SBI Podcast

As we begin the last month of Q1, sales leaders should be focused on executing their strategy. In order to execute, you must enable your sales team with the tools they need. Click here to listen to our podcast on this topic. It is an interview with Bill Quinn, the Chief Operating Officer of the global sales organization at Broadridge. Broadridge does just under $3 billion per year in annual sales. Bill describes how he drives excellence in sales enablement throughout this large organization.

During this interview, he will answer questions such as:

  • What should the objectives of the sales enablement team be?
  • Who should own sales enablement?
  • How do should you develop sales enablement content?
  • How can you drive the adoption of the sales enablement program?

The sales enablement team needs a well thought out strategy to support the sales organization. But too often organizations have a series of tactics masquerading as a strategy. It causes execution issues, and the effort becomes fractured across the organization. If you want to be sure you get it right, click here and listen to Bill’s insights. His experience will help set sales enablement leaders up for success.   

Direct download: AP1559-Bill_Quinn_3.7.16.mp3
Category:Sales Strategy -- posted at: 11:04pm EDT

Developing and executing your company’s revenue growth strategy is not easy. Too often the corporate strategy stops with the executive team. When, in fact, it needs to trickle down throughout the organization. Listen to how John Myers, CEO at Rentokil Initial, has successfully does this at his company. 

Rentokil Initial is one of the largest business services companies in the world with 60,000 employees across 60 countries. As you can imagine, developing and executing a revenue growth strategy in a company of this size is no easy feat. Despite this challenge, John has been able to effectively translate his strategy throughout the entire organization.

During this podcast, John will discuss:

  • How to define your company’s mission, vision and values.
  • How to ensure your customer’s experience matches your brand promise.
  • How to determine the organization’s financial objectives.
  • How to know which markets to compete in, and which to avoid.
  • How to determine your sustainable competitive advantage.

Your corporate strategy must be more than just a series of tactics. To make your number, you need to develop and execute a complete revenue growth strategy. This strategy needs to pull insights from the external marketplace and use this data to make key choices. Choices like “why do we exist?” Your strategy will set the direction for the entire organization. Listen to this podcast to hear how one of your peers has been able to do exactly that.

Direct download: AP1561-John_Meyers.mp3
Category:Sales Enablement -- posted at: 9:50pm EDT

It’s marketing’s job to set the sales team up for success. To do this, the marketing and sales strategies must be aligned. We recently spoke with Clint Poole, the Vice President of Marketing at Lionbridge about this issue. You can listen to the episode here. Clint is responsible for driving demand for the company’s new solution offerings via a multi-channel demand generation program. This has given him great insight into how to align marketing and sales.

During the interview, Clint will tackle topics such as:

  • How to ensure your brand promise is communicated correctly by the sales team.
  • How to create both demand generation and sales enablement content.
  • How to nurture leads until they are sales ready.
  • How sales can play a role in helping marketing campaigns be successful.

We will use SBI’s playbook, “How to Make Your Number in 2016” to guide our conversation. If at the end of the show, you want a copy we’ll let you know how to get it.  

Aligning the marketing strategy to the sales strategy in a large businesses is hard to do.  Why? Because the two strategies are the most closely tied of any of the functional strategies. As a marketing leader, you must think through how you are going to help make the sales team successful. What is the key? A well thought out methodology. If you do not have a structured approach you will lose both time and money. Click here to listen to how one of your peers has done it right.

Direct download: AP1555-Clint_Poole.mp3
Category:Sales Enablement -- posted at: 7:09pm EDT

Product leaders must set up their marketing and sales team for success. If they don’t, those teams have no chance of accomplishing their objectives. Listen to our recent podcast on this topic. It’s an interview with Todd Wells, the Senior Vice President of Product Development at Frontier Communications. Frontier is a $11 billion dollar telecommunications provider that has been around since 1935.

During this interview, Todd will answer questions such as:

  • How do you determine which markets to compete in?
  • How do you determine the cost to build, market, sell, install, and support a product?
  • How do you work with marketing to develop messaging?
  • How do you work with sales to enable them to sell the new products?

We use SBI’s 6 Step Revenue Growth Methodology to guide our conversation. If at the end of the show you’d like a copy, we’ll let you know how to get it.

It is mission critical for the product team to be in alignment with marketing and sales. It’s the only way each functional team will be successful in achieving their objectives. And it starts with a well thought out product strategy. Listen to how one of your peers has set his organization up for success.

Direct download: AP1557-Todd_Wells.mp3
Category:Sales Enablement -- posted at: 4:52pm EDT