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SBI Podcast
by Sales Benchmark IndexWelcome to SBI TV, a show sponsored by SBI, the growth advisory for innovative companies seeking proven experience for real results in sales and marketing. SBI TV features engaging interviews with top sales and marketing leaders in the industry. You can watch a new episode of SBI TV each week to learn proven strategies and insights growth leaders use to rise through the ranks. Together we break down sales and marketing strategies into easily understood concepts. Subscribe today to keep up with the latest and greatest in sales and marketing growth strategies that work.
Episodes
Episode 5: Empowering Sales with AI
39m · PublishedEpisode 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, Head of Generative AI at NYU Stern School of Business to take a deep dive into the state of generative AI today, its use cases, and key considerations in business.
Key Talking Points:
- Use cases for generative AI in Sales and how it augments various tasks
- Overcoming resistance to AI use, and key considerations such as data privacy
- Ideas for effective AI enablement, as well as other new use cases for AI
Episode 4: Growth at Any Cost is Over
25m · PublishedEpisode 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 tech of growth, at any cost.
Key Talking Points:
- The GTM levers that drive greater value generation in 2024
- How to better leverage commercial tech to increase sales efficiency
- What advancements the tech industry is making with generative AI
Episode 3: Know to Grow Sales Talent
20m · PublishedEpisode 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 Mattice to talk about Nearmap’s approach to talent development through its Know and Grow strategy.
Key Talking Points:
- Assessing talent and creating individual OKRs in line with corporate OKRs
- Developing standardized training that focuses on gaps in key competencies
- How Nearmap leverages AI to analyze and optimize sales conversations
Podcast: Increasing Sales Talent Productivity Through Effective Coaching
52m · PublishedPodcast: Increasing Sales Talent Productivity Through Effective Coaching
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'll learn about:
- The crucial role of sales coaching in attaining commercial excellence.
- Moving beyond ad-hoc coaching: Effective alternatives and solutions.
- Cultivating a world-class sales coaching culture.
- Key sections to include in your Sales Coaching Playbook.
- Maximizing coaching ROI through insightful metrics.
- Harnessing collaborative learning for advancing sales coaching skills.
Episode 2: Delivering Sales Velocity
34m · PublishedEpisode 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 effective seller approaches and generative AI to push the sales margin.
Key Talking Points:
- The winning seller profiles that drive increased commercial productivity
- Findings from SBI’s latest report on seller approaches and sales velocity
- How generative AI can support sellers in understanding customer needs
Wait and See is Over
16m · PublishedEpisode 1: Wait and See is Over
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, Scott Gruher, discuss how CEOs are taking control of three major challenges to position their companies for what's to come.
Key talking points:
- How CEOs are focusing efforts in the face of increased operating costs, slower sales cycles, and low morale
- Back to the base and aligning sales, marketing, and customer success
- Evaluating capabilities - are the skills and experience that brought the company here what it needs in the future?
Uncovering the Secret to Clean Data
22m · PublishedCEOs 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, recurring contributor to Harvard Business Review, and author of Sales Management That Works: How to Sell in a World that Never Stops Changing. Frank discusses key insights from his book and ultimately how leaders can separate fact from hype.
How CEOs Maximize Value Creation
27m · PublishedOn 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 visibility, connectivity, and improved employee experience.
How a $3B Software Company's Forward-Thinking Strategy Accelerated Them Through the Downturn
20m · PublishedOrganizations 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 Worldwide Field Operations, joins us to discuss topics that are top of mind for commercial leaders navigating the second half of 2021, including:
- Revenue Model Shifts Pre and Post-Pandemic
- Talent Requirements For a Frictionless Customer Experience
How Leading Finance Executives Drive Transformative Growth
18m · PublishedSBI 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 today’s show, Jim Ettamarna, SBI Managing Director, joins John Staples, SBI Senior Partner, to share key learnings from the meeting.
SBI Podcast has 113 episodes in total of non- explicit content. Total playtime is 42:28:50. The language of the podcast is English. This podcast has been added on October 28th 2022. It might contain more episodes than the ones shown here. It was last updated on February 25th, 2024 01:12.