SBI, The Growth Advisory

Joining us for today’s show is Steve Bonvissuto, the Executive Director for Innovation at MarketSource. Today, we're going to demonstrate how to improve the productivity rates of the sales team with smart sales systems design. Why this topic? Too much technology and the reps never ever meet with customers because they become data entry clerks. Too little technology and the reps waste countless...

Joining the SBI podcast show is Nick Mehta, the CEO of software company Gainsight, the global leader in the customer success category. Many CEOs are moving their revenue models to recurring revenue as this type of revenue creates more enterprise value than transactional revenue. As a result CEOs have become strategically focused on revenue retention, customer renewal rates, and customer life time...

Joining us for today’s show is Jason Close, a key member of the team working behind the scenes of the successful Global Payments growth story. Global Payments literally doubled their revenue growth in a short period of time. Jason is here to share the story of how the sales leadership team made that happen. Jason has a unique approach to enabling the sales team to outpace the competition. Jason sh...

Joining us for today’s show is David Ciccarelli, the CEO of Voices.com, who specializes in content marketing. This is an area David has developed deep expertise in, so his business is fueled with great content. David answers questions from the How to Make Your Number in 2018 Workbook, to access emerging best practices for content marketing. Turn to the Marketing Strategy section and flip to the Co...

Joining us for today’s show is Todd Jones, an executive sales operations leader who knows how to support aggressive revenue growth. Today’s topic is focused on how Sales Operations improves the efficiency of the sales force. During our discussion, Todd and I leverage our workbook, so flip to the Sales Operations phase on page 314 of the PDF to follow along. Our guest today is Todd Jones, the Vice...

Joining us for today’s show is Bill Griffin, an Executive Vice President of Global Sales who knows how to Make the Number. Today’s topic is about winning more deals, winning bigger deals, and winning them faster. Bill uses the How to Make Your Number in 2018 Workbook to access emerging best practices as a guide for our questions. Leverage the latest Workbook to review the Sales Process phase start...

Joining us for today’s show is Amir Wain, a Chief Executive Officer who knows how to commercialize technical innovation. This show suggests ways to generate revenue from new product introductions. Amir and I answered questions from the new How to Your Number in 2018 Workbook to demonstrate generating revenue from product introductions by leveraging emerging best practices. Joining us today is Amir...

Joining us for today’s show is Oni Chukwu, a software executive who knows how to make the number. Today’s topic is Go-to-Market Strategy. Oni and I leverage the How to Make Your Number in 2018 Workbook to access emerging best practices as a guide for our questions. Access the latest Workbook to review the Corporate Strategy section. Flip to Step 5 Go-to-Market that includes Coverage and Channels a...

Joining us for today’s show is Sean Cataldo, a sales effectiveness leader who knows how to enable a sales force to hit the number. Today’s topic is sales enablement. Sean and I leverage the How to Make Your Number in 2018 Workbook to access emerging best practices as a guide for our questions. Access the latest Workbook to review the Sales Enablement phase starting on page 367 of the Sales Strateg...

Joining us for today’s show is Emily Rakowski, a marketing leader who knows how to create brand preference that attracts more deals into the funnel at a higher win rate. Today’s topic is Content Marketing and how to use content marketing to build brand preference that gives you a competitive advantage. Emily and I review emerging best practices from the How to Make Your Number in 2018 Workbook. Tu...

Joining us for today’s show is Mike Dickerson, the Chief Executive Officer for ClickDimensions who knows how to make the number. Today’s topic is focused on demonstrating the corporate strategy’s competitive view. For many companies, the CEO leaves competitive guidance up to a simple report of competitor capabilities developed by an analyst. This represents one of the least defined areas of corpor...

Joining us for today’s show is Chris Walter, a Vice President of Strategy who knows how to build a sales force. Today’s topic is dedicated to the topic of attracting and retaining top sales talent. Chris and I leverage the How to Make Your Number in 2018 Workbook to access emerging best practices as a guide for our questions. Access the latest Workbook to review the People phase starting on page 3...

