SBI Podcast

CEOs must make rapid, critical business decisions while being increasingly inundated with data, trends, and conflicting information. In this age of information overload, how can you make sound judgments for your organization without the threat of falling behind?

On today's show, we are joined by Frank Cespedes, Senior Lecturer at Harvard Business School, recurring contributor to Harvard Business Review, and author of Sales Management That Works: How to Sell in a World that Never Stops Changing. Frank discusses key insights from his book and ultimately how leaders can separate fact from hype.

Direct download: 1860_FrankCespedes_20893_online-audio-converter.com.mp3
Category:Sales Strategy -- posted at: 2:25pm EST

On today’s show, serial entrepreneur Jeron Paul, Cofounder and CEO of Spiff, explains how he started, grew, and exited 3 successful ventures. Jeron and SBI’s CEO, Matt Sharrers, talk about the elements needed to drive a growth culture, including a Revenue Growth Office that generates a universal fact base executive team leaders can use to make unified decisions, as well as tools that create visibility, connectivity, and improved employee experience.

Direct download: 1862_Jeron_Paul_MX_online-audio-converter.com.mp3
Category:general -- posted at: 10:46am EST

Organizations have had to drastically reimagine their revenue model since last year to accommodate the new era of digital. However, some companies anticipated this shift much earlier in advance and were able to adapt and scale quicker than their competitors. Autodesk is among those whose strategy pre-pandemic allowed them to weather 2020 unscathed.

On today’s show, Steve Blum, Autodesk CRO and EVP Worldwide Field Operations, joins us to discuss topics that are top of mind for commercial leaders navigating the second half of 2021, including:

  • Revenue Model Shifts Pre and Post-Pandemic
  • Talent Requirements For a Frictionless Customer Experience
Direct download: Steve_Blum_RGHD_online-audio-converter.com.mp3
Category:Corporate Strategy -- posted at: 9:11am EST

SBI recently held its first Chief Financial Officer Growth Forum to bring together like-minded finance executives to discuss common challenges and share best practices with their peers. These growth-focused CFOs gathered in an intimate virtual setting to discuss the following topics:

  • The Ascent From CFO to CEO
  • The Digital Selling Landscape
  • Driving Accountability Through Visibility
  • And More

On today’s show, Jim Ettamarna, SBI Managing Director, joins John Staples, SBI Senior Partner, to share key learnings from the meeting.

Direct download: Recording_-_CFO_Forum_online-audio-converter.com.mp3
Category:Corporate Strategy -- posted at: 12:39pm EST

A good account segmentation will keep the lights on, but a great segmentation is how market leaders surpass their competition. How does yours compare?

On today's show, we are joined by Malorie Feidner, Senior Consultant at SBI, to discuss what it takes to achieve best-in-class account segmentation. Malorie shares the 3 key items every sales leader should prioritize, as well as the most common mistakes organizations make.

Direct download: Malorie_v2_online-audio-converter.com.mp3
Category:Sales Strategy -- posted at: 9:47am EST

SBI recently held it’s Spring Growth Advisory Board meeting where less than a dozen market-leading Presidents and Chief Commercial Officers gathered to discuss the most pressing challenges in today’s environment. During the afternoon, the attendees shared best practices on the following topics:

  • The Ascent to Chief Executive Officer
  • The Evolution of Commercial Effectiveness
  • The Workplace of the Future

On today’s show, Scott Gruher, Senior Partner and Revenue Practice Lead, shares key insights from the meeting that executives can begin implementing immediately.

Direct download: Pres_CCO_online-audio-converter.com.mp3
Category:Sales Strategy -- posted at: 8:05pm EST

SBI recently held its Spring CEO Advisory Meeting to connect with less than a dozen market leaders on current challenges and to share best practices. This influential peer group share key insights into the following topics:

  • Organizational Clarity Around Customer Experience
  • The CEO’s Role in Determining the Go-to-Market Model
  • Talent to Drive the GTM Model at Scale

On today’s show, Scott Gruher, Senior Partner and Revenue Practice Lead, joins us to discuss these items and share takeaways from the meeting.

Direct download: CEO_online-audio-converter.com.mp3
Category:Corporate Strategy -- posted at: 1:42pm EST

Being a CEO during a large Go-to-Market transformation is difficult, and with multiple acquisitions, this adds further complexity, such as:

  • High Customer Acquisition Costs
  • Low Employee Morale
  • Inaccurate Fact Base
  • And more

On today’s show, Steve Smith, CEO of Zayo, joins us to discuss how he navigated these challenges during his first few months in his role and shares how harnessing the power of listening and an efficient cadence has brought unity and clarity to his team.

Direct download: VP_1859_Steve_Smith_20760-001_online-audio-converter.com.mp3
Category:Corporate Strategy -- posted at: 5:14pm EST

CEOs often get lost in data while trying to decide what's working, if there is too much, or if it's even correct. But even great data is moot if not activated properly across commercial functions. On today's show, Mike Dickerson, CEO of ClickDimensions, joins us to discuss how CEOs should be thinking about their data and the processes that go with it. By owning the data, CEOs will not only have clearer visibility into the complete operation but also a unified fact base to run an unmatched commercial strategy.

