SBI Podcast
Direct download: AP_1821_Jim_O_Gara.mp3
Category:Sales Strategy -- posted at: 6:58pm EST

Direct download: AP_1821_JimOGara.mp3
Category:Sales Strategy -- posted at: 6:53pm EST

Today we’re going to demonstrate how to drive revenue per sales head up, and time to productivity for new sales hires down.  Success for Andy in making his number quarter after quarter and year after year is tied to his ability to leverage insights from the field. Andy and his team implemented a Field Advisory Board to understand the needs of the field.  You'll find as you listen to this podcast that an advisory board and how to run it may be the key to success for driving revenue per sales head up.As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the Sales Strategy section and flip to the Sales Enablement phase on pages 319 – 322 of the PDF workbook.

Direct download: AP1708-Andy_Panos-18546.mp3
Category:Sales Strategy -- posted at: 12:37pm EST

Joining us on the SBI Podcast is Mark Lister, he is the Chief Digital Officer for Ness, a digital engineering company that designs and builds digital platforms and software that helps organizations engage customers, differentiate their brands, and drive revenue growth.

Today we're going to demonstrate how to make the digital experience a competitive differentiator. So, why this topic of digital experience? I mean, if there was a trend happening right now in B2B sales and marketing it is digitization, and how do you become a digital company?

Prospect and customer expectations have risen, and failure to provide them with an exceptional digital experience, for every single one it's going to result in poor revenue growth. So, some customers prioritize their digital experience over product performance when they make a purchase decision. So, this requires a deep understanding of the customers digital journey, and every single touchpoint along the way. So, mapping this customer digital journey is difficult, but it's mission critical, and when it's done correctly it's going to result in exceptional revenue growth. This is a trend you need to get on.

Direct download: AP1769_Mark_Lister-18935.mp3
Category:Sales Strategy -- posted at: 8:07pm EST

Joining us on the SBI Podcast is Andrea Brody, the Chief Marketing Officer for Bravo Solution, which has sinced merged with JAGGAER to create the world’s largest independent spend management company. 

Andrea is one of the top B2B revenue generating marketers with a passion for building brands. Andrea has a great story to share about how she led her marketing team to help her company achieve a successful exit strategy.

Direct download: AP1775_AndreaBrody-18981.mp3
Category:Marketing Strategy -- posted at: 2:27pm EST

In today's show, Ryan and Matt demonstrate how an enterprise sales leader brings the best of the enterprise to a fast-growing tech company.

Direct download: AP_1816_Ryan_Mang.mp3
Category:Sales Strategy -- posted at: 8:40am EST

Joining us on the SBI Podcast is Sarah Kennedy, the Chief Marketing Officer for Marketo.

In today's show, Sarah details how to apply revenue attribution to marketing. Why this topic? CEOs, CMOs and CROs need to understand what sales and marketing activities help influence a revenue booking. Once you can quantify the value of those activities, then you can attribute revenue back to the activities that produced the revenue and use those insights to guide your marketing and sales investments.

Direct download: AP1813_Sarah_Kennedy.mp3
Category:Marketing Strategy -- posted at: 8:36am EST

Joining us on the SBI Podcast is Joel Trammell, the Chief Executive Officer of Black Box. In today's show, Joel provides a wealth of advice to first time CEOs. Joel covers the firt 100 days, dealing with an inherited management team, and interacting with the Board. 

If you are a new CEO, this episode is for you.

Direct download: AP1799_Joel_Trammell.mp3
Category:Corporate Strategy -- posted at: 8:30am EST

Joining us on is Steve Grimshaw, the Chief Executive Officer for Caliber Collision. In today's show, Steve demonstrates how a chief executive orchestrates the right level of inorganic growth to maximize the valuation of their company.

Direct download: VP1774B_Steve_Grimshaw.mp3
Category:Corporate Strategy -- posted at: 8:23am EST

Joining us on is Steve Grimshaw, the Chief Executive Officer for Caliber Collision.  Steve has built and incredible business through both organic and inorganic growth.  He’s here today to demonstrate how a chief executive orchestrates the right level of inorganic growth to maximize the valuation of your company.

Direct download: VP1774A_Steve_Grimshaw.mp3
Category:Corporate Strategy -- posted at: 8:17am EST

Today we are going to unpack the career path of a new breed of Sales-driven Chief Executive Officers and what it takes to develop the business mindset to ascend to the top position. 

Direct download: AP1776_Ryan_Tognazzini-18981.mp3
Category:Corporate Strategy -- posted at: 7:03pm EST

Joining us on the SBI Podcast is Mike Volpe, the Chief Marketing Officer for Cybereason, the world's most powerful cybersecurity analytics platform. 

Often called the "godfather of inbound marketing" for his work in taking inbound marketing from an idea to a movement of tens of thousands of people, Mike Volpe is one of the most sought-after B2B marketers. 

Today Mike is going to demonstrate how to replace leads with real opportunities for the sales team through the use of account based marketing. ABM is the effort performed by both marketing and sales to replace leads with opportunities for the sales team. 

Why is this an important topic? Demand generation and lead management does not work for companies with business models dependent on a small number of accounts, but who spend a lot.

Direct download: VP1762MikeVolpe.mp3
Category:general -- posted at: 6:51pm EST

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