SBI Podcast

This week on the SBI Sales and Marketing podcast we talk shop with a different sort of guest. Rather than examining sales strategy with a sales leader or corporate strategy with a CEO, we’re joined today by a product expert, Merijn te Booij, the executive VP of product strategy at Genesys, to discuss connecting a sales strategy to the product roadmap.

We begin by looking at the steps to building an effective product roadmap: performing a market scan, prioritizing market problems, involving your sales force and finding a product market fit. From there, Merijn discusses his usage of the Lean version of Agile, where one creates strategic alignment between the product organization and sales organization using cases and milestones.

From there, we look at how to use your sales force to inform your decisions when determining if something should be a new product, new release or new bundle. We also break down the concept behind MVP (Minimum Viable Product) and talk through the challenges the MVP-based development cycle faces and how to avoid ideas that’ll distract your sales force from making their sales.

As always, we conclude our conversation by summarizing how to put all these learnings into action, so your sales strategy can stay on track with your product roadmap and you can hit your numbers.

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Direct download: Connecting-the-Product-Roadmap-to-the-Sales-Strategy.mp3
Category:Product Strategy -- posted at: 4:00am EST

This week on SBI Sales and Marketing Podcast we speak with Kermit Randa, CEO of PeopleAdmin, about connecting corporate strategy with execution.

We start with a discussion of cascading strategy where Kermit explains the hierarchy of objectives and how it can shape your company’s values, focus and business strategy from the top down. We also review how to assign goals that help your talent see how their work on the individual level ties back to the company’s overall mission.

Kermit goes on to describe how you can add flexibility to your sales plan by focusing more on your rhythm than on your calendar. We look at the four forms of feedback that are important for any company that is undergoing strategy development: customer, prospect, competitor and employee feedback. We also discuss tools for measuring and evaluating these types of feedback to help hone your sales and marketing strategies and ensure your functional leaders remain strategically aligned with your corporate strategy.

We conclude our talk by looking at the first three actions you can take right now to immediately connect your corporate strategy with your execution.

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Direct download: The-Final-Mile-Connecting-Corporate-Strategy-to-Execution.mp3
Category:Corporate Strategy -- posted at: 4:00am EST

This week on the SBI Sales and Marketing podcast, we spoke with SVP of Strategy at Magento Commerce, Mark Lenhard, about how to develop a revenue growth strategy quicker than both your industry and competitors. Magento Commerce offers an open-source digital commerce solution to 250,000 companies.

In our first segment, Mark covers company revenue growth relative to industry revenue growth. We discuss how to analyze the industry, its customer, the driving demand behind the growth strategy and how to determine critical success factors.

Next, Mark explains the strategy in choosing the proper market groups, and later we explore the theory of three forms of strategy development advantage: product differentiation, cost and customer experience.

In our last segment, Mark shares in detail three actions companies can take immediately to help increase revenue growth.

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Direct download: Designing-a-Revenue-Growth-Strategy-to-Outpace-the-Market.mp3
Category:Corporate Strategy -- posted at: 4:00am EST

This week on the SBI Sales and Marketing Podcast we’re doing things a little differently. Rather than dishing sales strategies with a CEO or CMO, we’re joined instead by a CFO to get into the nitty-gritty of pricing strategy, the backbone of any successful product marketing campaign. Our guest today is Lauri Hanover, the CFO of Netafim; a global pioneer of the drip revolution. Together, we discuss how to improve your company’s marketing strategy by determining the perfect price in regards to your costs and product market.

We start with an in-depth look at the biggest influence on a sound pricing strategy: costs. We look at how to factor for the costs of building, marketing, selling, installing and supporting your product. Next, we look at determining a product price relative to these costs along with your product strategy as well as outside influences, such as market trends and competitor pricing. We end our conversation by discussing the first steps to putting a new pricing strategy into action so you can get your company on the right path toward better pricing and probability so you can hit your mark.

Want more weekly insights like this to help you make your number? 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: Product-Marketing-with-Lauri-Hanover-From-Prices-to-Profits.mp3
Category:Product Strategy -- posted at: 4:00am EST

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