SBI, The Growth Advisory

Today’s show is a demonstration on how a Chief Strategy Officer can help a sales team. A common challenge among sales leaders is taking strategic imperatives the CEO has laid out in the corporate strategy and translating that into an operating plan. The head of strategy can help sales leaders solve this problem. As a guide to the discussion, download our 10th annual workbook, How to Make Your Numb...

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. To follow-along, download our 10th annual workbook, How to Make Your Number in 2017 and turn to pages 184 to 189. Joining us today is Andrea Brody the Chief Marketing Officer of BravoSolution. BravoSolut...

Today’s show is a demonstration on how to cover the market completely with both direct and indirect sales channels. As a guide, download our 10th annual workbook, How to Make Your Number in 2017. Flip to the sales strategy section of the PDF and review the Channel Optimization phase on pages 290 – 298. [p] Joining us today is Rodney Foreman, Senior Vice President of Informatica‘s partner ecosystem...

Today’s show is a demonstration on how to organize the sales team. This podcast is 51-minutes of high protein clarity on how to determine the type of reps you need and how to organize the sales team. Coupled with this deep demonstration is a workbook where you can go deep with your own sales force. Download our 10th annual workbook, How to Make Your Number in 2017. Turn to pages 282 - 284 of the P...

Today’s show will demonstrate how to create new markets through the development of new products. We are also going to demonstrate how to attract new customers to an existing product, and how to convince current customers to buy more of an existing product. This is a deep dive on product strategy. To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Turn to product p...

Today’s show will demonstrate how to improve the efficiency of a sales team by getting new hires productive quickly. Dave begins the interview by providing three key steps to fill open sales positions, and shrink the time from open position to day one. The rest of the interview is focused on quickly moving from day one to productivity. To help you follow along, download our 10th annual workbook, H...

Today’s show will demonstrate how to get sales improvement programs adopted in a matrix organization. To help illustrate today’s topic we will think through sales enablement within a matrix organization using Frontier Communications as a use case. As a guide for sales enablement leaders to increase revenue per sales head, download our 10th annual workbook, How to Make Your Number in 2017. Turn to...

Today’s show will demonstrate how to make marketing scientific through the use of a marketing operations department. To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the marketing operations phase on pages 248 – 251 of the PDF. You’ll find a worksheet approach where you can start to analyze your team. Joining us today is Arnaud Kraajvanger, the Vice Pres...

Today’s show will demonstrate how to generate enough leads for the sales team to exceed their revenue objectives. To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Turn to pages 218 - 226 of the PDF to review the Lead Generation phase of the workbook. Joining us today is Chief Marketing Officer Katherine Calvert. Katherine provided leads to the sales team at Adve...

Today’s show will demonstrate how to earn brand preference by satisfying the information needs of your target prospects. To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Turn to page 190 of the PDF to review the Content Strategy and Planning phase of the workbook. Joining us today is Rick Medina, the Director of Sales Channel Marketing at Intuit. Rick leads B2B...

Today’s show is a demonstration on how sales enablement drives greater productivity per sales person and helps you scale the sales organization. To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Turn to page 319 of the PDF to review the Sales Enablement phase of the workbook. Joining us today is Kent Cissell, the Senior Vice President of Sales Operations at Heart...

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. We will demonstrate how to generate a return on the campaign dollar. Joining us today is Andrea Brody the Chief Marketing Officer of BravoSolution. BravoSolution delivers strategic procurement solutions...

Today’s show is a demonstration on how to organize the sales team. There’s not enough headcount, but how do I prove it? To go deeper on organization design, download our 10th annual workbook, How to Make Your Number in 2017. Turn to pages 282 - 284 of the PDF to review the Sales Organization Design phase of the workbook. Joining us today is Mike St. Clair, Vice President of Sales for Rentokil Nort...

Today’s show is a demonstration on how a chief strategy officer can help a sales team. A common challenge among sales leaders is taking strategic imperatives the CEO has laid out in the strategy and translating that into an operating plan. The head of strategy can help sales leaders solve this problem. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017...

Today’s show is a demonstration on securing and retaining the right talent for a transformation. Consistent quarterly performance depends on the right talent. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the Talent phase on pages 100 – 105 of the PDF. Joining us is Sean O’Brien, the Chief Administrative Officer of PGi. The CAO title is b...

Today’s topic is understanding how to make the customer experience a competitive differentiator. I recently interviewed Cigna’s Vice President of Global Product Strategy and Operations, Rob Wentling. Cigna is one of the largest global health services companies in the world. Rob is accountable for creating and delivering an enterprise-wide product strategy including core product development and man...

Today’s topic is understanding how to leverage sales development reps to generate leads for the sales team. If you would like to implement an outbound marketing program with a team of SDRs, consider having one of our experts spend some time with you in workshop. To get a feel for what's covered in that workshop, download our 10th annual workbook that we use in these workshops. Joining us is He...

Today’s topic is understanding how to determine which markets to compete in and which markets to avoid. Why this topic? Many executive teams tend to focus most of their attention on gaining share in their existing markets. While it is necessary to maintain, and sometimes increase market share, changing your company’s exposure to growing and shrinking market segments should be a major focus. Joinin...

Today’s topic is how to execute Account Based Marketing. While B2B account marketing has been around for years, we discuss the modern techniques and tools for success. To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the marketing strategy section and flip to the ABM phase on pages 214 – 217 of the PDF. Demand generation and lead management does not work...

Today’s topic is how to launch new products successfully. Product launches fail to generate revenue when sales people and channel partners are not involved in messaging development during pre-launch preparations. When messaging is developed in isolation it is not compelling enough to get your customers to act. Stories told directly to customers by well-trained sales channels enable customers and p...

Today’s topic is understanding how executives make purchase decisions. Failure to understand, exactly, how the executive decision makers inside your target accounts buy will result in poor win rates, long sales cycles, and you missing your number. To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the buyer segmentation phase on pages 274 – 276 of the PDF....

Today’s topic is how to deploy a sales process. The purpose of a sales process is to win more deals, win bigger deals and to do it faster. Standard one-size-fits-all sales methodologies no longer work. The competitors can license the same sales methodologies from the same vendors you can, so there is no competitive advantage to be had by adopting the latest sales methodology from the sales trainin...

: Today’s topic is forecasting accuracy. How to install a thorough forecasting and pipeline management process. Joining us is Evan Randall the Vice President of Sales Operations at Tableau Software. Evan is doing ground-breaking work in forecasting accuracy. Listen as Evan breaks down the approach to drive forecasting accuracy. The first segment of the show is focused on individual deal level fore...

Today’s topic is how to build a high-performance sales culture where sales talent thrives. Joining us today is Vicky Oxley, Regional Vice President of Sales and Marketing at Comcast NBC Universal. Vicky leads the West Region for Comcast, the nation’s largest TV, high speed internet and voice provider for residential and business customers. Peter Drucker famously said “Culture eats strategy for bre...

Today’s topic is how to evolve your strategy to stay ahead of the market. Joining us today is Jeff Ray, the Chief Executive Officer for Ellucian. A worldwide leader, Ellucian provides software and services to the higher education market. 18 million students around the world are touched by the software tools. Why this topic? Strategic time horizons are changing. 5 year strategies are getting compre...