SBI, The Growth Advisory

Today’s topic is new product launch. Joining us is Andy Wright, Executive Vice President of New Product Development at Cypress Semiconductor. Cypress Semiconductor is the number one manufacturer of memory used in electronics. Chances are that the device you are using to read this article right now is powered by Cypress. Andy is responsible for corporate wide design and driving P&L for all desi...

Today’s topic is transitioning from sales training to sales enablement. Sale enablement is about driving revenue per sales head up and time to productivity for new sales hires down. Joining us today is Brad Kerst, Senior Director of Global Sales Enablement for Intuitive Surgical, a medical device company. Intuitive Surgical is the leader in surgical robotics, manufacturing and selling the da Vinci...

On today’s show we discuss product strategy. Our guest is Peter Sheldon, the Vice President of Strategy at Magento Commerce. Magento is a leading e-commerce platform providing enterprise solutions. Before his position at Magento, Peter was one of the foremost thought leaders at Forrester on the topic of e-commerce. The goal of the call today is to think through product strategy using Magento as a...

On today's show we discuss the different types of revenue growth and their impact on company valuation. Our guest is Charlie DeLacey, the vice president of corporate development and strategy at the Kenan Advantage Group. Kenan is a $1.5 billion dollar transportation and logistics business. Charlie is responsible for driving and shaping the strategy of Kenan Advantage Group, who has experienced...

On this weeks’ SBI Sales and Marketing Podcast we spoke with Greg Shepard, the chief strategy officer at Pepperjam. Pepperjam is a global digital marketing and performance technology firm, and Greg is responsible for evaluating trends, client feedback and internal requests to foresee opportunities for new product development. The topic of our conversation was injecting buyer behavior into the prod...

Your sales operations team must improve the efficiency of the sales team. Instead, sales ops has become a catch all that gets assigned the work no one else wants to do. On this week’s SBI Sales and Marketing podcast we spoke with Burke Lippert, senior director of sales operations at Spok. Listen here as Burke explains how she built an effective sales ops team from the ground up. During the episode...

Do you have a list of dream accounts to target? Many marketers strive to replace leads with opportunities for the sales team using account based marketing. We recently interviewed Leo Tucker, the senior vice president of global marketing for PGi. Listen as he discusses his approach to account based marketing. During the interview, he will discuss topics such as: - Why it’s critical for sales teams...

As a marketing leader, you must drive revenue growth by connecting corporate marketing with the field. SBI recently spoke with Tracy Hansen, the chief marketing officer at Renaissance Learning, the world leader in cloud-based assessment, teaching and learning solutions. Listen as Tracy discusses how she executes field marketing inside of Renaissance Learning. During the show, Tracy will answer que...

Content strategy and planning is a critical piece to your marketing strategy. As a marketing leader, you must earn brand preference by satisfying the information needs of your target customers. We recently spoke with Steve Keifer, the vice president of marketing at LeaseAccelerator. Listen as Steve explains how he develops and executes his content marketing strategy. Steve has over ten years’ expe...

Traditional demand generation and lead management does not work for companies that are dependent on a small number of accounts that spend a lot. Instead marketing teams must replace leads with opportunities for the sales team. SBI recently spoke with Gahan Richardson, the vice president of corporate marketing at Cypress Semiconductors. Listen as Gahan explains his approach to account based marketi...

Getting an increase in sales head count is difficult. Additionally, when new sales people are hired, there is an expectation to generate revenue growth as quickly as possible. Essentially, sales enablement’s responsibility is to onboard new reps and drive revenue per sales head and time to productivity. SBI recently spoke with Kent Cissell, the senior vice president of sales operations at Heartlan...

This week on the SBI Sales and Marketing Podcast we speak with Dave Longaker, the Chief Revenue Officer at Rovi Corporation about how to determine the best sales organizational structure. We start the discussion by determining which of the 7 B2B sales org models is best to achieve revenue growth. Dave will discuss how to determine the types of roles, and the sales headcount need for each. Furtherm...

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 s...

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 v...

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 b...

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...

This week on the SBI Sales and Marketing Podcast we speak with Mark Roberts, the chief marketing officer at ShorTel about how to develop your marketing strategy as a new marketing leader. We start the discussion with how and why new CMOs should consider a new brand strategy. Mark will also discuss whether or not you need a new marketing campaign process, and how to select the right organizational...

This week on the SBI Sales and Marketing Podcast we speak with Terry Hicks, the chief product officer at Infusionsoft, about integrating his product strategy with his go to market strategy. We start the discussion with how Terry develops his product strategy. He’ll explain how determines what markets to compete in and what problems to solve. He’ll also discuss how to determine how your products ca...

This week on the SBI Sales and Marketing Podcast we speak with Todd Doolittle, the recently appointed head of sales operations at Concentra, about the challenges and opportunities faced by new sales ops leaders. We start the discussion with Todd’s biggest struggles experienced in the first 100 days of becoming the sales ops leader. He’ll explain how and why he prioritized his sales ops team’s effo...

This week on the SBI Sales and Marketing podcast, we discuss how to implement a sales organizational structure with Todd Skiiles, senior vice president of sales and solutions at Ryder. In our first segment, Greg and Todd discuss how to implement a hunter farmer sales organizational design. Todd shares how he decided to implement this model, and what the results of this shift in org models have bee...

This week on the SBI Sales and Marketing podcast, we discuss how to conduct a successful product launch with Andrew Wright, vice president of design at Cypress Semiconductor. In our first segment, Greg and Andrew discuss launch planning. Andrew shares how to determine the goal of launching a new product, such as revenue expectations and how to decide on the initial set of target customers. He also...

This week on the SBI Sales and Marketing podcast, we discuss sales strategy, specifically how to lead a very large sales team in the business services industry, with Stephen Mohan, senior vice president of Republic Services. In our first segment, Stephen shares the organizational structure at Republic Services and explains why he chose this model. He also shares how his sales team integrates with...

On this week’s SBI Sales and Marketing Podcast, we speak with Tracy Cote, the senior vice president of human resources at Genesys, about attracting and retaining top sales talent, being an easy company to buy from and sell for, and using strategic alignment to support the sales team by making it everyone’s job to sell. Tracy’s company made SBI’s list of Ten Best Companies to Sell For in 2016, and...

On this week’s SBI Sales and Marketing podcast, we analyze SBI’s Eight Disciplines of Sales Execution with J. Scott Tapp, the EVP of global sales, marketing and field operations at PGi. Using Scott’s company as a guide, we analyze each step and apply it to a real-world B2B sales situation. In our first segment, we cover step one, connecting your B2B sales strategy from the CEO to the sales rep. We...

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 a...