SBI, The Growth Advisory

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...

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 discu...

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...

This week on the SBI Sales and Marketing Podcast, Greg Alexander, CEO of SBI, and Steve Rutledge, senior vice president of global sales operations at Genesys, discuss how to develop and execute a sales operations strategy using SBI’s revenue growth methodology. We start by discussing how to establish objectives and identify which internal processes the sales team owns and outline the biggest obsta...

This week on the SBI Sales and Marketing podcast, we speak with Robin Saitz, the chief marketing officer at Brainshark, about how to integrate a marketing strategy with a corporate strategy, a product strategy and a sales strategy—something Brainshark does for thousands of companies, including half of the Fortune 100s out there. We start by discussing how Robin connects the dots between vision and...

This week on the SBI Sales and Marketing podcast, we spoke with Ted Grulikowski, vice-president of the B2B unit at Market Source, the world’s leading sales outsourcing company, about taking a new product to market by recruiting and managing a team of resellers. In our first segment, we discuss how Ted helps his clients grow their reseller revenues (2:38) & how he helps them overcome the common...

Today's guest on the SBI Sales and Marketing podcast is Chris Bittner, the Senior Director of Global Sales and Channel Strategy at Autodesk. We asked Chris to help his peers support their company's sales strategy by discussing channel selection and channel optimization. We cover important tactics of channel management, including product channel fit, which channels the end customers what to...

Developing and executing your company’s revenue growth strategy is not easy. Too often the corporate strategy stops with the executive team. When, in fact, it needs to trickle down throughout the organization. Listen to how John Myers, CEO at Rentokil Initial, has successfully does this at his company. Rentokil Initial is one of the largest business services companies in the world with 60,000 empl...

It’s marketing’s job to set the sales team up for success. To do this, the marketing and sales strategies must be aligned. We recently spoke with Clint Poole, the Vice President of Marketing at Lionbridge about this issue. You can listen to the episode here. Clint is responsible for driving demand for the company’s new solution offerings via a multi-channel demand generation program. This has give...

Product leaders must set up their marketing and sales team for success. If they don’t, those teams have no chance of accomplishing their objectives. Listen to our recent podcast on this topic. It’s an interview with Todd Wells, the Senior Vice President of Product Development at Frontier Communications. Frontier is a $11 billion dollar telecommunications provider that has been around since 1935. D...

As we begin the last month of Q1, sales leaders should be focused on executing their strategy. In order to execute, you must enable your sales team with the tools they need. Click here to listen to our podcast on this topic. It is an interview with Bill Quinn, the Chief Operating Officer of the global sales organization at Broadridge. Broadridge does just under $3 billion per year in annual sales....

Are your product and sales strategies aligned? Too often companies miss their number because these teams are not on the same page. Listen to our recent podcast on this topic. It’s an interview with Inna Kuznetsova, the President of Inttra Marketplace. The company offers container booking, shipping instructions, and tracking services via its SaaS offering. 21% of the world’s trade begins at Inttra....

Are your territories balanced? And have you placed the right reps in the right territories? This is no easy task. If you are one of many that struggle with this issue, listen here. It’s an interview with Charles Race, the Executive Vice President of Field Operations at Informatica. Informatica is an enterprise software company with approximately $1 billion in sales and 6,000 employees. Charles’ ex...

Have you integrated your product road map with your go-to-market strategy? Most executives think they have. But in reality, their go-to-market strategies are a collection of tactics versus a coherent plan. If you suffer from this problem, listen to this podcast. It is an interview with John deLorimier, the EVP, Chief Sales and Marketing Officer at Concentra. Concentra is a national healthcare comp...

Welcome to the SBI Sales and Marketing podcast. We're joined by Marc Osofsky, the Senior Vice President and General Manager at Lionbridge Technologies, to discuss how to accelerate revenue growth by entering new markets with new products using a thorough product strategy. In our first segment, Marc tells us how he located his hidden growth opportunity by using various forms of detailed market...

Welcome to the SBI Sales and Marketing podcast. We're joined by Paul Loftus, the Vice President of Sales and Revenue Retention at the tax and accounting division of Wolters Kluwer, to discuss building a sales strategy that helps support your sales transformation all the way through. In our first segment, Paul shares with us an example of a current sales transformation he’s experiencing, what c...

Welcome to the SBI Sales and Marketing podcast. We're joined by special guest, Dave Howard, Senior Vice President of Sales Operations at FIS, a global leader in banking and payment solutions, to discuss sales operations. In our first segment, Dave draws on his 15 years of experience in sales and operations planning to discuss how sales operations leaders can set their companies up for success...

Welcome to the SBI Sales and Marketing podcast. We're joined by Laura Goldberg, chief marketing officer at LegalZoom, to discuss how CMOs can set their businesses up for success with a comprehensive marketing plan designed with your customers’ and company’s needs in mind. In our first segment, we go step-by-step through the research Laura conducts to determine her market segmentation and which...

Welcome to the SBI Sales and Marketing podcast. We're joined by Lori Chmura, the Vice President of US Sales for Cordis, to discuss how to deploy a custom sales process. In our first segment, we discuss how modern purchasing methods have outgrown the traditional sales process and how Lori has tailored her sales process to meet her customers’ changing purchase behaviors. Next, we look at the pai...

Welcome to the SBI Sales and Marketing podcast. We're joined by Perry Offer, the CEO of The Dialogue Group to discuss how to determine a corporate strategy that sets your organization up for success. In our first segment, Greg Alexander and Perry Offer discuss how Perry determines what objectives his company should meet and how to utilize these objectives in strategic planning. Next, we discus...

Welcome to the SBI Sales and Marketing podcast. We're joined by Chris Lonnett, the Vice President of Sales Operations at Motorola to discuss how to use data to drive sales operations. In our first segment, Chris shares how to determine what data you have vs. what data you need and how to identify where the gaps lie. Chris says using this information as a chief resource, can help take your sale...

Welcome to the SBI Sales and Marketing podcast. We're joined by Rick Haviland the President of MarketSource, to discuss the importance of a corporate strategy for choosing the right market. In our first segment, CEO of SBI, Greg Alexander, by way of interviewing the president of Market Source, Rick Haviland, breaks down a corporate strategy for selecting appropriate markets for your business....

Welcome to the SBI Sales and Marketing podcast. We're joined by Elissa Fink, the chief marketing officer at Tableau, to discuss how she develops a comprehensive content marketing strategy. In our first segment, Elissa takes us step-by-step through developing a marketing plan for each aspect of your team, while using examples from her own company to guide the process. We examine the market rese...

Welcome to the SBI Sales and Marketing podcast. We're joined by Omar Choucair, CFO of MultiView, who has successfully integrated multiple sales forces, each with a unique sales strategy. One of the biggest problems companies encounter is employee turnover and customer defection post-acquisition. In order to combat this, Omar lays down his step-by-step process for examining the current strategy...

Welcome to the SBI Sales and Marketing podcast. We're joined by Jim Wetekamp, the CEO of BravoSolution, to discuss how he developed a corporate strategy that made strategic alignment a breeze and revenue growth the norm. In our first segment, we discuss how Jim was able to steer his company through 14 straight years of revenue growth, despite market obstacles such as the dot.com crash and the...