SBI Sales and Marketing Podcast
by Sales Benchmark Index
The SBI Sales and Marketing Podcast is a weekly dive into the latest insights and business strategies in the world of sales and marketing. Every week Matt Sharrers, CEO of SBI, invites the top CEOs and Marketing and Sales leaders from a variety of industries to discuss how they make their number year after year, so you can do the same. Subscribe for your weekly dose of business news, management & marketing, and sales insights to keep you at the top of your game.
Episodes (107)
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Navigate Your Company to Rapidly Developing Markets
Navigate Your Company to Rapidly Developing Markets
Published: 9 Mar 2018 Duration: 34:31Joining us for today’s show is Hassane El-Khoury, the CEO of Cypress, the leader of the semiconductor industry. Hassane’s mission is to establish Cypress as the global supplier of choice for innovative companies in high-growth markets. Cypr... Read more →Joining us for today’s show is Hassane El-Khoury, the CEO of Cypress, the leader of the semiconductor industry. Hassane’s mission is to establish Cypress as the global supplier of choice for innovative companies in high-growth markets. Cypr... Read more →
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How the CRO of an Emerging Technology Company Drives Revenue
How the CRO of an Emerging Technology Company Drives Revenue
Published: 7 Mar 2018 Duration: 30:58Our guest on SBI TV is Ryan Leavitt, the Chief Revenue Officer for LearnCore. Ryan is a serial entrepreneur who knows how to drive revenue growth which is the lifeblood of an emerging business. I can’t think of a better guest than Ryan to s... Read more →Our guest on SBI TV is Ryan Leavitt, the Chief Revenue Officer for LearnCore. Ryan is a serial entrepreneur who knows how to drive revenue growth which is the lifeblood of an emerging business. I can’t think of a better guest than Ryan to s... Read more →
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How a New Head of Sales Gets Off to a Fast Start
How a New Head of Sales Gets Off to a Fast Start
Published: 19 Feb 2018 Duration: 29:51Joining us for today’s show is Jennifer Bakunas, the Senior Vice President of Americas Sales for Monotype. Jennifer has a wealth of experience, from spinning up successful start-ups to running enterprise sales teams. She took over the sale... Read more →Joining us for today’s show is Jennifer Bakunas, the Senior Vice President of Americas Sales for Monotype. Jennifer has a wealth of experience, from spinning up successful start-ups to running enterprise sales teams. She took over the sale... Read more →
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How to Run a High Performance SDR Team
How to Run a High Performance SDR Team
Published: 6 Feb 2018 Duration: 31:27Our guest today is Gabe Larson, the VP of InsideSales Labs for InsideSales.com. Having spent five years as the VP of Inside Sales, Gabe provides a behind-the-scenes look at building and operating one of the best sales development rep teams ... Read more →Our guest today is Gabe Larson, the VP of InsideSales Labs for InsideSales.com. Having spent five years as the VP of Inside Sales, Gabe provides a behind-the-scenes look at building and operating one of the best sales development rep teams ... Read more →
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Beat the Odds by Perfecting Your Market Entry Strategy
Beat the Odds by Perfecting Your Market Entry Strategy
Published: 17 Jan 2018 Duration: 29:59Joining us for today’s show is Walt Megura, Vice President of Emerging Industry Segments and Channels for Ericcson. Walt is here to share his experience in creating new beachheads in verticals that provide future long-term growth to Ericss... Read more →Joining us for today’s show is Walt Megura, Vice President of Emerging Industry Segments and Channels for Ericcson. Walt is here to share his experience in creating new beachheads in verticals that provide future long-term growth to Ericss... Read more →
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Why Your B2B Brand Matters
Why Your B2B Brand Matters
Published: 12 Jan 2018 Duration: 38:15Our guest today is Tiffany Nels, the Chief Marketing Officer for Lifesize. With 20 years of Tech B2B marketing experience, Tiffany is one of the top B2B revenue growth marketers. Tiffany played a major role in the successful demand generat... Read more →Our guest today is Tiffany Nels, the Chief Marketing Officer for Lifesize. With 20 years of Tech B2B marketing experience, Tiffany is one of the top B2B revenue growth marketers. Tiffany played a major role in the successful demand generat... Read more →
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Did You Set the Right Sales Quotas?
