Sbi Sales And Marketing Podcast

The evolution of the Marketing leader role has transformed drastically over the years. Today, those changes are even more significant than what their role looked like nearly 90 days ago. Still, there is no telling what the second half of the year will bring for CMOs. On today's show, Jim Kruger, CMO at Veeam, joins us for a glimpse into how a market-leading software company has been adjusting to the current market conditions and how they are preparing for the back-half of 2020.

Customer Experience is no longer just a buzz word that companies can throw around. It has become a megatrend that demands a complete mindset shift in not only executive teams, but it also requires buy-in from the board in order to thrive. On today’s show, Ryan Hollenbeck, CMO of Verint, joins us to discuss what market-leading companies do differently to prioritize CX programs. In Ryan’s first segment, he shares 3 critical steps to building a world-class customer experience program.

On today’s show, we are joined by Vince Lombardo, President of US Payments and Payroll Solutions at Heartland Payment Systems. Over the last two decades, Vince has seen Heartland grow from a startup to a global company with 4,000+ employees and has learned a thing or two along the way. Vince shares valuable lessons learned from his tenure at Heartland that not only relate to the post-COVID recovery but also how you choose to advance your revenue growth journey through any challenging circumstance.

Having a full comprehension of customer experience in a digital world is crucial to revenue growth today. This motion requires not only active market listening, but communicating actionable insights across product, service, and channels — all while reducing friction in a virtual environment. Joining us today is Tish Falco, veteran CX strategist and thought leader in tech and subscription-based services. Tish shares valuable guidance on: Defining CX vision and design from end to end Channel optimization protecting the revenue stream Brightening the future of digital CX

Although many sales leaders have had to adjust to this new world since March, global companies have had to acclimate since January. With every challenge that came with reorganizing a regional market, also provided the chance to accelerate a very crucial digital transformation. As an early adapter to this new normal, Deb Walton, Chief Revenue Officer at Refinitv, saw the opportunity to interact with customers and employees like never before. On today’s show, Deb joins us to discuss how the changes she had made out of necessity have quickly proven to be more effective and have established permanence for years to come.

At the beginning of stay-at-home orders, maintaining a connection with the customer base was a top priority for CMOs. Marketing teams worked quickly to stand up virtual communities and help customers in an authentic way. Now, as executives look to the future and aftermath of the pandemic, continuing to invest time and resources into their communities remains an integral part of making their number — not doing so could create a costly disconnect and breed mistrust. On today's show, SBI community expert and Executive Consultant Laura Hall shares how to continue strong community engagement and why this continuity is important.

Over the last couple of months, CEOs across all industries have faced unique challenges. However, during this time, they have exhibited a common trait — they have proven it is imperative to uphold their brand promise and continue to serve customers the best they know how. On today's show, Mary McDowell, CEO of Mitel, shares valuable insights for fellow chief executives: Lessons learned from previous crises Having an agile approach to the core business model and legacy products Acceleration of planning and decision-making in a high-pressure environment

Shifting the go-to-market model to digital has been a subject on the mind of market leaders for some time, and now it is being accelerated. For better or worse, COVID-19 has been the catalyst for a digital transformation that will fundamentally change how customers engage with vendors. Veteran and market leader Chris Perry, President – Broadridge Financial Solutions, has a broad view of his organization and recognizes the critical importance of digital transformation right now. On today's show, Chris discusses: Differences between the current crisis and last recession on a macro/global level An accelerated roadmap for digitizing the client experience now and after the pandemic How sales and marketing must work together to help clients take risks and “win the recovery”

In the world of a sales enablement leader, the primary goal is to keep the sales team efficient and effective. How that goal gets accomplished occurs with consistent resegmenting of the customer base, cleansing the pipeline, and accurately forecasting changes and opportunities in the market. Market leaders know that these actions were important even prior to the last 30 days and are critical now. Jedd Williams, Vice President of Global Sales Acceleration at Poly, was in the midst of a transformation when COVID-19 shifted the sales strategy and operating norms. Hear Jedd discuss: Why resegmentation was the first step in adjusting go-to-market strategy How the forecasting process has changed and its effect on product build schedules Covering the install base by considering propensity to buy and propensity to upgrade

