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7 sales organization models for your organizational structure
 
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Today's guest is Tony Capucille, the youngest CSO in the Fortune 1000, and we're discussing organizational structure. Go to http://bit.ly/hityournumber to follow along with our workbook. 00:45 Introducing Tony Capucille, CSO at Heartland Payment Systems 01:35 The seven dominate sales organizational development models 02:52 The stratification model 06:04 The hunter/farmer model 11:02 The geographic model 13:24 The vertical industry model 19:12 The product overlay model 22:21 The buyer role model 24:55 The organizational model SBI Sales and Marketing Video Podcast Episode Summary: Ready to get organized? It’s spring cleaning here at the SBI Sales and Marketing Podcast, so today we’re joined by B2B sales wizard Tony Capucille, of Heartland Payment Systems, to discuss the pros and cons of the seven dominant sales organization models so you can get started planning your organizational structure and get on the path to hitting your numbers. There’s no one-size-fits-all model when it comes to organizational structure, so in addition to evaluating the pros & cons of each organizational development model, we’re also going to look at what types of organizations they’re best tailored to. For example, maybe you have some clear high priority accounts. If so, perhaps the stratification model, where you segment your accounts by earning and assign talent and resources accordingly, would fit you best. Perhaps you’d be better served by the hunter/farmer organizational structure, where you have a team dedicated to new business and one dedicated to growing your current accounts. Are you a company that focuses in B2B sales in a specific geographic area? The geographic model might be your ticket to success. Then there’s always the benefits of adopting a hybrid approach, like the organizational model, which offsets the strengths of one organizational structure with the strengths of another. Chances are, you’ll likely experiment with a few of these organizational development models before you find the one that best suits you, so what better place to start than here? Learn from the experience of one of the top B2B sales leaders out there to get started on finding the organizational structure that’ll get you to the numbers you need to hit. Ready to Make Your Number? If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016-report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/contact-us/.
Views: 8959 SBI TV
Achieving Revenue Growth through Strategic Alignment
 
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Greg Alexander, CEO of SBI, joined by four of SBI's top sales and marketing consultants, shares the importance of, and how to implement, strategic alignment. Visit http://bit.ly/GoSBI for more about SBI. 00:35 Guest Introductions 02:55 What is Strategic Alignment? 03:30 Boardroom Role Play Set Up 06:36 Corporate Strategy: Strategic Alignment on the CEO Level 11:04 Product Strategy: Meeting the Needs of the Product Executive 16:01 Marketing Strategy: Enabling the CMO to Deliver 22:39 Sales Strategy: Equipping the VP of Sales for Success 28:35 Talent Strategy: Helping the HR Leader Help You 33:09 Summary and Next Steps SBI TV Episode Summary: SBI is a management consulting firm that specializes in sales and marketing strategies dedicated to helping you make your number. We firmly believe the key to making your number is a strategic planning concept called strategic alignment. In this video, SBI introduces the concept of strategic alignment and why it is an essential process if you are going to make your number. Strategic alignment can simply be described as aligning the goals and vision of the corporate strategy with the functional strategies of the product, marketing, and sales teams, the human resources department and, most importantly, with the external marketplace. This concept can be a little confusing for some when it's first introduced. To help you better understand it, Greg and his guests perform some role play of the CEO in a boardroom crafting a revenue growth strategy with the VP of sales, CMO, product management executive and HR leader. Ready to Make Your Number? We like to keep it simple here at SBI. If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016-report to see the details of our six step revenue growth method which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy, and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants (maybe even one of today’s guests) help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/contact-us/.
Views: 1501 SBI TV
The 3 P's of Revenue Growth: People, Process, Product
 
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On today’s episode of the SBI Sales and Marketing Video Podcast, we delve into the most important aspects of promoting revenue growth. Visit http://bit.ly/6stepgrowth to follow along at home. 02:37 90 days to increase sales - what steps to take 03:30 Evaluating your sales team for effectiveness 07:32 Developing a buyer-led sales process 09:26 Investigating your customers’ buying process to increase sales 10:33 Marrying your product strategy to your sales training 14:05 Continue to increase revenue in year two of your transformation 20:43 Strong leadership is vital to increasing revenue growth 27:31 An action plan to revitalize your sales process 31:44 Why getting a few sales wins immediately is important 34:23 Mistakes to avoid at all costs SBI Sales and Marketing Video Podcast Episode Summary: On today’s episode, Greg Alexander, CEO of SBI and host of the show, sits down with Joe Vitalone, the executive vice-president and president of Mitel Networks, to discuss his methods for promoting new revenue growth in a flagging sales team. We begin with the steps to evaluate your sales team for sales effectiveness, which should take place in the first 90 days. Evaluating the sales team can reveal the biggest strengths or weaknesses of the sales process. Next, we evaluate the buyer as an aspect of the product strategy. In order to increase revenue growth, it is important to discover how, when and why your buyer buys, and shift your product strategy off the seller and to the buyer. A vital part of this process includes integrating new processes with your trainings, in order to properly equip your team to sell. Finally, we examine how to move into year two of your transformation and to continue to increase revenue by building upon your achievements from the first year. We also examine the most important steps to remember when developing a plan to increase revenue growth, and pitfalls to avoid. Ready to Make Your Number? If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016 report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/contact‐us/.
Views: 27660 SBI TV
Moving to a Virtual Inside Sales Selling Model
 
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Drive enterprise value at an accelerate rate. 1. Understand your customer. What's important to them and how they consume? 2. Understand their buying habits. 3. Then map those habits to the skills associated with delivering in that style. "In today's world, the buyer has become very technical in nature. They want to understand, test, validate and eliminate risk..."
Views: 2169 SBI TV
How to Design & Implement a New Sales Organizational Structure
 
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Greg Alexander, CEO of SBI, joined by Julie Lyda, shares critical steps to designing and implementing a new sales org model. http://bit.ly/GoSBI. 00:10 Welcome and special guest introduction 02:35 Description of the 7 B2B Sales Organizational Design Models 03:44 The design principles of sales org structure 04:42 Understanding which channels your customer want to engage your company through 09:42 Determining if your customers will pay for sales specialization 11:30 How Black Box has designed their sales org chart 16:22 Determining the number of sales reps you need 18:45 How to handle and communicate organizational transitions 21:00 Show wrap up SBI TV Summary: This week on SBI TV, we discuss how to design your sales org model with our special guest, Julie Lyda, the executive vice president of North American commercial sales at Black Box. In our first segment, we discuss the seven B2B sales organizational models and explore which model Julie has selected at Black Box. We also discuss the design principles of sales org structure. In our second segment, Julie shares how she determines which channels her customers want to engage the company through, and whether or not they will pay for specialization. In our final segment, we discuss sales org charts, and how Julie has created hers. Finally, she will explain how she determines the sales headcount she needs to hit her revenue growth goals. Ready to Make Your Number? We like to keep it simple here at SBI. If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016-report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/contact-us/.
Views: 3546 SBI TV
Create an Inspiring B2B Brand
 
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CMO demonstrates how to create an inspiring brand that tells your strategic story through Brand Strategy and Planning. Joining us for today’s show is Simon Mouyal, the Chief Marketing Officer for Medidata. Simon is recognized as one of the top 100 CMO’s in the world and knows how to make the number. Matt and Simon leverage the How to Make Your Number in 2018 Workbook to share emerging best practices. Flip to the Marketing and Strategy Execution phase, Brand Strategy & Planning found on pages 254 – 260. https://salesbenchmarkindex.com/interactive-workbook Today we are going to demonstrate how to create an inspiring brand that tells your strategic story through Brand Strategy and Planning. Why this topic? Your competitors are making the same claims and promises as you. They are even using the same words. Brands that are built on “who you are” and “what you do” do not result in above average revenue growth. Your brand impacts revenue growth when it gets activated by the sales force and becomes uniquely relevant to your customer and prospects. Simon is uniquely qualified to speak on this topic. His career foundation was built with leadership experience at the worlds largest telco, the largest hardware company, and the largest software company. Simon then went to Rackspace where he built the Racker brand on the foundation of fanatical support. In his latest assignment he has taken the Medidata brand and put it on the map. He approaches brand development with the right depth of strategic horsepower combined with the ability to get the brand to market. Watch as Simon demonstrates with clarity how to define the brand and the brand promise guarantee. Simon states, "Connecting the dots between marketing and sales is extremely critical. Find a way to rally them around something that they can be very proud of, that's part of their culture, that's basically helping them to explain to their mom what they are doing in their professional life. That's the goal." This level of clarity that Simon describes ensures that the positioning has clarity and energy to rally around. In the second segment of the show, Simon describes how the key value proposition of the brand must reflect what's in your corporate DNA. The promise and the reality of the experience must be congruent. Watch as Simon describes how to make sure that marketing is not overstating what will be possible to delivery. The process for evaluating your brand is outlined for you to apply to your business. The final segment goes deep into how the sales force lives the brand in every interaction with customers, prospects and partners. Most importantly, is how the brand impression differs from that of your competitors. Finally, we discuss the core opportunity for brand relevance and differentiation to inspire your strategic story.
Views: 3652 SBI TV
3 Core Processes for Sales Operations to Enable Revenue Growth
 
