SBI, The Growth Advisory

Join Mike Hoffman and Nick Mehta, CEO of Gainsight, as they discuss the importance of customer success management as a driver of commercial efficiency and focusing on its role in enhancing customer retention and expansion for sustainable growth. Their conversation highlights AI's impact on streamlining interactions and personalizing experiences, boosting satisfaction. Additionally, they discuss th...

Taking the helm of a carve-out can be a substantial shift for CEOs accustomed to leading larger organizations. Though the challenges may appear daunting, success starts with a thoughtful evaluation of the available talent and resources, followed by a focus on executing high-impact goals that accelerate your return on go-to-market. Join Mike Hoffman, SBI CEO, and Jeff Williams, Aptia President and...

Businesses across a wide range of industries are adopting AI as a key driver of growth. While it has brought unprecedented levels of success for some, the prevalence of AI also highlighted critical shortcomings in the grid infrastructure that is struggling to keep up with the energy demands of today’s cutting-edge technologies. Listen in on the discussion with host Mike Hoffman, SBI CEO, and Jerry...

The importance of effective communication in today's dynamic market cannot be overstated, especially for publicly traded companies. CEOs must master the art of conveying their message to the street while managing their reputation and risk. Tune into the discussion with host Mike Hoffman, SBI CEO, and Tom Ryan, Co-Founder and CEO of ICR Inc., discussing managing expectations and setting realist...

For CEOs who just got back into the seat in our post-COVID business environment, unpredictability and rising costs seem to hinder the efforts of any growth strategy. Today’s market leaders have clear, focused segmentation supported by streamlined commercial processes, helping their businesses drive consistent profitability. Tune into the discussion with host Mike Hoffman, SBI CEO, and Jeff Kiesel,...

CEOs who succeed the founder of a company must lead the company differently from how the founder did it to ensure that the company scales sustainably. But without much of a roadmap or guide, how do these ‘second CEOs’ get it right without having to resort to costly trial and error? Join Mike Hoffman, CEO of SBI, as he meets Matt Sharrers, Executive Chairman of SBI, to discuss his new book, “The Se...

Many CEOs and CROs often see their sales teams gaming the compensation system, but the reps only do what they are incentivized to do. By focusing sales reps on driving behaviors leaders want, CEOs can capture higher quality deals and increased revenue from existing customers. Continue the conversation with host Mike Hoffman, SBI CEO, and Chris Cabrera, Founder and Board Member of Xactly, as they e...

Amidst pressure from the board and an increasingly volatile market, many CEOs make the mistake of pursuing growth at all costs when they should be building a resilient and sustainable business instead. Find the right balance between growth and profitability, then build up the talent to drive quality revenue streams. Tune into the first part of the conversation with host  Mike Hoffman ,  SBI  CEO,...

Despite record-setting investments, marketing leaders have historically struggled with showing results. The divide between sales is clear: marketing needs to demonstrate how they contribute to the company’s revenue. Make ROI the primary objective, and create the dependencies necessary to drive effective growth. Listen in the conversation in this episode with host Mike Hoffman, SBI CEO, and Jeff Pe...

The playmakers and managers that worked well for you in the past may now be slowing you down. But it goes beyond tech augmentations and enablement, it is the fundamental hiring framework that is flawed. Cut through the noise and focus on what your customers want from your sellers to drive win rates and loyalty. Join the conversation in this episode with host Mike Hoffman, SBI CEO, and Nick Toman,...

The playmakers and managers that worked well for you in the past may now be slowing you down. But it goes beyond tech augmentations and enablement, it is the fundamental hiring framework that is flawed. Cut through the noise and focus on what your customers want from your sellers to drive win rates and loyalty. Join the conversation in this episode with host Mike Hoffman, SBI CEO, and Nick Toman,...

Augmenting your sales with AI goes beyond automation and efficiency, it’s enabling your sellers to break down silos and approach more segments. Train your sellers to leverage a diverse skillset and capture the opportunities from stronger customer relationships. In this episode, Ray Makela, Managing Director of Talent Services at SBI, sits down with Alfred Ojukwu, Co-Chair of Blacks at Microsoft (B...

Creating customer success is more than just sales, it’s about creating value before you arrive at the negotiating table. Give your customers a vision of what they would need, and demonstrate how you would be the best fit for them. In this episode, join SBI Senior Partner and TMT Practice Leader, Tony Erickson as he resumes the discussion with symplr CEO, BJ Schaknowski and President, Nicole Rogas...

At the surface level, it seems obvious that top-line growth plays a big role in creating value for a company—but different conditions and factors may affect how much top-line growth affects value creation, and the strategies that can effectively generate that growth may also differ. In this episode, SBI CEO, Mike Hoffman hosts Jake Silverman, CEO of Kroll and a Board Member at SBI, as the two disc...

Companies should never underestimate the value of customer success, which can significantly increase upsell and cross-sell opportunities. Invest in your customers, and your customers will invest in you. In this episode, SBI Senior Partner and TMT Practice Leader, Tony Erickson talks with symplr CEO, BJ Schaknowski and President, Nicole Rogas to learn how the provider of enterprise healthcare opera...

Episode 5: Empowering Sales with AI AI development continues at a breakneck pace, with the number of use cases increasing by the day. This raises the question for many Go-to-Market leaders: how do we use AI to help sales? How do we ensure smooth adoption of AI? And what value does it bring to the business? In this episode, SBI Managing Director of Talent Services, Ray Makela meets Conor Grennan, H...

Episode 4: Growth at Any Cost is Over Understanding the right design and execution of GTM levers in uncertain markets could help CEOs propel their revenue growth by making efficient use of existing resources. In this episode, Pilar Schenk, Cisco COO, Global Specialists, and Mike Hoffman, SBI CEO, discuss strategy, execution, and activation against a backdrop of those who had a growth thesis in tec...

Episode 3: Know to Grow Sales Talent A crucial driver of an organization’s revenue growth plans is the people that work there and how they perform. The importance of understanding how to develop top talent in go-to-market teams cannot be understated. In this episode, Senior Partner and TMT Practice Leader at SBI, Tony Erickson meets with Director of Global Sales Enablement at Nearmap, Karen Mattic...

Podcast: Increasing Sales Talent Productivity Through Effective Coaching Subtitle: (None) In the current landscape, where business leaders are strategically shifting their focus to recovery, the role of sales managers has taken on a critical new dimension. Join us for an interactive webinar to discuss the transformative power of sales coaching in driving commercial excellence. In this webinar, you...

Episode 2: Delivering Sales Velocity Understanding the types of seller behaviors that have been most successful in today’s slow-moving market could help CEOs create value by improving the commercial productivity of their GTM teams. In this episode, Chief Strategy and Product Officer at SBI, Nick Toman, and SBI General Manager of Talent Productivity, Ray Makela, discuss how top CEOs are adopting ef...

Episode 1: Wait and See is Over CEOs are no longer waiting to see what will happen next. They are taking control of what they can to be optimally positioned for what comes next. There are many aspects of business outside the control of CEOs; and many have recognized this and are no longer waiting to see what will happen next. In this episode, SBI CEO, Mike Hoffman, and SBI President of Consulting,...

How CEOs Maximize Value CreationCEOs 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, recurri...

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 visibi...

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...

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 toda...