Well-established tech companies have typically developed a large, multi-layer partner ecosystem that they rely on. For a sales leader in this environment, problem-solving, and having shared responsibilities with these channel partners is the only way to succeed in moving the GTM strategy forward. Today, Scott Peterson, SVP Americas at Mitel and veteran UCaaS executive, shares what is working for him in adjusting to COVID-19 market implications with his partner ecosystem: Packaging and pricing with different-sized partners Daily scrums with channel partners Deal flow and execution

It can be difficult to keep up with current updates and regulations surrounding this new normal. Without knowing the full implications of how long this crisis will last, how are business leaders adapting their strategies, especially when working with customers on the front lines of the pandemic? On today's show, Milton Silva-Craig, CEO of Q-Centrix, joins Doug Bain, SBI's Healthcare Practice Managing Director, to discuss how teams must be agile in facing our new reality. Milton shares how to communicate with your teams and customers and solve arising problems outside of your traditional playbook.

For weeks now, businesses have been impacted by COVID-19. While it has been difficult to predict the severity of the pandemic, the one thing that has been unwavering is people's innate desire to connect with one another. As a Customer Success leader, the actions of your teams now will undoubtedly leave lasting impressions for years to come. Bernie Kassar, Chief Customer Officer at Xactly, joins us on today's show to discuss what Customer Success teams are doing to help guide businesses through these uncertain times. Bernie shares unique opportunities for companies in today’s environment and how to create a frictionless customer experience.

Entering a role as a new sales leader can be challenging enough. Entering a new role within a legacy company during tumultuous market conditions might then seem impossible. Having overcome these challenges, Steve King, CRO of Hexagon PPM, joins us to discuss his experience leading a full go-to-market transformation. Steve shares how he prioritized the challenges he faced and began leading the sales organization through massive change.

Companies who find themselves declining in revenue, experiencing customer loss or employee churn may be in dire need of a turnaround. To successfully recover from this type of crisis, it often requires a new CEO to step in and lead through the turbulence. In today's segment, an expert in company turnarounds, David Ratner, CEO of Hyas, joins us to share insights for new CEOs who find themselves in a turnaround position. 

Stefano Redditi, EVP of Sales and Marketing for JAS Worldwide, joins us to discuss how he has successfully made this move upmarket to achieve enterprise customers. Stefano shares his experience from identifying triggers for change to navigating the resistance that accompanied the reorganization.

For many B2B companies, the effort to continually maintain and improve their products has become too demanding. Evolving economic factors affecting these companies have pressured many to make the shift from being a product company to a platform company. Sudhakar Ramakrishna, CEO of Pulse Secure, joins us in this segment to discuss changing your mindset to successfully make the transformation from product to platform.

As a marketing leader, if you have ever thought about where your next new form of revenue is coming from, the answer is Outbound Marketing. Eric Quanstrom, CMO of Cience, joins us to discuss how Outbound is the new normal. Do not be too quick to dismiss older methods of reaching customers, as Eric affirms cold-calling is not dead. In this first segment, Eric shares the different methods and advantages to implementing an effective outbound motion.  

Digital has rapidly transformed the economy, and it is no surprise that having a digital strategy has a profound impact on revenue growth. With so many definitions and ideas of what a digital strategy is and how to implement one, companies find it difficult to find clarity and achieve consensus. Today, Scott Santucci, CEO of Growth Enablement Ecosystems, shares his experience navigating the digital landscape.

Brad Christian, Chief Customer Officer of Market Force, joins us to discuss the true meaning of customer experience. Brad and his team at Market Force have become pioneers in mastering customer experience. Listen to Brad discuss best practices for implementing a world-class customer experience design.  

Today Ray Oram, Global VP of Sales Enablement for IBM, joins us to discuss transforming the seller experience. Ray provides a unique perspective on the mechanics of the industry and how he reframes the discipline.   By empowering this cross-functional group, it will result in a thriving enablement culture and improved seller experience.