SBI Podcast

This week on the SBI Sales and Marketing Podcast we speak with Kay Kienast, a seasoned marketing executive, about how to develop your brand positioning and messaging in order to increase revenue growth.

We start the discussion by determining how to define your customer’s market problems and their pain. And she will explain how to articulate the opportunity provided to customer and prospects when solving their issues.

Kay will continue the conversation by explaining how to calculate the cost of doing nothing for customers. She’ll wrap up the show by giving the audience immediate take-aways on how to best determine your brand positioning and benefits.

Want more weekly insights like this to help you make your number? Subscribe to SBI’s Sales and Marketing Podcast 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: the-impact-of-brand-positioning-on-revenue-growth.mp3
Category:Marketing Strategy -- posted at: 4:00am EST

Not all revenue growth is equal. As an executive leader, your primary objective is to increase shareholder value. To do this, you must realize certain types of revenue growth are better than others. We recently spoke with Charles DeLacey, vice president of corporate development at Kenan Advantage Group. Listen as Charles discusses the different types of revenue growth and their impact on company valuation.

At Kenan Advantage Group, Charles is responsible for leading corporate strategy and planning, and strategic growth initiatives. During the interview, he will answer questions such as:

  • Do the different types of revenue growth earn different returns on capital, and if so, why?
  • Is organic growth better than growth through acquisitions?
  • How should you determine whether to invest in organic growth vs. growth through acquisitions?
  • Give the available capital, are the number of acquisitions increasing?
  • What happens to the executive management team when a company gets taken over?

Ultimately, in order to keep your job, prevent a takeover by increasing your rate of high quality revenue growth. Selling your company at full price happens only when you are healthy. Listen as Charles explains the different types of revenue growth, and how they impact the way your company is viewed. If after listening, you want to learn more about emerging best practices that top leaders are deploying, download our workbook, How to Make Your Number in 2017. It will help you determine if your corporate strategy is on track to increase revenue growth the right way.

Direct download: corporate-strategy-not-all-revnue-growth-is-equal.mp3
Category:Corporate Strategy -- posted at: 5:24am EST

This week on the SBI Sales and Marketing Podcast we speak with John Suh, the chief executive officer at LegalZoom about how to connect your corporate strategy with your sales strategy.

We start the discussion by determining how to define your organization’s mission, vision, and brand. We’ll also explain how to determine your sales plan to hit your revenue growth objectives. And how to select the best sales organizational structure to make your number.

Mark will continue the conversation by discussing how to ensure the sales team is articulating the corporate strategy. John will also explain how to tie sales objectives back to the corporate strategy and how to ensure the sales team is living your brand in every interaction.

Want more weekly insights like this to help you make your number? Subscribe to SBI’s Sales and Marketing Podcast 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.


People buy from people. Ultimately, there is no substitute for face time. This means organizations need a world class field marketing program. SBI recently interviewed Kim Salem-Jackson, the senior vice president of worldwide field marketing at Informatica about this topic. Listen as Kim shares her experience and insights on the subject of field marketing.

Informatica is the number one provider of data integration software, with over 5,000 customers. And Kim has over 15 years’ experience in the discipline of field marketing. During the interview, she will answer key questions such as:

  • What role should field marketing play when it sits between corporate marketing and field sales?
  • How should you determine the goals of the field marketing team?
  • Who should drive the initiatives of the field marketing team?
  • How should you build an annual plan for the field marketing department?
  • How should field marketing partner with the sales team?

At the end of the day enterprise organizations need to have a great field marketing program. It will allow your reps to increase face time with customers and prospects. Listen to hear how Kim has properly developed, and executed her field marketing strategy. Help your marketing plan get field level execution to maximize lead flow.

Direct download: field-marketing-as-part-of-marketing-strategy.mp3
Category:Marketing Strategy -- posted at: 12:27am EST

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