SBI Podcast

Welcome to the SBI Sales and Marketing podcast. We're joined by Chris Lonnett, the Vice President of Sales Operations at Motorola to discuss how to use data to drive sales operations.

In our first segment, Chris shares how to determine what data you have vs. what data you need and how to identify where the gaps lie. Chris says using this information as a chief resource, can help take your sales strategy to the next level.

Next, technology support is explored and Chris explains how an IT partnership has changed the culture of how data is stored, shared and implemented within a sales operation sales strategy.

In our last segment, Chris wraps up our conversation by offering three immediate tactics you can apply to your sales operations to start making your number.

Understanding sales operations 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-AP1546_Chris_Lonnett.mp3
Category:Sales Strategy -- posted at: 9:05am EST

Welcome to the SBI Sales and Marketing podcast. We're joined by Rick Haviland the President of MarketSource, to discuss the importance of a corporate strategy for choosing the right market.

In our first segment, CEO of SBI, Greg Alexander, by way of interviewing the president of Market Source, Rick Haviland, breaks down a corporate strategy for selecting appropriate markets for your business. Greg prompts Rick to assist other presidents in their strategic direction by defining his approach to market selection and maintenance at Market Source.  Specifically, Rick explains what aspects are important in choosing the right market, characteristics of those markets and ways to keep your team focusing on the desired markets.

Next, after defining the appropriate market, team members must maintain the strategic direction and effectively target the decision makers. A critical aspect in any successful corporate strategy is defining what buyers want in any market, which is another important step in the process.

In our last segment, Rick offers two tips for immediate creation of a corporate strategy when choosing markets. Success can only be achieved once the president provides obtainable numbers, otherwise numbers will be missed.

Understanding corporate 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: 17346_AP1545-Rick_Haviland_1.mp3
Category:Corporate Strategy -- posted at: 5:32pm EST

Welcome to the SBI Sales and Marketing podcast. We're joined by Elissa Fink, the chief marketing officer at Tableau, to discuss how she develops a comprehensive content marketing strategy.

In our first segment, Elissa takes us step-by-step through developing a marketing plan for each aspect of your team, while using examples from her own company to guide the process. We examine the market research needed to make a successful marketing strategy, including content audits, trigger events and distribution practices.

We then discuss how to develop a calendar and an organizational system for the marketing strategy, to ensure all aspects of it are covered by the correct team members. Finally, we take you through turning your strategy into an executable marketing plan, and how to include your research into your planning process.

Understanding content marketing 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: 17346_AP1544_Elissa_Fink_Final_Mix.mp3
Category:Marketing Strategy -- posted at: 10:20am EST

Welcome to the SBI Sales and Marketing podcast. We're joined by Omar Choucair, CFO of MultiView, who has successfully integrated multiple sales forces, each with a unique sales strategy. One of the biggest problems companies encounter is employee turnover and customer defection post-acquisition. In order to combat this, Omar lays down his step-by-step process for examining the current strategy for both companies, then leveraging your knowledge to prevent sales upheaval. In our first segment,

Next, we discuss the transition of sales operations from the former companies into a single cohesive strategy. Restructuring your sales team to accommodate both old and new teams and developing new best practices is a vital part of retaining the best employees and customers.

In our last segment, we discuss product strategy and what products you should keep versus cut. Despite potential losses, it is important to determine which products will aid your organization and which will hinder it. Any that are not vital should be removed.

Understanding 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_AP1543-Omar_Choucair_1.mp3
Category:Sales Strategy -- posted at: 9:29pm EST

Welcome to the SBI Sales and Marketing podcast. We're joined by Jim Wetekamp, the CEO of BravoSolution, to discuss how he developed a corporate strategy that made strategic alignment a breeze and revenue growth the norm.

In our first segment, we discuss how Jim was able to steer his company through 14 straight years of revenue growth, despite market obstacles such as the dot.com crash and the one of the most severe recessions in the history of the U.S., by staying adaptive to market needs with a creative product strategy. Jim also talks about how his background in product strategy and development helps inform his decisions as a CEO, which leads to a look at the DNA makeup of the average Fortune 100 CEO.

Next, we delve into how to get CEOs and sales leaders on the same page so your company can enjoy the benefits of strategic alignment by involving them in 3-year-long range planning and product strategy, so that all eyes see where the annual sales strategy and numbers fit in.

In our last segment, we look at the importance of having an adaptable marketing strategy when facing market changes and conclude by outlining the first three steps a CEO can take today to get started on making a new annual plan.

Understanding corporate 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_AP1542-Jim_Wetekamp_Revised_Mix.mp3
Category:Corporate Strategy -- posted at: 10:51am EST

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