Did You Set the Right Sales Quotas?
Published: 5 Jan 2018 Duration: 27:45Did you set the quotas right to drive revenue growth? The purpose of today's show is to demonstrate how to link the company objectives to sales targets through quota setting. Leverage this use-case to evaluate how you set your quotas. Joh... Read more →Did you set the quotas right to drive revenue growth? The purpose of today's show is to demonstrate how to link the company objectives to sales targets through quota setting. Leverage this use-case to evaluate how you set your quotas. Joh... Read more →
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Is the Onboarding of New Reps Your Achilles Heel?
Is the Onboarding of New Reps Your Achilles Heel?
Published: 26 Dec 2017 Duration: 44:01Joining us for today’s show is Jeff Harris, the Chief Business Development Officer for Millar. Today we are going to demonstrate how to drive revenue per sales head up and time to productivity for new sales hires down. Why is this an impor... Read more →Joining us for today’s show is Jeff Harris, the Chief Business Development Officer for Millar. Today we are going to demonstrate how to drive revenue per sales head up and time to productivity for new sales hires down. Why is this an impor... Read more →
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Revenue Attribution: Connect the Dots between Marketing Spend and Revenue
Revenue Attribution: Connect the Dots between Marketing Spend and Revenue
Published: 14 Dec 2017 Duration: 24:31Joining us for today’s show is Milan Malivuk, the Director of Growth and Acquisition Marketing at Intellitix. We are going to take a deep dive into one of the hottest topics in B2B Marketing: Revenue Attribution. Simply put, Revenue Attri... Read more →Joining us for today’s show is Milan Malivuk, the Director of Growth and Acquisition Marketing at Intellitix. We are going to take a deep dive into one of the hottest topics in B2B Marketing: Revenue Attribution. Simply put, Revenue Attri... Read more →
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How A-Player CMO's Implement Account Based Marketing
How A-Player CMO's Implement Account Based Marketing
Published: 8 Dec 2017 Duration: 32:00Joining us for today’s show is Mike Volpe, the Chief Marketing Officer for Cybereason. Today we are going to demonstrate how to replace leads with real opportunities for the sales team through Account Based Marketing. Why is this an import... Read more →Joining us for today’s show is Mike Volpe, the Chief Marketing Officer for Cybereason. Today we are going to demonstrate how to replace leads with real opportunities for the sales team through Account Based Marketing. Why is this an import... Read more →
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Focus on the Real Drivers of Revenue Growth
Focus on the Real Drivers of Revenue Growth
Published: 27 Nov 2017 Duration: 31:56Joining us for today’s show is Bryan Adams, the co-founder and Managing Partner for Integrity Marketing Group. Matt and Bryan use the How to Make Your Number in 2018 Workbook to share emerging best practices. Access the latest Workbook and ... Read more →Joining us for today’s show is Bryan Adams, the co-founder and Managing Partner for Integrity Marketing Group. Matt and Bryan use the How to Make Your Number in 2018 Workbook to share emerging best practices. Access the latest Workbook and ... Read more →
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An Executive View of Campaign Strategy & Planning
An Executive View of Campaign Strategy & Planning
Published: 12 Nov 2017 Duration: 30:43Joining us for today’s show is Randolph Carter, the VP of Marketing in North America for Rentokil. Randolph answers questions out of SBI’s 2018 Workbook to share his deep knowledge of campaign strategy and planning. To follow along flip to ... Read more →Joining us for today’s show is Randolph Carter, the VP of Marketing in North America for Rentokil. Randolph answers questions out of SBI’s 2018 Workbook to share his deep knowledge of campaign strategy and planning. To follow along flip to ... Read more →
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Improve the Productivity Rates of Your Sales Team
Improve the Productivity Rates of Your Sales Team
Published: 6 Nov 2017 Duration: 26:29Joining us for today’s show is Steve Bonvissuto, the Executive Director for Innovation at MarketSource. Today, we're going to demonstrate how to improve the productivity rates of the sales team with smart sales systems design. Why this top... Read more →Joining us for today’s show is Steve Bonvissuto, the Executive Director for Innovation at MarketSource. Today, we're going to demonstrate how to improve the productivity rates of the sales team with smart sales systems design. Why this top... Read more →
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Are You Maximizing Recurring Revenue with Customer Success?
