SBI, The Growth Advisory

Welcome to the SBI Sales and Marketing podcast. Today, we're joined by Scott Cook to discuss how the right hiring practices can help ease the way to your team hitting its mark, year after year. After all, sometimes it’s not about finding the right tool for the job but, rather, the right team. During this interview, we’ll discuss how to: - Define your hiring profiles - Assess current talent and...

Welcome to the SBI Sales and Marketing podcast. Today, we're joined by Spencer Hodson to discuss developing a cohesive sales strategy using the SBI 5 Step Sales Strategy Methodology. During this interview, we discuss how to: - Set sales quotas using market segmentation, customer type, product category, and sales team. - Drive adoption of your sales methodology. - Design the org chart and deter...

Welcome to the SBI Sales and Marketing podcast. Today, we're joined by Vincent Gatti to compare our perspectives on putting together a cohesive sales strategy. During this interview, Vincent walks us through SBI’s 5 Step Sales Strategy Methodology, demonstrating for us how he has applied his version of this to his sales process to: - Collect the needs of the market, accounts, and buyers. - Con...

Welcome to the SBI Sales and Marketing podcast. Today, we're joined by Amy Slater to discuss a new way to look at your annual strategic planning process. During this interview, we discuss with Amy how to translate high level corporate goals, such as revenue and EBITDA targets, into sales operations oriented goals, such as quota, sales forecasting, head count numbers, territories, sales plannin...

Welcome to the SBI Sales and Marketing podcast. Today, we're joined by Bal Dail to discuss how achieving strategic alignment between your corporate strategy and sales strategy can lead to you hitting your number with little internal friction. Bal Dail is the Chairman and CEO of JDA Software, the provider of the broadest portfolio of supply chain solutions. During this interview, we discuss: -...

Welcome to the SBI Sales and Marketing podcast. Today, we're joined by Kim Mitchell to discuss how understanding the employee life cycle can unlock the secrets to employee retention and maintaining employee engagement. Kim Mitchell is the Chief People Officer at Renaissance Learning, the world leader in cloud-based assessment, teaching, and learning solutions. If anybody knows how to keep a sa...

Today on the SBI Sales and Marketing podcast we take a fun approach to a series topic: how to make the most of your honeymoon period as a new VP of sales. To guide us through these treacherous waters, we’re joined by Eric Vermillion, a Senior VP of sales who also happens to be in the thick of his honeymoon period with his company, Blue Cat. To frame today’s conversation, we’ll walk through a hypot...

Today on the SBI Sales and Marketing Podcast we’re getting into the nitty-gritty of sales management, specifically, sizing your sales force for success. We’re not tackling this topic alone though, Lee Kirkpatrick joins us today to help us through the weeds. Through his experience as CFO working for Twilio and a variety of other fast growing tech companies, Lee has become an expert in sales forecas...

We’re on the verge of a new fiscal year, which means it’s time to get that sales enablement strategy ironed-out. To help, we’ve invited Lisa Redekop to the SBI Sales and Marketing Podcast to discuss how she develops her sales enablement strategies for Gartner Group, where she acts as a CIO specialist. Using SBI’s sales enablement framework to guide our conversation, we start with looking at the fi...

Today on the SBI Sales and Marketing Podcast we’re joined by Cory Jones, the Vice President of Frontier Communications, to discuss lead generation strategy. With 11 billion in annual sales under his belt, Cory is a bit of an expert when it comes to lead generation and today he shares some of his secrets. We start by discussing the first step to any successful marketing campaign: buyer segmentation...

This week on the SBI Sales and Marketing podcast, we spoke with Brandon Tolany, the chief sales officer & CMO at Freescale Semiconductor, about how they hit their sales quota year after year. In this podcast, we explore how to ramp your revenue growth strategy by using market research to seize opportunities as they appear. In our first segment, we start by looking at market segmentation, the f...

This week on the SBI Sales and Marketing podcast, we spoke with Tim Robertson, US Vice President of Sales and Marketing at DHL, about territory management and, more specifically, designing sales territories. In our first segment, Tim starts us off by sharing what he believe is the most fundamental part of territory management in terms of territory design, which is analyzing the performance of sale...