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Vice President of Global Sales Strategy and Operations demonstrates how to improve the efficiency of the sales team. Joining us for today’s show is Christopher Fris, an executive sales operations leader who knows how to enable revenue growth in a meaningful way. Today’s topic is focused on how Sales Operations enables the sales plan. During our discussion, Chris and I leverage leveraged the annual workbook for our conversation. Flip to the Sales Operations phase on page 314 of the PDF. As the Vice President of Global Sales Strategy and Operations at Ryder, Chris demonstrates how to improve the efficiency of the sales team. Chris has served as the head of sales operations the past seven years at Ryder and before that led sales operations for DHL Express for fourteen years. Chris is uniquely qualified to speak on this topic of sales operations. For those of you who have followed John Gleason’s successful career at Ryder as Chief Sales Officer, Chris is the man behind the scenes enabling revenue growth. Successful sales operations leaders like Chris interface with the functional groups within your company to enable the sales plan to be successful. Why this topic on this day? Sales ops has become a catch all phrase. The sales ops leader gets assigned all the work no one else wants to do. Often underfunded and understaffed, sales operations leaders fail to deliver a meaningful revenue contribution. Yet, the best growth executives understand that sales ops is the most strategic sales function in the entire company. They understand that when deployed correctly, sales ops can impact revenue growth in a very meaningful way. Do not starve this vital department. If you do you’re going to miss your revenue goal. Watch as Chris demonstrates how to improve the efficiency of the sales team. We begin the show with an overview of Chris’ strategic areas of focus and his organization chart. Few people outside of sales operations realize the nexus for so many interlock points across the company. The top three core processes that sales operations vice president’s need to manage include: Pipeline management, territory design, and quota setting. Chris takes the viewers through his approach for each process and I fast frame each with the following headlines. The pipeline management process needs to be buyer-driven. Your pipeline management is going to be accurate or inaccurate based on whether it’s driven by the buyer, or by sales rep hope. Your territory design process needs to be opportunity based. When you don’t take this approach then you have imbalanced territories. For your quota setting process, do not let this be dictated by finance alone. Finance typically takes a peanut butter spread quota setting approach. That doesn’t work. The rep in downtown Manhattan is going to have more opportunity than the person in Mobile, Alabama. The quota setting must be well thought out and the way that you do that is to intelligently allocate it out, based on pipeline and territories. Listen to Chris describe the how the process should occur. Chris and I discuss the approach for sales operations and advanced analytics. We discuss the four-step continuum of analytics. Descriptive analytics us what has happened in the past. Predictive analytics predicts the outcome at some point in the future assuming all in the inputs stay the same. Finally, Prescriptive Analytics is predicting the future and if you don’t like the outcome, you can seek to change the outcome before it happens. Prescriptive is about prescribing a set of activities to alter the future. This all requires systems, methodologies, data, talent and continuous improvement. Watch as Chris describes his team’s movement along the four-step continuum of the analytics journey. Pay close attention to the detailed description Chris provides of the advanced diagnostic analytical approach to sales win/loss. This is a great way to expand into diagnostic analytics if you’re just at the descriptive stage right now. Understanding why you won, why you lost, you’re really answering the question of why it happened. You’ll see over time recurring patterns and trends that will take you to the predictive and prescriptive approaches. Would you like help developing your sales operations strategy? Come see me in Dallas at The Studio, SBI’s multimillion dollar, one-of-a-kind, state-of-the-art executive briefing center. A visit to The Studio typically results in getting three months of work done in three days. The immersive sessions accelerate everything, dramatically reducing the time it takes to diagnose a problem, develop a solution, and create an implementation plan.
Views: 2294 SBI TV
A Quick Guide to Implementing a Sales Operations Strategy
 
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Greg Alexander, CEO of SBI, joined by Steve Rutledge, senior vice president of global sales operations at Genesys to discuss how to develop and execute a sales operations strategy. http://bit.ly/GoSBI. 0:20 Show Introduction 1:08 Topic of discussion, developing a sales operations strategy 1:57 Defining the objectives of the sales ops team 3:18 Understanding the internal processes sales ops should be responsible for 7:48 The major obstacles faced by sales operations leaders 12:50 The continuum of analytics, from descriptive analytics to predictive analytics 15:34 The data architecture used by the sales ops team 18:30 Determining which technologies and tools best enable the sales ops strategy 25:25 The differences between sales ops and sales enablement 34:20 Practical advice for other sales ops leaders in order to develop and execute their strategy SBI TV Summary In the first segment Steve will explain how he establishes objectives, and uses internal process in order to help executives make key decisions based on data. He will also discuss the biggest obstacles faced by sales ops leaders when it comes to supporting the sales strategy. In the second segment, we tackle 3 subjects dear to every sales ops leader’s hearts: analytics, data and technology. In the third segment, Steve will explain his views on the differences between operations and sales enablement. And how the two should work together. We then wrap up the show with the takeaway value for our audience when it comes to developing a sales operations strategy. Ready to Make Your Number? We like to keep it simple here at SBI. If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016-report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/contact-us/.
Views: 3014 SBI TV
Channel Management: Connecting Products to Customers
 
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Today we discuss channel management (from selection to optimization) using the SBI Revenue Growth method (bit.ly/6stepgrowth) with today’s guest Chris Bittner, the senior director of global sales and channel strategy for Autodesk. 00:41 Introducing our guest, Chris Bittner 02:09 Determining product channel fit: The art of matching products, channels & customers. 03:40 Finding your end customer’s channel preference 05:20 Using ideal channel partner profiles (are they worth the effort?) 06:37 Why are channels consolidating and how should you adapt your channel strategy? 10:15 How to ensure proper coverage across channel partner networks 11:55 The capability component of coverage: knowing how your channel partners sell your product 14:14 Identifying when channel partners favor a competitor’s product and how they position them against yours 17:40 A look at how Chris selects channel partners 19:20 Criteria to look for in channel partners 20:26 Onboarding new channel partners 23:45 The first 3 steps to optimizing your sales channels SBI Sales and Marketing Video Podcast Episode Summary: Channel management: The key to greasing the wheels of any sales strategy. If you want to streamline how to get your product to the end customer, this is a good place to start. We’re joined today by Chris Bittner, the senior director of global sales and channel strategy for Autodesk, to discuss the ins and outs of channel management. We start our conversation by looking at how Chris determines product channel fit & how he learns what channels his customers want to buy from. We go on to talk about channel partners and the ideal channel partner profile, as well as how to deal with channel consolidation. Chris also talks us through channel coverage models and how to gain an understanding of competitor channels with a competitor channel analysis. We then discuss signing, onboarding and managing channel partners, skills that even a market leader would benefit from mastering. We conclude by going over the top 3 tips you can implement today to put yourself on the path toward a highly optimized channel management strategy. Ready to Make Your Number? If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016-report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/contact-us/.
Views: 6561 SBI TV
Outsourcing Your Sales Strategy for Faster Results
 