Are You Maximizing Recurring Revenue with Customer Success?
Published: 2 Oct 2017 Duration: 20:08Joining the SBI podcast show is Nick Mehta, the CEO of software company Gainsight, the global leader in the customer success category. Many CEOs are moving their revenue models to recurring revenue as this type of revenue creates more enter... Read more →Joining the SBI podcast show is Nick Mehta, the CEO of software company Gainsight, the global leader in the customer success category. Many CEOs are moving their revenue models to recurring revenue as this type of revenue creates more enter... Read more →
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2x Your Organic Revenue Growth
2x Your Organic Revenue Growth
Published: 22 Sep 2017 Duration: 30:14Joining us for today’s show is Jason Close, a key member of the team working behind the scenes of the successful Global Payments growth story. Global Payments literally doubled their revenue growth in a short period of time. Jason is here... Read more →Joining us for today’s show is Jason Close, a key member of the team working behind the scenes of the successful Global Payments growth story. Global Payments literally doubled their revenue growth in a short period of time. Jason is here... Read more →
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Why CEOs Should Care About Content Marketing
Why CEOs Should Care About Content Marketing
Published: 18 Sep 2017 Duration: 31:27Joining us for today’s show is David Ciccarelli, the CEO of Voices.com, who specializes in content marketing. This is an area David has developed deep expertise in, so his business is fueled with great content. David answers questions from ... Read more →Joining us for today’s show is David Ciccarelli, the CEO of Voices.com, who specializes in content marketing. This is an area David has developed deep expertise in, so his business is fueled with great content. David answers questions from ... Read more →
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How to Improve the Efficiency of the Sales Team
How to Improve the Efficiency of the Sales Team
Published: 11 Sep 2017 Duration: 34:57Joining us for today’s show is Todd Jones, an executive sales operations leader who knows how to support aggressive revenue growth. Today’s topic is focused on how Sales Operations improves the efficiency of the sales force. During our dis... Read more →Joining us for today’s show is Todd Jones, an executive sales operations leader who knows how to support aggressive revenue growth. Today’s topic is focused on how Sales Operations improves the efficiency of the sales force. During our dis... Read more →
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How to Increase Deal Sizes, Improve Win Rates and Shorten Sales Cycles
How to Increase Deal Sizes, Improve Win Rates and Shorten Sales Cycles
Published: 5 Sep 2017 Duration: 33:27Joining us for today’s show is Bill Griffin, an Executive Vice President of Global Sales who knows how to Make the Number. Today’s topic is about winning more deals, winning bigger deals, and winning them faster. Bill uses the How to Make Y... Read more →Joining us for today’s show is Bill Griffin, an Executive Vice President of Global Sales who knows how to Make the Number. Today’s topic is about winning more deals, winning bigger deals, and winning them faster. Bill uses the How to Make Y... Read more →
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The CEO's Guide to Generating Revenue from New Product Introductions
The CEO's Guide to Generating Revenue from New Product Introductions
Published: 1 Sep 2017 Duration: 32:45Joining us for today’s show is Amir Wain, a Chief Executive Officer who knows how to commercialize technical innovation. This show suggests ways to generate revenue from new product introductions. Amir and I answered questions from the new ... Read more →Joining us for today’s show is Amir Wain, a Chief Executive Officer who knows how to commercialize technical innovation. This show suggests ways to generate revenue from new product introductions. Amir and I answered questions from the new ... Read more →
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The Right Go-to-Market Strategy to Cover Your Market
The Right Go-to-Market Strategy to Cover Your Market
Published: 28 Aug 2017 Duration: 30:52Joining us for today’s show is Oni Chukwu, a software executive who knows how to make the number. Today’s topic is Go-to-Market Strategy. Oni and I leverage the How to Make Your Number in 2018 Workbook to access emerging best practices as a... Read more →Joining us for today’s show is Oni Chukwu, a software executive who knows how to make the number. Today’s topic is Go-to-Market Strategy. Oni and I leverage the How to Make Your Number in 2018 Workbook to access emerging best practices as a... Read more →
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