Direct download: AP_1858_Mike_Dickerson_20760.mp3
Category:Corporate Strategy -- posted at: 6:18pm EST

To say your salesforce is changing is an understatement. Not only have there been shifts in adapting to a new virtual world, but your teams also need the time and attention dedicated to reaching their full potential now more than ever before. As a sales leader, how can you create a culture for your teams to thrive?

On today’s show, Roquita Williams, Head of Sales Effectiveness and DEI Partnerships at Habits at Work, joins SBI Consultant and Diversity Ambassador Jenny Sung to discuss the modern salesforce. Roquita shares impactful insights into what it means to be a sales leader in today’s world and how to create an inclusive and empathetic culture.

Direct download: RGHD_Williams.mp3
Category:Sales Strategy -- posted at: 6:17pm EST

On today's special edition of the Revenue Growth Help Desk, we celebrate Women's History Month and are joined by three inspiring women leading the charge in revenue growth: Debra Walton, Chief Revenue Officer, Data & Analytics, London Stock Exchange Group, Pilar Schenk, VP of Sales Strategy and Operations at McAfee, and Tracy Hansen, CMO at Chief Outsiders and President of ProGlove Inc., NA.

In this show, our esteemed panel shares their respective journeys that led them to their current positions and the active role they play in fighting against gender bias and inequities today.

Direct download: RECORDING_-_SBI_TV_-_Women_In_Revenue_online-audio-converter.com.mp3
Category:general -- posted at: 10:47am EST

At SBI we strive for all of us to reach our full potential by being diverse by nature, equitable by design, and inclusive by choice. Our curiosity to understand, value, and celebrate our unique strengths will improve outcomes for our people and our clients. This is an unwavering belief that guides how we build teams, cultivate leaders, and work with others. DEI, like revenue growth, is an all-the-time thing, not a sometimes thing.

In this special edition of the Revenue Growth Help Desk, we celebrate Black History Month and discuss DEI strategy with SBI’s CEO, Matt Sharrers.

Direct download: Matt_DEI_Edit_1_online-audio-converter.com.mp3
Category:general -- posted at: 4:34pm EST

Nearly 1 year ago, the economy had come to an abrupt halt as many organizations waited to be ushered into a "new normal." Now, companies worldwide have adapted to new digital capabilities to operate better than ever before, but many still struggle to replicate a personalized customer experience online.

On today's show, Brad Christian, Chief Customer Officer at Conversity, joins us to discuss how they have helped companies connect with customers in a virtual world while maintaining the personalization of in-person experiences.

Direct download: RGHD_Recording_-_Brad_Christian_online-audio-converter.com.mp3
Category:Corporate Strategy -- posted at: 11:36am EST

Nearing the end of 2020, less than a dozen market-leading CEOs gathered for SBI's fall Advisory Meeting to discuss common challenges faced throughout the year as well as share best practices for trending topics, including:

  • Using the Right Data for Right Actions
  • Executing a Back-to-Base Strategy
  • The Current State of Digital

On today's show, Scott Gruher, Senior Partner and Revenue Practice Lead, joins us to discuss these items and share key takeaways from the meeting.

Direct download: RECORDING_-_RGHD_CAB_Insights_online-audio-converter.com.mp3
Category:Corporate Strategy -- posted at: 10:46am EST

At SBI’s most recent Sales Advisory Board meeting, market leaders from a variety of industries came together in a virtual environment to discuss topics that are top of mind for sales executives:

  • The Ascent of Sales Leaders to CEO Positions
  • Executing a Back-to-Base Strategy
  • Digital Selling in 2021

On today's show, Scott Gruher, Senior Partner and Revenue Practice Lead, joins us to share insights from the meeting that sales leaders can begin implementing immediately.

Direct download: Sales_CAB_Insights_online-audio-converter.com.mp3
Category:Sales Strategy -- posted at: 10:57am EST

While every industry has been impacted by the ongoing pandemic, private equity professionals have had to unpack an entirely different set of challenges trying to buy and sell in this environment.

On today's show, Mike Hoffman, SBI Senior Managing Director Private Equity, joins us to share how PE firms are validating investment theses centered on accelerating organic growth. 

Direct download: AP_1847_Mike_Hoffman_20420_MX_online-audio-converter.com.mp3
Category:Corporate Strategy -- posted at: 10:34am EST

Of all the challenges that sales leaders have faced this past year, effectively evolving field sellers into virtual teams has been one of the most difficult to navigate.

On today’s show, Mike Carpenter, President of Global Sales & Field Operations at CrowdStrike, joins SBI Managing Director Tony Erickson to discuss the strategic pivots Mike has facilitated to better enable their team in a work-from-home environment and the opportunities they have seen since, including:

  • Forming inside sales teams without constraints
  • Increases in customer access
  • A lasting shift in corporate operations
Direct download: Mike_Carpenter_Edit_online-audio-converter.com.mp3
Category:Corporate Strategy -- posted at: 11:23am EST

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