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On this episode of the SBI Sales and Marketing video podcast, the focus is on sales strategy. Visit http://bit.ly/6stepgrowth to follow along at home. 02:38 Looking at outsourcing sales strategy 03:21 Evaluating fit between market segmentation and outsourcing 04:55 What sales plan needs can outsourcing satisfy? 07:51 A look at the trends driving the adoption of outsourcing sales 12:20 The typical objectives of sales outsourcing projects 13:40 Creating the right customer experience 14:06 Outsourcing sales projects vs. sales project components 15:25 A cradle-to-grave look at the product of outsourcing firms 16:40 How outsourcing is valued? 18:20 Who supplies the leads when you outsource sales? 22:05 How to estimate the revenue opportunity in outsourcing 23:20 Is outsourcing about reducing costs or increasing revenue growth? 24:50 Tips for avoiding channel conflict when bringing in an outsourced partner 25:59 Managing outsourced talent: Where do they come from and who trains them? SBI Sales and Marketing Video Podcast Episode Summary: Greg Alexander, SBI’s CEO and host of the SBI Sales and Marketing video podcast, spoke with Ted Grulikowski, the vice-president of the B2B unit at Market Source, the world’s leading sales outsourcing company, about taking a new product to market by recruiting and managing a team of resellers. We discuss which components of SBI’s Six Step Revenue Growth strategy are candidates for outsourcing, starting with market research. We also look at the revenue growth opportunities outsourcing affords. Next, we talk about sales objectives, creating positive customer experiences, and we examine the makeup of a sales outsourcing firm, from their products to their pricing. We conclude our conversation by evaluating the revenue and cost-saving opportunities of outsourcing a sales plan component, avoiding channel conflict when bringing in an outsourced partner and the hiring and training practices of sales outsourcing companies. Ready to Make Your Number? If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016 report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/contact‐us/.
Views: 2712 SBI TV
7 Challenges Every Family Business Faces | MSNBC Interview
 
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Greg Alexander, CEO of SBI, provides valuable input on dealing with common issues a family business may encounter. 01:10 Evolving the family owned business: old school vs. new school 03:16 From traditional to digital: how formal should the transition be? 04:09 How do you separate work from the dinner table? 04:50 What should small businesses do to acquire credit? 06:38 Can you market to various demographics with one message? 08:20 How do you save money on health benefits? 09:56 How do you evaluate employees when you aren’t in the office? SBI TV Episode Summary: Greg Alexander is joined by Phil Town and Max Ramberg to discuss common problems a family business may encounter, especially when related to a clash between the technology-based incoming generation and the older generation with years of business management. They then discuss how to transition from that “old school” to “new school,” not only people but also technology. Next, the panel answers questions from several small business owners. Questions include how to get credit for their company in the poor economy, how to market to various demographics with one business strategy, and how to save money on your employee’s health benefits. Finally, they discuss evaluating and grading your employees in order to measure performance and properly reward the employees, despite a busy schedule. Are you ready to make your number? SBI is a firm comprised of former sales and marketing leaders who spend every minute of every day thinking about one thing: Making Your Number. We are a firm drawn to companies with aggressive goals and unreasonable timelines because we enjoy working on projects with a lot on the line. Our business is built to over-serve a small number of clients. We are not trying to please everyone, and we always put our money where our mouth is. Because of this, we tend to develop deep and long lasting relationships with our clients and coworkers that extend beyond the office. To learn more about our proven six-step growth methodology process or to get in contact with us, please visit https://salesbenchmarkindex.com/.
Views: 13751 SBI TV
How to Transition Channel Partners to Cloud Solutions
 
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Joining us for today’s show is Steve Blum, an executive sales leader who knows how to Make the Number with channel partners. I’ve known Steve for a long time and he’s always been on the leading edge of channel management. What’s unique about today’s guest is that his company, Autodesk, was built from the beginning to grow primarily through an indirect go-to-market selling model. Few companies start with an indirect model and this represents a unique insight into making the number with partners. We will discuss how to work with channel partners as you navigate your way through major shifts in your business model. Today’s topic is focused on channels and go-to market models. During our discussion, Steve and I leverage the annual workbook for our conversation. Flip to the Channel Optimization phase on pages 290 – 298 of the PDF workbook. Joining us in-person in The Studio is Steve Blum, Senior Vice President of World-Wide Sales for Autodesk. Steve has been a sales leader at Autodesk the past fourteen years, with the last seven serving as the head of world-wide sales. Steve will demonstrate for us how to cover the market completely, with direct and indirect sales channels. I can’t think of a better guest to speak on how to bring a channel organization along through major transformations in the business model, such as shifts from perpetual license to cloud-based offerings. Steve is uniquely qualified to speak on this topic of channel optimization. Autodesk’s channel business represents an astounding 75-80% of the total revenue, with the rest being direct. Steve’s team has a few named account organizations that calls on customers direct, but most his business coming through indirect channels. Why is sales channel optimization important? Selling to customers directly when they want to buy from partners is a surefire way to miss the revenue goal. Selling to customers through partners when they want a direct relationship with your company is equally devastating. And within the direct and indirect channel model, there are multiple sub models to consider. Coverage model decisions have never been this complicated for we live in the omni channel era. Autodesk does business in 170 countries around the world. Steve begins the show by outlining his indirect and direct models of selling. To be able transact business locally in local currencies, Steve requires people on the ground in all those countries, it requires an indirect channel. The channel approach gives him scale, coverage and ultimately it provides value to our customers. Watch as Steve outlines for our audience how to bring your channel partners along with you through major transitions of your business model. In this particular use-case, from selling perpetual licenses to Cloud solutions, you have to think through how that's going impact your partners. Channel partners, like most human beings, don't like change. There's going to be some resistance, but if you can work through it with your partners, you're actually creating new revenue streams for them. New value propositions for them. And a new set of services that actually might make their business more competitive. The early adopters can probably capture the lion share of that new value that's being created. That was a great story and that's the big lesson. So Steve, we're out of time but on behalf of my audience, I always enjoy speaking with you. We've known each other for quite a while now, and you guys are always on the leading edge. You certainly have complete mastery of this topic, so thanks on being on the show. I appreciate it a lot. Watch as Steve and I discuss the short-term and long-term vision for a business predominately driven by channel. As a public company, there are natural pressures from the street. Steve discusses his long-term view he takes to ensuring his partners are successful in a win-win that ultimately best serves the shareholders. One of the most fascinating discussions in my interview with Steve is how he prevents conflict between his direct and indirect channels. This is really built by trust that he has established with the channel and his direct team. Watch as Steve explains how to build trust that will serve as the foundation to navigate your way to making the number with an indirect and direct business model.
Views: 1491 SBI TV
How Top Sales Leaders Work with Sales Operations
 
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Today we are going to demonstrate how the relationship between the head of sales and the head of sales operations should work. Joining us for today’s show is a sales leadership team who knows a thing or two about revenue growth having enjoyed spectacular growth the past six years. Why this topic? B2B sales excellence is part art and part science. Typically, the head of sales is the artist and the head of sales operations is the scientist. If the partnership between the head of sales and the head of sales ops is not running smoothly, the delicate balance of art and science gets out of whack which often translates to missing the number. For example, too much art and poor decisions get made and too much science and relationships become commodities. Neither of which is good. Joining me today in The Studio helping me with our demonstration is Brian Mikalis and Steven Turacek, the head of sales and the head of sales ops from Pandora. Brian Mikalis is the Senior Vice President of Monetization for Pandora serving as the head of sales for the past nine years. Brian’s goal is to hit his number every quarter and grow market penetration with deeper customer relationships. Steven Turacek is the Vice President of Business Operations and Planning. Steven supports all of ad sales for the last six years acting as the business manager and analytical strategic consultant to the sales leadership team. Steven leads the sales operations team responsible for informing the strategy, developing execution plans and monitoring the pulse of the business to course correct where necessary. Steven’s goal is to help Brian hit his goal and as well as to drive an efficiency across our organization so that Pandora can scale with the growth seen over the last six years. Pandora is one of the great growth stories over the last decade. Enjoy the opportunity to hear a firsthand discussion between a head of sales and head of sales operations discuss the best way to work together. What struck me instantly about this working relationship is how Brian, the head of sales looks to his sales operations leader as more than just support. Many sales leaders boast of developing the strategy and having sales operations support it. Sales leaders in the audience can learn from Brian’s approach to leveraging sales operations as a strategic partner. It’s no coincidence that Brian has hit his number consistently over six years. Watch as Brian describes how he builds the sales strategy together with Steven, the head of sales operations. The planning process begins with Brian recommending the things that he wants to do based upon some of the feedback received from the market. This includes a recommendation on the type head count and the areas that we want to fund. It’s a starting point and Brian works very closely with the sales operations team to vet those ideas. That’s when the science comes in. Brian’s team has been growing both the inside and outside sales teams continually every year, and the sales operations team helps Brian look at where there’s the most opportunity in the market with data and science to plan the business. Too much art leads poor decisions, so Steven is providing the data and information Brian needs to make wise decisions. For the sales operations community, watch as Steven describes the keys to a productive relationship with sales leadership. Trust is the biggest factor to the success of any relationship. Steven describes the transparency from both sides. The head of sales is transparent with sales operations on what their plans are and what they need to go out and do and execute. Sales operations is transparent on the reasons why we can and cannot do certain things. Ultimately sales leadership and operations have the same goal. Steven states, “He has a revenue goal he's got to hit, and my job is to enable him to make sure he hits that, because ultimately it’s just one number, it's the Pandora number, and we're all on the hook for it. Making sure that we're always conscious that at the end of the day our goals are perfectly aligned.”
Views: 1171 SBI TV
The Great Debate on Corporate Strategy: 5 Experts Weigh In
 
