to see a “demo”, if you will, on how to use this tool. At the end of this show, if you want to use the SBI Workbook yourself, I let you know how to get it.

If you want to develop a best-in-class hiring process, listen to this podcast to hear how one of your peers built theirs.

Of course, having rock solid hiring practices is just one small part of hitting your number year after year. For more weekly sales and marketing insights like this, subscribe and leave us a review! Your feedback will help us improve our show and continue to bring you content that keeps you at the top of your game.

Direct download: SBI_AP1541-Scott_Cook.mp3
Category:Talent Strategy -- posted at: 5:55pm EST

Welcome to the SBI Sales and Marketing podcast. Today, we're joined by Spencer Hodson to discuss developing a cohesive sales strategy using the SBI 5 Step Sales Strategy Methodology.

During this interview, we discuss how to:

  • Set sales quotas using market segmentation, customer type, product category, and sales team.
  • Drive adoption of your sales methodology.
  • Design the org chart and determine the head count number.
  • Staff the sales operations and sales enablement team.

We use SBI’s workbook “How to Make Your Number in 2016” to guide our conversation.  Specifically, pages 155-192 which gives the details of SBI’s 5 Step Sales Strategy Methodology.

We look at how Spencer uses his version of it at his company.  The benefit to you all is you get to see a “demo”, if you will, on how to use this tool. At the end of this show, if you want to use the SBI Workbook yourself, we show you how to get it.

If you want to develop a best-in-class sales strategy, this episode is a can’t miss.

Of course, building a sales strategy is just one small part of hitting your number year after year. For more weekly sales and marketing insights like this, subscribe and leave us a review! Your feedback will help us improve our show and continue to bring you content that keeps you at the top of your game.

Direct download: SBI_AP1540-Spencer_Hodson.mp3
Category:Sales Strategy -- posted at: 11:14am EST

Welcome to the SBI Sales and Marketing podcast. Today, we're joined by Vincent Gatti to compare our perspectives on putting together a cohesive sales strategy.

During this interview, Vincent walks us through SBI’s 5 Step Sales Strategy Methodology, demonstrating for us how he has applied his version of this to his sales process to:

  • Collect the needs of the market, accounts, and buyers.
  • Connect the CEO’s corporate strategy to his sales strategy.
  • Work with the product team to understand which products should be sold to what customers at what price point.
  • Partner with the sales and marketing departments to cover leads into revenue.
  • Get the HR department to help him put a team of A players on the field to win the game.

If you are building your sales strategy for next year, listen to hear from one of your peers how to use the 5 Step Sales Strategy Methodology.

Of course, building a sales strategies is just one small part of hitting your number year after year. For more weekly sales and marketing insights like this, subscribe and leave us a review! Your feedback will help us improve our show and continue to bring you content that keeps you at the top of your game.

Direct download: SBI_AP1539-Vincent_Gatti.mp3
Category:Sales Strategy -- posted at: 12:47pm EST

Welcome to the SBI Sales and Marketing podcast. Today, we're joined by Amy Slater to discuss a new way to look at your annual strategic planning process.

During this interview, we discuss with Amy how to translate high level corporate goals, such as revenue and EBITDA targets, into sales operations oriented goals, such as quota, sales forecasting, head count numbers, territories, sales planning, and comp plans. 

We use SBI’s recently released workbook titled “How to Make Your Number in 2016” to guide our conversation. Specifically, pages 217-220 which deals with the annual strategic planning process.  This Q3 to Q2 “meeting rhythm” lays out how to integrate weekly, monthly, quarterly, and annual meeting cadence to execute strategic planning as a sales ops professional. As a sales ops leader implements this process a wonderful thing happens - you get your life back. Gone are the days of frantically responding to urgent requests from random executives looking for data.

We walk Amy through the model, and she explains how she uses her version of it at her company.  The benefit to you all is you get to see a “demo”, if you will, on how to use this tool. At the end of this show, if you want to use the SBI Workbook yourself, we let you know how to get it.

If you want to flawlessly execute the annual strategic planning process, listen and hear how one of your peers has done so.

Of course, understanding the annual strategic planning process is just one small part of hitting your number year after year. For more weekly sales and marketing insights like this, subscribe and leave us a review! Your feedback will help us improve our show and continue to bring you content that keeps you at the top of your game.

Direct download: SBI_VP-03-071715-Amy_Slater_1.mp3
Category:Corporate Strategy -- posted at: 8:15pm EST

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