SBI, The Growth Advisory

This week on the SBI Sales and Marketing podcast, we spoke with Mark Turner, SVP and GM of the Europe, Middle East and Africa region for Genesys, about how to set up a sales strategy to avoid going from hero to goat overnight due to poor sales forecasting and pipeline management. In our first segment, Mark discusses what his experience has been like being a part of and witnessing 120 end-of-quarte...

This week on the SBI Sales and Marketing podcast, we spoke with Greg Head, the chief marketing officer at InfusionSoft about how to quantify the value a marketing campaign can have on business. In our first segment, Brian shares how to assess if marketing is generating enough demand to fill the top of the funnel and how to draw the line between what project marketing will do and how much sales is...

This week on the SBI Sales and Marketing podcast, we spoke with Brian Walker, CEO of Herman Miller about finding and sustaining strategic alignment from the CEO’s chair all the way to the customer. In our first segment, Brian discusses some steps he’s taken to drive sales strategy from his role as CEO. The beginning of the processes includes annually narrowing down a set of four to five business s...

This week on the SBI Sales and Marketing podcast, we spoke with Paula Shannon, the chief sales officer and executive vice president of Lionbridge Technologies, about how to keep your team invested in a sales strategy as the year progresses. In our first segment, Paula shares what she feels is the right level of detail that a sales leaders should be requesting from their direct reports to gauge exe...

This week on the SBI Sales and Marketing podcast, we spoke with, Stuart Kerst, vice president of sales operations at Hewlett Packard (HP), about how to increase the available selling time of a sales team to move the needle in an optimized sales process. In our first segment, we look at the industry standard of how much time a sales person should spend selling versus non-selling, and then we ask St...

This week on the SBI Sales and Marketing podcast, we speak with Rick Balkind, the head lead of the sales enablement department for Pegasystems, about the intricacies of building and managing a sales enablement team. We discuss everything from the lead-generation process, RFP response team, new sales rep onboarding program, the design of a sales process, implementation of a sales methodology, and e...

This week on the SBI Sales and Marketing podcast, we spoke with Tim Huffmyer, the CFO of BlackBox Network Services, about reallocating a sales and marketing budget as the year unfolds. In our first segment, Tim discusses how to establish expectations for your stakeholders at the beginning of the year. He then details how he and his team reallocate the budget as the year progresses and things chang...

This week on the SBI Sales and Marketing podcast, we spoke with Fred Florjancic, Chairman of the Board at Ramsey Industries, and member of the board of directors at the Elkay Manufacturing Company and Liberty Tire Recycling, about sales and marketing effectiveness from the board’s perspective as it relates to accelerating revenue growth. In our first segment, Fred helps us understand how a board m...

This week on the SBI Sales and Marketing podcast, we spoke with John Pierce, the Senior Director of Human Resources for the Americas Region and Global Sales & Marketing team at Motorola, about recruiting strategies he has implemented to attract the best talent in the market. In our first segment, John dives into recruitment and selection strategies with defining how to find the talent pools yo...

This week on the SBI Sales and Marketing podcast, we spoke with Jack Whalen, VP of Marketing at Phillips 66, about marketing strategy development. In our first segment, Jack identifies the difference between B2B and B2C marketing objectives, why investing in a lead generation program will support your marketing strategy and how compelling content can catapult your strategy to the next level. Next,...

This week on the SBI Sales and Marketing podcast, we spoke with Chris Cole, CEO of Intelligrated, about the role the CEO plays in the development of the sales strategy. In our first segment, Chris shares how he managed to gain success and revenue with his company during a difficult economic cycle by listening to customers and crafting products and services that helped his customers succeed. He als...

This week on the SBI Sales and Marketing podcast, we spoke with Jeff White, chief revenue officer of Extreme Networks, about designing a new sales strategy within the first 90 days of a new job. In our first segment, Jeff describes how to become intimately knowledgeable of your business and how to properly analyze an organization in order to pinpoint where the transformative work needs to happen f...

This week on the SBI Sales and Marketing podcast, we spoke with Samir Joglekar, EVP of sales at Renaissance Learning, about how to lay out a new organizational structure for a company. In our first segment, Samir shares the first things you should evaluate when looking at your organizational design in order to reconstruct the way your departments are currently set up. Next, Samir offers guidance o...