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Greg Alexander, CEO of SBI, joined by an expert panel, delves into a series of corporate strategy questions from the SBI community. Visit http://bit.ly/GoSBI for more about SBI. 01:00 Guest introductions 04:11 Supporting the sales team 07:12 How to sustain new sales programs 09:13 Sales kickoffs 14:49 Generating opportunities 22:05 Overcoming a difficult internal sale 30:58 Garner an accurate sales ops forecast 34:46 Talent strategy: hiring the right sales operations leader 36:09 Sales forecast vs. sales pipeline: who is responsible? 38:03 Is social worth the time? 47:07 Join the SBI conversation SBI TV Episode Summary: Join SBI for an expert panel on sales tips, sales strategy, marketing strategy and more. The approach is balanced as we will hear varying opinions on corporate strategy from our guests. In our first segment, we discuss what it takes to get your organization to support sales at the beginning of the year, how to encourage your team to sustain supporting a new sales program and how it all ties into a sales kickoff within a company. In our next segment, we explore how to help your sales team generate their own opportunities and how to overcome a difficult internal sale in order to make doing business with your organization as efficient and easy as possible. Lastly, we cover a talent strategy guideline that will help put the right person in your sales operations role and whether social selling strategies are worth your time or just hype. Ready to Make Your Number? If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016-report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/contact-us/.
Views: 4402 SBI TV
Theory vs Practice: Sales Executives and Consultants Debate!
 
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Today’s episode features two perspectives on the most popular topics in our How to Make Your Number in 2016 Report (http://bit.ly/hityournumber). One point of view is from the sales executive who tackles sales process and sales management issues every day and the other is from the consultant who deals with sales problems across multiple industries and markets. The result? A perfect balance of street smarts and book smarts. 00:31 Introducing the panelists: Matt Sharrers, Joe Vitalone, Chris Perry, John Gleason, Mike Drapeau and Aaron Bartles. 02:23 Balancing talent and performance conditions 06:57 Evaluating talent vs. performance conditions from an outsider point of view 10:23 Tips for enabling A-level talent 13:30 Discovering and releasing trapped potential within your sales team 17:02 Getting lead generation right in your sales process 19:11 Who’s responsible for lead generation anyways? 23:12 Social screening: LinkedIn is the new caller ID 24:49 Knowing when to raise the bar when it comes to record years 27:13 Advice to a sales leader trying to extend a blowout year 32:02 Figuring out your gold metal year with advanced metrics 34:44 How to prioritize initiatives in your sales process 38:58 Integrating customer and prospect feedback into your sales process 41:37 What is the value of listening to the market? SBI Sales and Marketing Video Podcast Episode Summary: This episode of the SBI Sales and Marketing podcast is truly like no other. Today we’re joined by an esteemed panel of thinkers and doers to present to you differing perspectives on sales management, from lead generation all the way to the enviable problem of dealing with success. You’ll hear opinions from the point of view of the sales executive at the top of his industry to the seasoned consultant with years of experience analyzing different industries and markets, all to bring focus on what’s lost in translation when sound theory is put into practice. Ready to Make Your Number? If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016-report to see the details of our six-step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/contact-us/.
Views: 8617 SBI TV
Fast Frame of the Week - Developing and Executing a Sales Strategy Through Channel Partners
 
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Welcome to the Revenue Growth Fast Frame of the Week. I’m here with Joe Vitalone, the Chief Sales and Marketing Officer at Razberi Technologies. Joe answers the question, "When evaluating a potential partner, what are the 3 most important criteria to consider when assessing whether they are the right partner for a win-win relationship?"
Views: 291 SBI TV
Your Guide to B2B Marketing Campaigns that Generate Revenue
 
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Today’s show is a rare opportunity to hear from an entire B2B marketing leadership team on a key topic that will make or break the year for most companies. We are going to demonstrate how to design marketing campaigns that generate revenue. Joining me in the studio today is the marketing team from Polycom, an agile B2B marketing team. With 400,000 customers and 25 years of success, Polycom is the leader in the collaboration space. Our guests include Amy Barzdukas the VP of Global Solutions Marketing, Maurizio Capuzzo the VP of Americas Marketing, Charles Dunlap the Director of Lead Generation, and Jim Kruger the CMO. To facilitate the conversation, we will leverage SBI’s campaign planning tool that is displayed for viewers. I am going to walk this team through the steps and get them to share with you how Polycom plans campaigns from their own version of SBI’s planning process. Why this topic? Campaign budgets are limited and these campaigns need to generate revenue. In B2B, marketing campaigns generate revenue when they are hyper-targeted, and do not when they are spray and pray. Today, we will demonstrate how to generate revenue and achieve a return on the campaign dollar. The show begins by addressing the key question of how marketing leaders make the go/no do decision on campaigns. Watch as the process for decision making is described in detail. Watch as Maurizio shares with the audience how to pick a target audience, and how do you select the correct media for a campaign. Maurizio stated; “The target audience will consume the different type of information according to their stage in the buyer journey. Therefore, we need to look at and learn what they like to consume, when they like to consume it and the type of information that they use. Therefore, as part of the process of understanding who they are and what they do, we try to work with the sales team in understanding and interview the customer as well.” We discussed how to build campaigns based on the buyer persona’s emotional drivers. This is easier said than done. Amy Barzukas provides an insightful answer into the approach. Amy stated, “It requires a lot of research into really understanding buyer personas; and you need to understand what they value, what they worry about, what they care about – and then build your messaging for them so that you know that what drives them. Then talk to them about the ease of use – about the ways that it's going to make their life easier.” The final segment of the show is focused on demonstrating how to pick the activities to use for each campaign, how to develop compelling offers, and lastly how do you measure the effectiveness of a campaign. Would you like help developing your campaign strategies? The Polycom team sat down with me and my team of hand-picked experts. Come see me in Dallas at The Studio, SBI’s multimillion dollar, one-of-a-kind, state-of-the-art executive briefing center. A visit to The Studio typically results in getting three months of work done in three days. The immersive sessions accelerate everything, dramatically reducing the time it takes to diagnose a problem, develop a solution, and create an implementation plan.
Views: 964 SBI TV
How to Hire 'A' Players
 
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You probably think you have this one nailed down. But I still see many folks making critical errors in the journey to hire A players. Here are my top 3 tips when it comes to hiring the top 10%: You need an A Player scorecard that defines A Players by role. Have a job tryout. Put them in a live fire situation where they demonstrate the competencies you want to see. Make them quit. Send them into the most difficult day-in-the-life-of and see if they can handle the pressure.
Views: 191 SBI TV
Introducing SBI's Exectuive Briefing Center - The Studio
 
01:49
What is The Studio? The Studio is a multi-million dollar, one-of-a-kind, state-of-the-art executive briefing center located in Dallas, Texas. It was developed by SBI specifically for executive teams inside of companies with aggressive revenue growth goals, who don’t have a lot of time to waste, and have a lot on the line. What Does The Studio Do? The Studio amplifies your experience with SBI. We call it the 10xer, meaning everything that happens in The Studio happens 10x faster and is 10x better. Increase the Probability of Making Your Number To grow revenue’s faster than your industry and competitors-every month, quarter and year is hard to do. A visit to The Studio increases the probability of making your number because the sessions are built on the proven strength and stability of SBI, the industry leader in B2B sales and marketing.
Views: 1282 SBI TV
Attracting A-level Talent with Emerging Recruiting Strategies
 