Joining us for today’s show is Natalie Fedie, a Vice President of Customer Success who knows how to grow and retain customers. Today’s topic is dedicated to the topic of Customer Success. Natalie and I leverage the How to Make Your Number in 2018 Workbook to access emerging best practices as a guide for our questions. Access the latest Workbook to review the Customer Success phase starting on page...

Joining us for today’s show is Ella Balagula, an executive product leader who knows a thing or two about developing revenue-producing products. Today’s topic is focused on how to use the Product Road Map to paint a picture of happy customers well into the future. Ella and I leverage the How to Make Your Number in 2018 Workbook to access emerging best practices as a guide for our questions. To acce...

Joining us for today’s show is Ella Balagula, an executive product leader who knows a thing or two about developing revenue-producing products. Today’s topic is focused on how to use the Product Road Map to paint a picture of happy customers well into the future. Ella and I leverage the How to Make Your Number in 2018 Workbook to access emerging best practices as a guide for our questions. To acce...

Joining us for today’s show is Chris Fris, an executive who knows a thing or two about driving aggressive revenue growth. Today’s topic is focused on how Sales Operations enables the sales plan.  During our discussion, Chris and I leverage our workbook, so flip to the Sales Operations phase on page 314 of the PDF to follow along.   Chris is uniquely qualified to speak on this topic of sales operat...

Joining us for today’s show is Ralph Hawkins, a Senior Vice President of Sales who knows a thing or two about transitioning from direct sales to indirect sales channels. Today’s topic is focused on selecting the right sales channels and exploring the economic models for partner programs. Ralph and I leveraged the How to Make Your Number workbook to access emerging best practices as a guide for our...

Today we demonstrate how to design marketing campaigns that generate revenue. It is hard to execute a Marketing Strategy to grow revenue faster than your competitors. The Revenue Growth Diagnostic tool will help you assess your marketing strategy to pinpoint keys to your success. Joining me in the studio today is the executive marketing team from Polycom, an agile B2B marketing team. With 400,000...

Today we are going to demonstrate how to capture the attention of customers and prospects with great marketing campaigns. Campaign budgets are limited and these campaigns need to generate revenue. The emerging best practice for planning campaigns requires a scientific approach to dial in the results. Today’s show provides the definitive guide to campaign planning from the first step through the en...

I am excited to bring you a fellow CEO who made his way up through the function of sales. It’s rare to find a Chief Executive Officer with sales and marketing expertise. Get ready to take notes of these rare insights from the owner of the corporate strategy who knows exactly how to leverage the sales function to achieve growth objectives. Today we are going to demonstrate how to fill the funnel wi...

Joining us for today’s show is Finn Faldi, a Partner Revenue Officer who knows how to go to market with the right channels. Our show today is focused on selling through partners, one of the hottest and most consistently requested topics from this audience of executive decision makers. Our guest is Finn Faldi, a Partner Revenue Officer for LifeLock. The Partner Revenue Officer title is new and refl...

Joining us for today’s show is Brad Reynolds, an executive who knows a thing or two about running a strategic sales operations function that supports aggressive revenue growth. Today’s topic is focused on how Sales Operations improves the efficiency of the sales team to increase revenue per head. During our discussion, Brad and I leverage our workbook, so flip to the Sales Operations phase on page...

Today’s topic is focused on how to match the capabilities of the executive team to the objectives in the requirements in the corporate strategy. Our guest is Kelley Steven-Waiss, the Chief Human Resource Officer for HERE, the company leading the charge on autonomous driving technology. Kelley is a leader who knows how to build an executive team to Make the Number. Joining us is Kelley Steven-Waiss...

Joining us for today’s show is Kathy Juve, a marketing leader who knows how to create brand preference that attracts more deals into the funnel at a higher win rate. Today’s topic is Content Marketing and how to use content marketing to build brand preference that gives you a competitive advantage. Kathy and I leveraged the SBI annual workbook to guide our conversation, turn to the Content Strateg...

Joining us for today’s show is Michael Speranza, a marketing leader who knows how to create an inspiring brand that tells your strategic story. Today’s topic is Brand Strategy and Planning for the purpose of building brand preference. You can follow along by downloading SBI's annual workbook and flip to the Brand Strategy and Planning phase on pages 174 – 179 of the PDF. As the Senior Vice Pre...