SBI Podcast

Nearing the end of 2020, less than a dozen market-leading CEOs gathered for SBI's fall Advisory Meeting to discuss common challenges faced throughout the year as well as share best practices for trending topics, including:

• Using the Right Data for Right Actions
• Executing a Back-to-Base Strategy
• The Current State of Digital

On today's show, Scott Gruher, Senior Partner and Revenue Practice Lead, joins us to discuss these items and share key takeaways from the meeting.

At SBI’s most recent Sales Advisory Board meeting, market leaders from a variety of industries came together in a virtual environment to discuss topics that are top of mind for sales executives:

• The Ascent of Sales Leaders to CEO Positions
• Executing a Back-to-Base Strategy
• Digital Selling in 2021

On today's show, Scott Gruher, Senior Partner and Revenue Practice Lead, joins us to share insights from the meeting that sales leaders can begin implementing immediately.

While every industry has been impacted by the ongoing pandemic, private equity professionals have had to unpack an entirely different set of challenges trying to buy and sell in this environment.

On today's show, Mike Hoffman, SBI Senior Managing Director Private Equity, joins us to share how PE firms are validating investment theses centered on accelerating organic growth. 

Of all the challenges that sales leaders have faced this past year, effectively evolving field sellers into virtual teams has been one of the most difficult to navigate.

On today’s show, Mike Carpenter, President of Global Sales & Field Operations at CrowdStrike, joins SBI Managing Director Tony Erickson to discuss the strategic pivots Mike has facilitated to better enable their team in a work-from-home environment and the opportunities they have seen since, including:

• Forming inside sales teams without constraints
• Increases in customer access
• A lasting shift in corporate operations

It may be easy to assume that tech-enabled services became an overnight success in the wake of the work-from-home and digital phenomena. However, many companies will not only miss their number but have also experienced an 8% year over year decrease. It is clear that if TMT leaders do not make significant changes to their 2021 strategy, they will get left behind.

On today’s show, Tony Erickson, SBI Managing Director, joins us to discuss how the industry has handled this severe disruption and what market leaders are doing differently to outpace their competition.

Consumer behaviors have changed drastically over the past year, with a significant rise in ecommerce. As the supply chain is being disrupted across industries, businesses are reimagining how to go to market, generate demand, and serve customers.

On today's show, Grant Dismore, EVP and Chief Strategy Officer at Interstate Batteries, joins SBI Managing Director Tony Erickson to discuss the macro trends that are forcing B2B and B2C companies to adapt or die.

Over the past several months, SBI’s latest research has unpacked how market-leading CEOs have responded to market disruption and how they approach planning for 2021. Those identified as "Accelerators" have not only managed to thrive in the face of adversity but remain vigilant in aligning their revenue growth strategy with their corporate strategy.

On today’s show, Chethan Sharma, Senior Managing Director and CEO Practice Leader at SBI, joins us to share key constructs that market-leading CEOs are using to build the 2021 plan.

Marketing leaders have faced numerous difficulties over the past year, but one challenge is not exclusive to just 2020 — sales and marketing alignment. Getting this correct is more imperative now than ever before and can make or break your growth strategy. Ultimately, companies that create strong alignment win 38% more deals and retain 36% more customers than those who are not aligned. 

On today's show, Lori Christiansen, VP of Marketing at Motus, joins SBI Managing Director Tony Erickson to discuss how market-leading companies drive alignment between sales and marketing to accelerate revenue growth.

With the global shift to working from home, UC&C companies have witnessed a record amount of demand for their tools and services to carry on productivity away from the office. However, how are market leaders positioning themselves to be set up for success in 2021?

On today's show, Gregg Blatt, SBI Managing Director, joins us to share what UC&C market leaders are doing differently to outpace competitors.