37:35
On today’s episode of SBI Sales and Marketing video podcast, we delve into how your recruiting strategies can make the difference between a successful business and a failing one. Visit http://bit.ly/6stepgrowth to follow along at home. 00:45 Introducing Todd Cione 03:47 Discussing what it takes to have star sales employees 05:18 Developing your sourcing and recruiting strategies 06:09 Using recruitment strategies to locate great talent 09:35 Seeking out hirable talent rather than receiving applications 14:34 Assessing the talent for hiring potential 17:49 Determining the best cultural fit for your company 20:32 Checking references before the onboarding process 22:18 Determining who should become a part of the company 27:06 The onboarding process for your new employees 31:43 Shifting from onboarding to ongoing employee development 35:21 Discussing career development over time SBI Sales and Marketing Video Podcast episode summary: Today we speak with Todd Cione, the Chief Revenue Officer at Rackspace, about what recruiting strategies he uses to develop a flexible hiring process for his company. First, we discuss what constitutes a successful sales team, and how to discover the “A-players” within your hiring pool. We cover what recruitment strategies Todd uses to find the talent he needs, including searching outside of the typical hiring pool and how to entice those people to consider at your company. Next, we go through each step in the hiring process, including assessing the talent for hiring potential, determining the best cultural fit, and checking references to confirm their achievements and potential. Finally, we discuss the most efficient onboarding process for your new employees. In addition, we discuss the future of employee development, and how to transition from onboarding to continuing development for any potential career paths your new employee may have. Ready to Make Your Number? If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016 report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/contact-us/.
Views: 2479 SBI TV
3 Content Marketing Steps to Achieve Dominant Brand Preference
 
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Today’s show will demonstrate how to earn brand preference by satisfying the information needs of your target prospects. Our guest today is Rick Medina, the head of sales channel marketing at Intuit. To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Turn to page 190 of the PDF to review the Content Strategy and Planning phase of the workbook. Rick is uniquely qualified as an expert on this topic. Rick leads B2B sales channel marketing efforts to drive growth and strategic disruption in Intuit’s inside sales, retail, and VAR channels. Watch as Rick demonstrates how to earn brand preference by satisfying the information needs of your target prospects. The highlight of today’s TV show is the summary of three action steps for every B2B marketer to leverage when developing content. Starting with these action steps places your marketing team on the path to walk alongside prospects. Watch the full interview for greater context and a systematic demonstration. 1. The first is to have a clear strategy articulating what you want to do, why you want to do it. This helps create a shared consciousness with marketers and sales teams, and make sure that the teams work on the highest priority. 2. Second is to get to know your target prospects, their attitudes, their behaviors, their triggers, etc., really striving for empathy. 3. The third, produce a map content to the buyer’s journey. Last is to measure success, and always remember to walk alongside your prospect. When they thrive, we all do. During the interview, Rick describes how Intuit creates content for B2B prospects based on the prospect’s shopping journey. The messaging within the content is built to speak to the buyer persona early in the process. The types of content built for the prospect audience is performed by matching information needs to buyer actions in their journey. Rick describes how is marketing team strives to walk alongside the prospects, by providing the right information at the right moment. Why this topic is important? Producing and distributing content for everyone means really doing it for no one. For content marketing to generate revenue, you must know exactly what your customers need, where they need it, how often they need it, and in what form they need to consume it. Miss any of these items and your content marketing efforts will fail to contribute to revenue growth in any meaningful way.
Views: 236 SBI TV
The Number One Way Sales Operations Proves Value
 
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Sales Operations leader demonstrates how to improve the efficiency of the sales team. Joining us for today’s show is Shannon Gregg, a sales operations leader who knows a thing or two about impacting revenue growth in a meaningful way. Today’s topic is focused on sales operations and we are going to demonstrate how to improve the efficiency of the sales team. During our discussion, Shannon and I leveraged the annual workbook for our conversation. To follow along, download the workbook, and flip to the Sales Operations phase on pages 314 – 319. Helping me with our demonstration is Shannon Gregg, the head of sales operations for TeleTracking Technologies, a clinical workflow company. Shannon is uniquely qualified to speak on this topic with 15 years of sales operations experience. Why this topic? Sales operations has become a catch-all phrase. The sales op leader gets assigned all the work no one else wants to do. Often underfunded and under staffed, sales operations leaders fail to deliver a meaningful revenue contribution, yet the best growth executives understand that sale ops are the most strategic sales function in the entire company. They understand that when deployed correctly, sales ops can impact revenue growth in a very meaningful way. Do not starve this key department. If you do, you’re going to miss your revenue goal. Lifetime Value Analysis is the number one way to prove the value that sales operations can bring to an organization. This is the ratio of CAC to CLTV. In general, for every dollar that you spend to acquire a customer, it should be generating four to five dollars over the lifespan of your customer. The sales operations team who provides this ratio provides the key to achieve great clarity for the head of sales, the CEO, the head of marketing, and the product leader. When you understand this number, this opens many options for the sales and marketing leaders to invest acquiring new customers. Shannon describes how she tracks Customer Acquisition Cost (CAC) and Customer Lifetime Value (CLTV) to provide the executive team with a clear read on how much to invest to acquire a customer. Shannon’s company enjoys long-term retention of customers that can be up to 25 years with a retention rate of 95%. Shannon begins the show providing a foundation of the strategic focus areas of her sales operations team. She begins with the strategic focus of reducing the administration time of your people in the field to increase their available revenue generating time. Shannon asks herself, how can sales operations create more time with efficiency and effectiveness to allow the sales team to get out there and do what they’re doing best, which is closing deals and making money? To make this happen, her team provides predictable processes, operational resource planning, revenue projections, pipelines, forecasting and technology so that the sales team can use systems, tools and processes that give sales more time in the field. Watch the dialogue regarding the use of descriptive and predictive analytics. Shannon describes how she is going beyond what happened to reliably predict the future. Her team looks at traditional KPIs, velocity, volume, customer touches to understand exactly what’s coming out of this team. Understanding geographies and what’s happening in the industry helps Shannon understand in how to redeploy resources, including where we should be pulling resources. The insights from analytics also inform where to perform early stage of marketing and nurturing campaigns to generate marketing qualified leads. Shannon understands exactly what pathway sales operations should direct marketing to focus alongside the traditional sales process.
Views: 846 SBI TV
Transforming Your Company’s Sales Strategy
 
35:05
On today’s episode of SBI Sales and Marketing Video Podcast, we delve into creating a sales strategy to rival any Fortune 500’s. Visit http://bit.ly/6stepgrowth to follow along at home. 03:31 How to utilize your sales strategy to promote growth 06:31 Redesigning the sales organizational structure without upsetting the sales balance 11:39 Keeping the executives on board with your strategic planning 14:51 Kickoff your sales transformation with an assessment period 19:44 Adding infrastructure investments to your business strategy 22:26 Getting everyone on board with new technology 26:21 Step one of a successful sales transformation- assessment 29:32 Step two- find the areas to fix first and go after those areas 30:51 Step three- building upon your new organizational structure 32:40 What to avoid at all costs when redesigning your sales strategy SBI Sales and Marketing Video Podcast Episode Summary: Greg Alexander, CEO of SBI and host of today’s video podcast, sits down with John Gleason, senior vice president of global sales for Ryder Fleet Management Systems, to speak about creating a successful sales strategy transformation from within your company. First we spoke about redesigning your organizational structure without disrupting current operations or offending current employees. In order to prevent backfire from within the company, it is important to keep current employees in mind when redesigning your strategy. A lack of support from within can halt your strategic planning in its tracks. Next, we discuss which steps to take before implementing any changes. The first aspect includes an assessment period, to analyze organizational development and reveal the problem areas. Then, if necessary, implement any infrastructure investments and include the departments needed in the developments, such as IT, in your strategic planning process. Finally, we analyze the three most important aspects to ensure a successful sales transformation. Step one is leveraging the assessment period to determine the largest holes in the business strategy, and step two is repairing those as quickly as possible. Step three is utilizing step two’s reparations while building upon them to create a stronger and more comprehensive sales strategy. Ready to Make Your Number? If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016 report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/contact‐us/.
Views: 4291 SBI TV
How a CEO Identifies the Real Drivers of Revenue Growth
 
