Sbi Sales And Marketing Podcast

Nestor Benavides, CEO of EMG, joins us to discuss how a CEO can establish new forms of communication that not only drive the culture but deliver continuous improvement. Nestor shares how he perpetuates a strong culture within his organization through effective communication, objective conversations, and active company values.

Scott Tapp, former CEO of Software Brands, joins us to discuss the evolution from being head of sales to becoming a CEO. The former sales leader turned CEO gives valuable insights that he has learned along his journey, and how to leverage your own path to the top job.

Chris Downie, CEO of Flexential, joins us to discuss how to lead an integration that produces a strong organization, brand, and culture. He draws from his experience forming Flexential from two legacy companies.

Eric Vermillion, the former CRO of BlueCat, joins us to discuss how revenue leaders can build a legacy in their company that survives their departure. Eric reflects on his role as a CRO and how his leadership through integrations allowed him to develop successors to perpetuate his legacy.

Today Meredith Kildow, Chief Revenue Officer of Consilio, joins us to discuss the ramifications of being a sales leader and how to design, manage and execute the integration effort when you combine multiple sales forces over time in a series of acquisitions.

Jill Rowley, former Chief Growth Officer of Marketo, discusses how this emerging role brings together sales and marketing leaders to leverage the power of their best salespeople, their customers.

Global Customer Officer and former CRO for Anaplan discusses how a revenue leader disrupts their industry to crush their revenue number.

Chief Growth Officer and Chief Marketing Officer discuss how to transition to a data-driven business and how to navigate the sales and marketing data mess.

EVP of Sales discusses how a business can move from a traditional offering and distribution channel into a new, hybrid approach.

SVP of Sales for Businessolver demonstrates the case for why a separate customer success function is necessary.

VP of Customer Ops discusses the emerging role of customer operations.

Global Director of Talent Development for UPS Capital discusses the employee experience and how it impacts top line.

Chief Evangelist and Co-Founder delves into the topic of ABM to help CMOs capture and implement this emerging best practice.

Today we’re going to demonstrate how to drive revenue per sales head up, and time to productivity for new sales hires down.  Success for Andy in making his number quarter after quarter and year after year is tied to his ability to leverage insights from the field. Andy and his team implemented a Field Advisory Board to understand the needs of the field.  You'll find as you listen to this podcast that an advisory board and how to run it may be the key to success for driving revenue per sales head up.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 Sales Enablement phase on pages 319 – 322 of the PDF workbook.

Joining us on the is Mark Lister, he is the Chief Digital Officer for Ness, a digital engineering company that designs and builds digital platforms and software that helps organizations engage customers, differentiate their brands, and drive revenue growth. Today we're going to demonstrate how to make the digital experience a competitive differentiator. So, why this topic of digital experience? I mean, if there was a trend happening right now in B2B sales and marketing it is digitization, and how do you become a digital company? Prospect and customer expectations have risen, and failure to provide them with an exceptional digital experience, for every single one it's going to result in poor revenue growth. So, some customers prioritize their digital experience over product performance when they make a purchase decision. So, this requires a deep understanding of the customers digital journey, and every single touchpoint along the way. So, mapping this customer digital journey is difficult, but it's mission

Joining us on the SBI Podcast is Andrea Brody, the Chief Marketing Officer for Bravo Solution, which has sinced merged with JAGGAER to create the world’s largest independent spend management company.  Andrea is one of the top B2B revenue generating marketers with a passion for building brands. Andrea has a great story to share about how she led her marketing team to help her company achieve a successful exit strategy.

In today's show, Ryan and Matt demonstrate how an enterprise sales leader brings the best of the enterprise to a fast-growing tech company.

Joining us on the SBI Podcast is Sarah Kennedy, the Chief Marketing Officer for Marketo. In today's show, Sarah details how to apply revenue attribution to marketing. Why this topic? CEOs, CMOs and CROs need to understand what sales and marketing activities help influence a revenue booking. Once you can quantify the value of those activities, then you can attribute revenue back to the activities that produced the revenue and use those insights to guide your marketing and sales investments.