This week on the SBI Sales and Marketing podcast, we spoke with Bill Sexton, director of sales ops at Zebra Technologies about how to design compensation plan for the upcoming year. In our first segment, Bill discusses how he performs an annual benchmark of his company’s compensation plan and how he hits them in order to make his sales quota. Bill then delves into how to find an accurate peer grou...

This week on the SBI Sales and Marketing podcast, we spoke with Claudine Bianchi, CMO of Percussion Software and someone who has been leading marketing teams inside of technology companies for 28 years, about how to generate a return on an R&D budget in agile marketing. In our first segment, Claudine explains why and how moving from a waterfall, traditional-based marketing strategy to an agile...

Today on the SBI Sales and Marketing Podcast we’re joined by Doug Landis to tackle the topic of sales coaching. Doug’s a VP of sales productivity at Box, a software collaboration company that generates an annual revenue of 250 million, in large part due to Doug’s sales training and management training. In the show, Doug gives us his sales equations, as well as tips on how to have a structured sale...

Today on the SBI Sales and Marketing podcast, we’re joined by Tom Kane. Tom’s the VP of worldwide and service operations for OpenText, the 40th largest software company in the world, and today he joins us to discuss one of the most often-requested topics we receive from listeners: sales analytics. Tom talks us through the four progressive steps of sales analytics: descriptive analytics (sales anal...

Today on the SBI Sales and Marketing Podcast, we’re joined by an outstanding guest to discuss a topic that’s a little out of our normal purview: Designing a compensation plan for a sales department. Our guest, David Loeser, is a heavy weight in the HR field with 30 years of experience helping companies like Pepsi, Continental Airlines, Quaker State, Hostess Brands and Unisys Corporation, where he’...

This week on the SBI Sales and Marketing podcast, we spoke with Paul Rosen, who is the senior vice president of sales for OnDeck Capital. Paul joined OnDeck Capital in 2012 when the company was doing $13 million in sales. Today, only three years later, the company is doing $160 million in sales and recently had a successful IPO with a market cap of $1.5 billion. On today’s podcast we will discuss...

This week on the SBI Sales and Marketing podcast, we spoke with Mike Ellis of ForgeRock about how to successfully drive strategy execution through functional leadership alignment. In our first segment, Mike shares how the CTO drives successful execution of corporate strategy while staying in strategic alignment with the CEO. We discuss how to know when numbers are missed because of poor execution...

This week on the SBI Sales and Marketing podcast, we spoke with Chris Marjara, the CMO of McGraw-Hill Education. McGraw-Hill Education has been publishing print textbooks for 125 years. Today, the company provides e-learning digital technology solutions to educators. Chris, who has spent 20 years marketing software solutions, was hired by McGraw-Hill to lead the marketing team through this busines...

This week on the SBI Sales and Marketing podcast, we spoke with Chris Giglio, CEO of Aderant, about how to hire the right sales executive who the CEO can develop a trusting business relationship with in order to make his or her number. In our first segment, Chris shares with us the evaluation process he and his team structured in choosing the right sales executive, how to build a trusting relation...

Between competition, emerging technologies and changing consumer behaviors, it’s hard to stay on-point as a marketer. There is no easy way to hit your marketing objectives in today’s world but, as we learn this week on the SBI Sales and Marketing Podcast, you can increase your odds of hitting your number by simplifying your processes with a marketing strategy that aligns with the strengths of your...

You want to hit your numbers and still have a life outside of the office? This week on the SBI Sales and Marketing Podcast, we’re joined by Phil Aaronson, the director of sales enablement at Oracle, to discuss how he maintains a healthy work/life balance while still hitting his numbers year after year. We start our conversation by looking at how a sales enablement leader can set healthy boundaries...

This week on the SBI Sales and Marketing podcast, Mike Balow, the executive vice president of sales at Cypress Semiconductor, joins us to discuss job security, something that may seem like a myth for a sales executive. However, with 29 years of employment across only four companies, the three-year sales executive lifespan is a trend Mike’s managed to buck, and today he’s here to help you do the sa...

This week on the SBI Sales and Marketing podcast, we spoke with Steve Byars, the CHRO of the AMX division of Harman International, about how to help a CEO understand if he or she has the right sales and marketing leadership team. In our first segment, Steve discusses understanding what a great sales and marketing executive talent looks like and the list to double check when seeking the right sales...