32:00
Joining us for today’s show is Bryan Adams, the co-founder and Managing Partner for Integrity Marketing Group. Today we are going to demonstrate how to create clarity throughout the entire company by getting everyone laser-focused on the real drivers of revenue growth. Why this topic? Organizations that have too many objectives and priorities have none. They risk accomplishing nothing of significance. A CEO’s strategy often goes unexecuted because the sales, marketing, and product leaders are in their silos pursuing what they feel is important. This causes strategic misalignment and results in sub-par revenue growth. Bryan is an executive leader who rose through the corporate ranks as one of the youngest VP’s in his industry, and then, as an entrepreneur, started his own thriving business. He is an expert on building, growing, and scaling a business.  In the first segment of the program (6:18) Bryan shares the top goals of his business and the greatest challenges they face. He explains (8:03) how different types of growth earn different returns on capital, revealing that not all growth is equally value-creating. And, he walks us through (9:23) the process of converting revenue growth into a proportional growth in cash flows. Watch as Bryan describes (12:57) the three sources of revenue growth: Market Expansion, Market Exposure, and Market Share Performance. Bryan reviews each source and how it applies to his business, in order to understand the drivers of revenue growth. We wrap up the show (26:48) by discussing what strategic trade-off decisions should be made to prioritize long-term value creation. And Bryan discloses his willingness to forgo short-term profits to earn better return for shareholders (27:00) in the long-term.
Views: 2615 SBI TV
How to Develop and Execute a Revenue Growth Strategy
 
36:22
Greg Alexander, CEO of SBI, joined by John Myers, shares how to develop and execute a revenue growth strategy. http://bit.ly/GoSBI. 00:20 Welcome and guest Introductions 04:12 Laying the foundation for revenue growth by clearly determining the company's mission 08:00 How John develops the Rentokil brand 12:37 Developing financial objectives 15:07 Determining which markets to compete in 19:45 How to develop a competitive and sustainable competitive advantage 28:53 Practical advice for increasing revenue growth with a marketing strategy 32:53 Wrap up SBI Sales and Marketing Video Podcast Summary: Greg Alexander and his special guest, John Myers, CEO of Rentokil Initial, discuss how to develop and execute a revenue growth strategy using corporate strategy, step 2 (found on pages 51-70) of SBI’s Revenue Growth Methodology, as a guide. Go to bit.ly/SBIreport to follow along. John shares how he laid the foundation for growth by clearly determining the company’s mission, vision and values. He defines the way he wants his employees to behave with customers and each other. John also shares how he develops the Rentokil brand and determines financial objectives. He explains how he decides which markets to compete in, which to avoid and why. Lastly, Greg and John leave viewers with practical advice about how to increase revenue using a strong marketing strategy. Ready to Make Your Number? If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016-report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/contact-us/.
Views: 1770 SBI TV
Emerging Best Practices for Selling Through Partners
 
39:25
Today’s show is focused on one of the hottest and most consistently requested topics from this audience of executive decision makers. Our topic today is about selling through partners. Joining us for today’s show is Finn Faldi, a Partner Revenue Officer who knows how to go to market with the right channels. Today’s topic is focused on the emerging best practices for selling through channels. Finn and I leveraged the SBI annual workbook to guide our conversation. To follow along, flip to the Channel Optimization phase starting on page 294 of the workbook. There is a new title emerging for partner executives and that is the PRO. This stands for Partner Revenue Officer. I have the Partner Revenue Officer from LifeLock joining us to share with you, the audience of B2B marketing and sales leaders, the emerging best practices from the B2B2C world for B2B partner selling. Finn Faldi is the Partner Revenue Officer for LifeLock. Finn will demonstrate how to cover the market completely by utilizing indirect sales channels. I sought out the top expert on selling through partners to share emerging best practices. To do this I looked to business-to-consumer companies with a heavy partner mix in their sales motion. The reason being is that business-to-consumer companies almost always lead B2B industries in the adoption of new emerging best practices by several years. So why this topic on this day? Selling to customers directly when they want to buy from partners, is a sure-fire way to miss the revenue goal. Selling to customers through partners when they want a direct relationship with your company, can be equally devastating. Within the direct and indirect channel model, there are multiple sub-models to consider. Coverage model decisions have never been this complicated, for we live in the omni-channel era.
Views: 2315 SBI TV
Sales Strategies for Selling to the Small Business Segment
 
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On this month’s SBI TV episode we spoke with 2 great guests. Paul Rosen, chief sales officer at OnDeck Capital, and Aaron Stead, senior vice president of sales at Infusionsoft. Both have had phenomenal success. Paul’s company has gone from $0 to almost $200 million in sales in less than a decade. And Aaron’s company has gone from about $10 million to $100 million in sales in a little over 5 years. The topic of our conversation was how to successfully sell into the small business segment, something both sales leaders excel at. We begin the show by describing how to understand the small business market. There is a lot of confusion around what it actually means to be a small business. Our guests will share insights into how to precisely define this segment. They will also share how big this market actually is and how quickly it’s growing. In the second segment, we will turn our attention to competition. Paul and Aaron will share who they compete with, and how they are able to gain mind share. They will also explain determining how you should compete: on price, product or customer experience? Additionally, we will talk pricing. In their experience, what is the best way to price a product? And how does this match up with their product’s value proposition? Paul and Aaron will also touch on their marketing strategy. They will discuss their brand attributes, and brand promises. They’ll explain their lead generation strategies, and what marketing activities have proven the most successful for their organizations. Finally, we will wrap up the show by discussing sales channels. Which work best in the small business segment? And what does their sales process look like when selling into this market? They will also dive into sales quotas and sales compensation needed for reps selling into small businesses. They’ll expand around what type of reps doe best in this environment and what a typical hiring profile looks like. Selling into the small business segment requires a very different sales strategy. Watch here as two experts explain to best develop and execute this type of sales strategy.
Views: 4744 SBI TV
The Ultimate Guide to World-Class Product Marketing
 
30:00
Our show today demonstrates how to increase pipeline attribution, customer loyalty, and customer lifetime value through product marketing. Too often product marketing teams are focused on features and functions. Our conversation today is focused on associating product marketing excellence with revenue contribution. Joining us today is Phil Montgomery the Chief Marketing Officer of Pulse Secure. Pulse Secure provides secure remote access not only to your data center, but also to your cloud applications, from desktop and mobile devices. Watch Phil demonstrate how to increase pipeline attribution, customer loyalty, and customer lifetime value through product marketing. Why this topic? Product marketing teams that do not have revenue targets are considered overhead. They are not revenue contributors. Weak product value propositions, messaging and competitive positioning statements result in poor win rates and deal sizes. Underfunded, and understaffed product marketing teams translate to poorly enabled sales forces and disappointing revenue performance. Product management and product marketing need to interlock. Watch as Phil describes that one of the first things to is to move the product marketing team to sit with the product managers. “I'm a big believer of what I call two in the box. By that I mean product management and product marketing. They are two sides of the coin. There is often overlap. These two groups need to be working together at all times.”
Views: 671 SBI TV
Implementing an Agile Operating Model
 
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Drive above average revenue growth by having an agile operating model. Do you work in an agile organization: 1. Do you have a five or less documented set of initiatives that interlock the entire company; and are you reviewing those once a month as a senior team? 2. This annual plan is broken down into a set of quarterly priorities that you as an executive leader are personally responsible for and which drives your focus. 3. You know how to have a good day. It seems simple but if you ask your employees what makes a good day, there will be a lot of talk and little clarity. The way you create clarity in an agile operating model, is that people are driving their good day with those quarterly priorities, breaking those down into a set of metrics, and they know what the inputs are to drive that quarterly rhythm. 4. The construct of a critical number. There has to be one critical number that will move the organization forward, that is you work on that critical number you make leaps and bounds toward being an emerging best practice leader in revenue growth. That's all for today, good luck with executing your agile operating model. If you need help putting together your agile operating model, please contact me by email at [email protected]
Views: 188 SBI TV
SBI’s 5 Step Sales Strategy Development Process in Action
 
