SBI, The Growth Advisory

Joining us for today’s show is Mike Doobay, a Chief Executive Officer who knows a thing or two about creating new markets through product development. Our guest today has grown his company by creating new markets. He will demonstrate how to attract new customers to an existing product, and how to convince current customers to buy more of an existing product. Joining us today is Mike Doobay, the Ch...

Today’s guest is a product leader who knows how to set-up the sales team for a successful product launch by developing the right product messaging. A great product alone is not enough for success. The interlock between product, marketing and sales requires collaboration to develop compelling messaging to overcome the biggest competitor for most companies, which is Do Nothing. Overcoming the status...

Joining us for today’s show is Eric Janssen, a Chief Revenue Officer who knows how to build a team to make the number. Eric is a success story having served as the sales leader for several successful emerging growth companies. I can't think of a better guest to demonstrate how to build and develop the right team to make your number. Eric has been a long-time consumer of SBI's content and h...

Today’s topic is how to make marketing scientific through a marketing operations department. Shift from art to science to prove marketing’s contribution to revenue with scientific fact. If you would like help with making marketing scientific, visit The Studio, SBI’s multimillion dollar, one-of-a-kind, state-of-the-art executive briefing center. A visit to The Studio increases the probability of ma...

I'm excited to introduce a Chief Executive Officer who knows how to direct his sales force to the highest opportunity revenue sources. Executive leaders of every function should prepare to take notes from today's guest who will share how to think through the highest value creation sources of revenue. In the race to make your number, sales leaders will naturally bet on every horse that can...

Joining us for today’s show is Biju Baby, a Vice President of Global Sales Operations who knows a thing or two about supporting revenue growth. His company has seen an impressive 54 quarters of sequential revenue growth and Biju has been an instrumental part of the team the last six years. Today’s topic is back office support, how to make your company so easy to buy from and sell for that you win...

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 leader who knows how to build an executive team to Make the Number. During our discussion, Kelley and I...

Today’s topic is focused on how to transition channel partners from perpetual license to cloud-based offerings. Our guest is Steve Blum, an executive sales leader who knows how to Make the Number with channel partners. What’s unique about today’s guest is that his company, Autodesk, does most their business through partners and has done so from the beginning. Autodesk grows primarily through an in...

Joining us for today’s show is Michael Speranza, a marketing leader who knows how to build brand preference with a strong B2B brand. Today’s topic is Brand Strategy and Planning. On Friday, IPC Systems launched a new brand identity following its acquisition of Etrali Trading Solutions earlier this year. Our guest today shares the use case for the brand strategy that 1400 IPC employees will use to...

Joining us for today’s show is Skip Miller, an executive who knows a thing or two about sales training. Skip has trained over 300,000 salespeople in 35 countries over the last 20 years and is considered one of the top sales trainers in the world. Skip is an ideal guest to help untangle why sales leaders continue to invest in sales training despite the lack of measurable results. Today’s show was r...

Our guest today is Jennifer Arnold, the Vice President of Marketing responsible for Australia and New Zealand for software powerhouse SAP. Jennifer is going to demonstrate how to grow revenues from existing customers. Why is this topic important? When a customer says, “I did not know you did that.” You are in big trouble. If your business depends on increasing the revenue generated from current cu...

Joining us for today’s show is Dennis Hummel, an executive who knows a thing or two about driving aggressive revenue growth. Today’s topic is focused on developing your corporate strategy objectives. Dennis and I leveraged the SBI annual workbook to guide our conversation. To follow along, flip to the Corporate Objectives phase on pages 54 – 59 of the workbook. As the President of Maritz Holdings,...

Joining us for today’s show is Mary Clark, a Chief Marketing Officer who knows a thing or two about building brand preference. Today’s topic is focused on content marketing. Mary and I leveraged the SBI annual workbook to guide our conversation. To follow along, flip to the Content Strategy and Planning phase starting on page 190 of the workbook. Our guest today is Mary Clark, and she is the Chief...

Joining us for today’s show is John Kedzierski, a Corporate Vice President of Marketing who knows a thing or two about going to market with the right channels. Today’s topic is focused on selecting the right sales channels by using one of America's great companies as a use case. John and I leveraged the SBI annual workbook to guide our conversation. To follow along, flip to the Channel Optimiz...

Our guest today is a Vice President of Global Product Strategy who knows a thing or two about creating a customer experience advantage. We will demonstrate how to make the customer experience a competitive differentiator. If you want to follow along and take notes, flip to the Customer Experience Design phase starting on page 130 of the workbook. Our expert guest is Cigna’s Vice President of Globa...

Joining us for today’s show is Ted Hunting, a Vice President of Marketing who knows a thing or two about generating measurable results. Today’s topic is how a well-trained, well-staffed, and well-funded field marketing team can make a measurable difference in pipeline and revenue. Ted and I leveraged the SBI annual workbook to guide our conversation. To follow along, flip to the Field Marketing ph...

Joining us for today’s show is Mark Logan, a Chief Executive Officer who knows a thing or two about increasing enterprise value. Today’s topic is developing corporate strategy objectives. Specifically we focus on how to maximize enterprise value by selecting the right growth strategies. Mark and I leveraged the SBI annual workbook to guide our conversation. To follow along, flip to the objectives...

Joining us for today’s show is a sales operations leader who knows a thing or two about impacting revenue growth in a meaningful way. Shannon’s company has an incredible customer retention record of accomplishment that results in a robust Customer Lifetime Value for her company. Today’s topic is focused on sales operations and we are going to demonstrate how to improve the efficiency of the sales...

Joining us for today’s show is the Chief Executive Officer and his sales executive team who know a thing or two about generating revenue growth. We are going to discuss how to grow above the industry average while maintaining profitability. This is hard to do and requires corporate objectives that provide clarity throughout the entire company by getting everyone laser-focused on the real drivers o...

Joining us for today’s show is Eric Schwab, a Chief Revenue Officer who knows a thing or two about revenue growth. Today’s topic is incentive compensation planning to hit your revenue goal. As a guide to the conversation, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the sales strategy section and turn to the compensation planning phase on pages 308 – 313 of the PDF w...

Joining us for today’s show is Chris Stoddard, a Vice President of Sales who knows a thing or two about generating revenue growth. Our topic today is Organization Design. What types of reps you need and the best organizational chart for you. To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the sales strategy section and flip to the Organization Design ph...

Joining us for today’s show is Biju Baby, a Vice President of Global Sales Operations who knows a thing or two about supporting revenue growth. His company has seen an impressive 54 quarters of sequential revenue growth and Biju has been an instrumental part of the team the last six years. Today’s topic is back office support, how to make your company so easy to buy from and sell for that you win...

Today we're going to demonstrate how to create clarity throughout the entire company by getting everyone laser focused on the real drivers of revenue growth. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the Corporate Strategy section and flip to the Objectives phase on pages 54 – 59 of the PDF workbook. Joining us today is John DiMar...

Today we're going to demonstrate how to use the product roadmap to paint a picture of happy customers well into the future. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the Product Strategy section and flip to the Product Roadmap phase on pages 138 – 142 of the PDF. Joining us today is Tom Banta, Senior Vice-President of Product Mana...

Today we're going to discuss territory alignment and demonstrate how to balance customer requirements, company revenue expectations and sales rep workload to grow revenues. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the Sales Strategy section and flip to the Territory Alignment phase on pages 299 – 303 of the PDF. Joining us today...