This week on the SBI Sales and Marketing podcast, we spoke with Joel Trammell, CEO of Khorus, about his corporate strategy approach detailed in his book, “The CEO Tightrope,” which describes how to keep your product, marketing and sales teams aligned. In our first segment, Joel discusses what inspired him to write his book and lays out the five core responsibilities of a CEO required to build a co...

This week on the SBI Sales and Marketing podcast, we spoke with Dave Rennyson, EVP and GM of the Cloud division at Genesys, about how to scale a SaaS company using corporate strategy. In our first segment, Dave discusses how he and his team successfully moved their average deal size from $10,000 to $80,000 with sales management, product focus and strong network security. In our second segment, we...

This week on the SBI Sales and Marketing podcast, we speak with Lee Wood, SVP of sales operations, planning and strategy at Thomson Reuters, about building a successful sales operations strategy. In our first segment, Lee covers the basic structure of a sales operations department, the number of people needed, what roles they perform and how they are structured. Next, we walk through how to identi...

This week on the SBI Sales and Marketing podcast, we speak with Jim Tedesco, SVP of North American sales at Veeam Software, about strategic planning for sales in the enterprise software industry. In our first segment, we discuss the planning process Jim and his team use to define a revenue goal for the upcoming year and the unpredictability that comes with introducing new software to companies. In...

We recently caught up with Ed Puisis, who is the CFO of Intelligrated. Intelligrated is a $700 million industrial automation company growing 20% per year and is forecasted to hit $1 billion in just a few short years. We asked Ed to share with us his views on Sales and Marketing, from the perspective of the CFO. The Chief Financial Officer is a key player in the development of the sales and marketi...

Mark Synek of SBI talks to Rich Doggett, a twenty-year marketing veteran, and the VP of Field Marketing at Sysco Corporation. They discuss direct marketing, and how to apply corporate marketing strategies to field marketing. Also discussed is the importance of balancing internal and external customer needs. Follow along with Mark and Rich to find out how important buyer potential is, and why you s...

We caught up with two bright Sales Ops Leaders from the software industry. Evan Randall is the Vice President of Sales Ops at software company Tableau Software. The work that Evan is doing contributed to amazing sales results during the last quarter. Check these numbers out: - Revenue growth of 71% and on run rate of $420 million. - License growth of 66%. - Added 2,500 new customers. - Big deals (...

Matt Sharrers interviews Heartland's Chief Sales Officer about sales growth, how to acquire quality members, how to keep a good atmosphere in the workplace, and some key goals and struggles he faces planning for 2015. Here is what you will learn by listening to this podcast: 1. How Tony, 34 years of age, became the youngest Chief Sales Officer in the Fortune 1000. 2. Why they have not changed...

Josh Horstmann, Principal at SBI, is joined by Mike Walz to discuss sales management cadence. Mike is the VP of Sales and Marketing at Ramsey Industries with over 25 years of experience in the Industrial Sales Marketplace. Josh and Mike discuss how buyer behavior is changing, and how sales managers must adapt their strategies. Hear how Mike manages his team, and aligns their reps and buyers result...

Andrew Urteaga, a Principal at SBI, is joined by Paul Mullins, the SVP of Business Development for Agility Logistics. Agility Logistics is one of the worlds’ leading providers of integrated logistics with five hundred companies across 100 countries. These two discuss sales adoption, and how to get sales initiatives to stick inside an organization. They talk about what signs denote a need for chang...

John Staples, a Partner at SBI, is joined by Alex Andrianopoulos, the Head of Marketing at Guidance Software. Alex has an engineering background, which gives him a different perspective on marketing. His technical expertise has helped him understand the needs of his customers and how to help them most effectively. They discuss the many priorities marketing executives should be considering, includi...

The UPS Capital Story: Sales Training’s Contribution to Making the Number. George de los Reyes, a Principal at SBI, is joined by Curt Redden, Director of Sales Training for UPS Capital. Curt is a certified professional in learning and performance and has 20 years of experience in sales training and coaching. They discuss how learning development is becoming a competitive advantage in the marketpla...