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On this episode of SBI Sales and Marketing video podcast, we discuss sales strategy development. Visit http://bit.ly/GoSBI to learn more about SBI. 02:24 A brief introduction to the 5 sales strategy development steps 04:08 Converting company targets into sales strategies 06:50 How strategic planning is easiest when started early 08:09 Breaking down the strategic planning process into smaller categories 11:00 Engaging your sales team in strategy planning 13:14 Constructing a sales methodology 17:50 The organizational design for your sales strategy 21:51 Strengthening your plan with sales operations and enablement 25:58 Round out your sales strategy with sales support 27:58 Reviewing the most important steps in planning SBI TV Summary: Greg Alexander, the CEO of SBI, and Spencer Hodson, the VP of sales and channel strategy operations and enablement at Harmonic, talk about the five-step strategic planning process to develop next year’s sales strategy. Step one, planning, includes a forecast of last year’s success and plans the coming year’s projected earnings. Then, step two covers the sales strategies the company will use to engage customers and prospects. Step three focuses on organizational strategic planning and how to plan a successful sales organizational model. This leads to step four, execution planning, which highlights the best way to enact the changes made to the sales strategy. This step’s most important components include sales operations and sales enablement. Finally, in order to have a successful sales strategy, internal support for all aspects of your sales team must be mapped out in the strategic planning process. Ready to Make Your Number? If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016-report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/contact-us/.
Views: 1451 SBI TV
5 Activities to Align Your Sales and Marketing Strategy
 
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Greg Alexander, CEO of SBI, joined by Alex Shootman, president of Apptio, shares five activities to align your sales and marketing strategy. http://bit.ly/GoSBI. Time Stamps 00:10 Welcome and special guest introduction 03:20 Apptio’s brand promise and why you should believe it 05:28 How the sales team lives the brand 09:50 How to create and distribute compelling content 13:20 Campaign planning 17:08 How to maintain the people during the sales cycle 18:37 How to build an organizational design between sales and marketing 23:38 How to calculate the numbers of heads in sales and marketing 27:30 How does product marketing help your sales team win 32:04 The role of field marketing 35:24 Marketing and sales operations support 38:02 A description of the marketing and sales tech stack 40:46 Greg’s two cents SBI TV Summary This week on SBI TV, we discuss five activities to align your sales and marketing strategy with our special guest, Alex Shootman, president of Apptio. In our first segment, we discuss the brand planning, including Apptio’s brand promise, and why you should believe it. We also discuss how the sales team lives the brand. In our second segment, Alex shares how to create and distribute compelling content and campaign planning. In our final segment, we share how to organize and build the organization design, the role of field marketing and what kind of support the team needs. Ready to Make Your Number? We like to keep it simple here at SBI. If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016-report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/contact-us/.
Views: 2356 SBI TV
Customer Experience as an Sustainable Competitive Advantage
 
26:24
Today in this post we will demonstrate how to make the customer experience a competitive differentiator. Our expert guest today is Cigna’s Vice President of Global Product Strategy and Operations, Rob Wentling. Cigna is one of the largest global health services companies in the world. Rob is accountable for creating and delivering an enterprise-wide product strategy including core product development and management processes critical in helping Cigna achieve its “Go Deep, Go Global, and Go Individual” strategy. During the interview, Rob will demonstrate how to make the customer experience a competitive differentiator by using Cigna as an example. Rob defined the customer experience as creating an experience design that exceeds customer’s expectations. Basically, providing them greater value than they anticipate or they expect. Watch as Rob describes how to understand which customer touch points are most critical, those moments that matter the most. If you construct an experience and you communicate very well with the customers and you segment your customers and understand which customer segments have the greatest needs at the different moments that matter, then you have a true level of competitive differentiation. Why is this topic important? Customer’s expectations have risen, and failure to provide an exceptional experience for each customer can result in poor revenue growth. Some customers prioritize their experience over product performance, believe it or not, when making a purchase decision. This requires a deep understanding of the customer’s journey and each touch point along the way. Mapping this customer’s journey is a difficult yet mission critical task that when done correctly can result in exceptional revenue growth. There are three primary ways to compete. Product differentiation, price, or customer experience. It seems like that we’re living in an era where product differentiation is harder and harder to obtain, product life cycles are much shorter. With global competitors, product features are sometimes easily copied quickly. It also is very difficult to sustain a price advantage. The customer experience is uniquely human and difficult to copy. If you can truly master that customer experience and how humans interact with other humans and differentiate in those moments that matter, that Rob mentioned earlier, it’s sustainable. Consider a workshop with your team at The Studio, SBI’s multimillion dollar, one-of-a-kind, state-of-the-art executive briefing center located in Dallas, Texas. A visit to The Studio increases the probability of making your number because the sessions are built on the proven strength and stability of SBI, the industry leader in B2B sales and marketing.
Views: 450 SBI TV
How to Build a Sales Operations Strategy That Works
 
38:29
This week on the SBI Sales and Marketing video podcast we're joined by special guest, Dave Howard, to discuss sales operations. Visit bit.ly/SBIreport to follow along at home. 00:44 Introducing Dave Howard, senior VP of sales operations at FIS 01:50 Finding balance in the sales operations role 04:18 Providing sales operations teams with objectives and meeting them 10:45 How Dave constructs his data architecture 13:20 Establishing a unique identifier in your sales strategy 15:36 Creating and using effective dashboards 17:44 Switching from weekly to real-time analytics 22:15 Developing a sales technology stack (buy vs. build) 27:53 The role sales operations plays in quarterly business reviews 29:31 Inter-company dependencies 33:50 The first steps to becoming a well-balanced, strategic sales operations leader. SBI Sales and Marketing Video Podcast Episode Summary: The SBI Sales and Marketing video podcast is a weekly dive into sales and marketing strategies featuring advice from some of the top CEOs, CMOs and sales leaders in their industries about how they hit their sales quota year after year. In this video, we use the SBI Revenue Growth Methodology (http://bit.ly/6stepgrowth) to discuss sales and operations planning and how to build a defined sales ops strategy. This episode, Dave Howard, senior VP of sales operations at FIS, a Fortune 500 company specializing in global banking and payment solutions, draws on his 15 years of experience in sales and operations planning to discuss how sales operations leaders can set their companies up for success by developing a great sales ops strategy. Dave talks about the three objectives he sets for his sales ops team and his rock-solid sales operations processes. He also discusses his company’s approach to data architecture, sales analytics, dashboards and technology tools. He then shares insights on how his sales ops team interfaces with the rest of FIS’s 40,000+ employees. Our conversation, together with the SBI Revenue Growth Methodology’s insights on sales strategy, has everything you need to start opening a sales pipeline with a smart, balanced sales operations strategy. Ready to Make Your Number? If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016-report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/contact-us/.
Views: 5019 SBI TV
Top 3 Sales Strategy Priorities of CEOs
 
34:51
Our guest today is Rob Hornish, the President of American Sales for Polycom. Rob has 20 years of sales leadership experience in the high-tech industry sector, with a proven record of accomplishment in building and developing high performing teams. Today we are going to demonstrate the top 3 self-reported sales strategy priorities of CEOs. SBI’s Revenue Growth Diagnostic gathers inputs from thousands of B2B sales organizations, and we pulled the research from CEOs who have taken the assessment. What we have seen in the data is that CEOs are consistently reporting that their top 3 priorities in the Sales Strategy are Market Planning, Account Planning, and Prospecting. Rob is going to demonstrate how the sales function executes against these 3 CEO priorities for the sales force. Why this topic? Sales drive revenue growth, and with such stiff competition, CEOs need a bullet proof sales strategy in order to make their number. Of course, the key to the success of your sales strategy is prioritization. Your sales strategy will impact revenue growth if Market Planning, Account Planning, and Prospecting are prioritized and properly executed. Watch as Rob describes the 3 highest sales strategy priorities to develop an indestructible sales strategy that drives revenue growth for your company. Rob shares, “At the end of the day, it’s about revenue. And I have to tell you, between the programs we’re putting together in the channel, what we worked on with our distribution partners, and, most importantly, how we’ve segmented the sales force, we’ve been very, very successful. Definitely more so than we’ve ever been in the past.”
Views: 3507 SBI TV
Major New Advances in Applying Market Intelligence to Revenue Growth
 
24:23
On this episode of SBI TV, Matt and Marc Osofsky, CEO of Aberdeen, demonstrate the importance of Market Intelligence. Why is this important for your company? Many companies are flying blind, and this is especially true with B2B companies. Company leaders are forced to reactively respond, rather than proactively guiding their teams to a higher level of success.
Views: 888 SBI TV
How You Can Have Incredible Interlock with Key Leaders
 
03:22
Jamey Heinze, CMO for iGrafx, discusses his top three tips for establishing incredible interlock in relationship with the key, fundamental leaders of your organization.
Views: 139 SBI TV
How New Sales Operations Leaders Can Create Instant Results
 
27:51
On this week’s SBI Video Podcast, we spoke with Todd Doolittle, the head of sales operations at Concentra, a national leader in occupational health. Todd was recently appointed to this role after many successful years in other sales roles. Watch here as Todd shares the keys to success for a newly appointed head of sales operations. Todd will begin the show by exploring the importance of the first 100 days. He’ll explain how he determined his biggest priorities, and also his biggest challenges. Also, he’ll discuss why it was important to create organizational confidence in the sales ops team right off the bat. He’ll dive into the specific challenges he faced, and how he overcame them as well. Essentially, he will walk our audience through how he was able to make an immediate impact at Concentra. Next, Todd will tackle a critical issue faced by almost all sales ops leaders – lack of resources. Too often the sales ops budget is very limited, yet the expectations are high. Todd will provide 3 steps to overcoming this obstacle, and share insights on how to get a lot done with minimal resources. Ultimately, you cannot blow your honeymoon period as a new sales ops leader. Watch as Todd explains how to best set expectations and create results with the sales ops team immediately
Views: 2108 SBI TV
Top 3 Leading Indicators that Matter
 
03:49
Today, Marc Osofsky, the CEO of Aberdeen joins us on SBI TV. Aberdeen is the leading company in market intelligence. One of the things our peers struggle with is having real-time visibility and intelligence in B2B that they can see B2C companies have. What are the three leading indicators that help you make decisions and increase your win rates? 1. Awareness. What percent of companies are familiar with my business. I can't sell more than my awareness. So, knowing your awareness level by segment and how it ranks relative to competitors is huge in helping to decide where I need to invest in marketing dollars to increase it. 2. Consideration. Someone knows me, but are they considering me for an evaluation. Am I in the deal? 3. Market share. Am I actually winning and losing? Am I gaining share in this segment relative to your competitors. If you're struggling with understanding awareness, consideration, and share you should be measuring yourself on growing faster than the industry and your competitors. Does your ideal customer profile even know you exist? Are you in the deals? Are you winning or losing?
Views: 523 SBI TV
The Right Go-to-Market Strategy for Your Product Launch
 
41:07
Today in this post we will demonstrate how to integrate your product strategy with your go-to-market strategy. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the product strategy Go-to-Market section that begins on pages 138 - 151 of the PDF. My interview with Terry Hicks, Chief Product Officer at Infusionsoft provides clarity on this topic. Infusionsoft is the leading provider of sales and marketing software for small businesses. Prior to Infusionsoft, Terry led Quickbooks online at Intuit, growing subscribers from 450,000 to 850,000 in under two years. That's a remarkable track record. Terry is responsible for the company’s entire product development process from determining where to focus the company’s efforts, through new product launch. Watch as we discuss how to integrate your product strategy with your go-to-market strategy. Your company is investing money in order to growth faster than their industry and competitors. Make sure you are getting it right by integrating your product strategy with your go to market strategy as Terry has. Terry provides three key ways to integrate the product and go-to-market strategies. Watch the episode to dive deep into the use case and think through the insights that can be ‘aha’ moments for your business. • First, Terry recommends really knowing and understanding your customer. Your product strategy and go-to-market strategy need to determine who you’re trying to serve, and what problems you’re trying to solve. • Second, really understand the customer’s behavior. The best way to do this is through testing. Because what customers say, and what they do, is often different. Terry recommends setting up simple tests to validate key hypothesis quickly. • And finally, Terry recommends understanding that the product is everyone’s responsibility. As you’re thinking about customer insights and product testing, include the cross-functional teams. Companies often spend about 30-40% of top line revenue on product, marketing and sales. This can be the largest expense on your income statement. Yet, many do not look at these as integrated expenses.
Views: 1450 SBI TV
Three Actions You Can Take Immediately to Drive Pipeline with Field Marketing
 
18:19
Step by step guide for marketing to build pipeline and accelerate revenue growth for sales SBI interviewed Kim Salem-Jackson, the Senior Vice President of Worldwide Field Marketing at Informatica. Informatica is the number one provider of data integration software, with over 5,000 customers. And Kim has over 15 years’ experience in the discipline of field marketing. Watch as Kim shares her experience and insights on the subject of field marketing. We will discuss how to drive revenue growth by connecting corporate marketing with the field. During the interview, we will discuss the impact of field marketing: •Segment 1: The role field marketing can and should play. •Segment 2: How field marketing and field sales can and should work together. •Segment 3: Three action steps the audience can take immediately to be successful with field marketing.
Views: 537 SBI TV
Billions in Revenue Starts with Strategic Alignment
 
55:44
Join us for an in-depth look at strategic alignment: the key to corporate harmony and success. Follow along with our report: (http://bit.ly/hityournumber). Today’s guest is Chris Perry, the president of global sales, marketing and client solutions at Broadridge Financial Solutions. With over 20 years of experience and more than $7 billion in earned revenue, he’s hands-down the most experienced executive working in the financial services sector. Together we discuss his ideas and experiences with business alignment and corporate strategy to help you hit your number. 00:45 Introducing Chris Perry 02:58 Strategic alignment: the difference between the haves & have-nots 07:42 Aligning your product strategy with your corporate strategy 09:33 Putting your product group in a consumer-facing role 10:15 Aligning your product strategy with your marketing strategy 12:59 What’s the difference between a product launch and a product flop? 16:45 Aligning your marketing strategy with your sales strategy 19:00 Virtual alignment: strategic alignment across geographic locations 19:55 Feedback & recalibration: listening to the front lines 23:34 Operating cadence & performance management 25:38 Keys to success: have a plan, bring experience and leave the ego at home 31:00 Performance management: tips for keeping a healthy stride 33:30 Maintaining strategic alignment 37:20 Driving strategic alignment with your sales and marketing teams 38:34 The Monday morning meeting methodology 42:17 Working on the business vs. working in the business 45:10 Conclusion: the first three steps to putting this theory into action SBI Sales and Marketing Podcast Episode Summary: Today we discuss the one thing all top companies have in common: strategic alignment. Together, with our guest Chris Perry, we talk about how to get the corporate strategy in sync with the product strategy, the product strategy in sync with the marketing strategy and the marketing strategy in sync with sales strategy, so you can get on the path to hitting your number, with as little resistance as possible. We also look at how to ensure consumer feedback is not just heard, but also incorporated into your sales and marketing efforts, how to course correct in the face of a product flop and how to keep a healthy cadence of communication across teams. We conclude by offering you an action plan you can start today to work toward hitting your number tomorrow. Ready to Make Your Number? If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016-report to see the details of our six-step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/contact-us/.
Views: 2759 SBI TV
The Strategic Planning Process From the Desk of Sales Ops
 
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Greg Alexander, CEO of SBI, joined by Amy Slater, shares how to develop and execute an annual strategic planning process. http://bit.ly/GoSBI. 00:04 Welcome and guest introductions 02:00 The long-range planning process defined 04:00 How strategic planning typically happens for the average company 05:20 How Rovi handles the annual planning process 10:20 How to translate corporate goals, such as revenue and EBITDA targets, to sales objectives 13:52 How to determine the necessary number of reps, managers and directors 16:40 What is a client director model? 21:54 Launching the sales strategy in the first quarter: kickoff events 27:55 Monthly operation reviews to stay in sync 30:04 The quarterly business review 33:14 2-3 things you can do immediately to set yourself up for success 35:32 Wrap up SBI TV Summary: Greg Alexander and his special guest, Amy Slater, SVP of worldwide sales operations at Rovi Corporation, discuss how to develop and execute a strategic planning process. Greg shares how the average company typically does this, while Amy discloses how Rovi handles this process differently. We discuss best practices, such as how to translate corporate goals, including revenue and EBITDA targets, to sales objectives and how to determine the best numbers of reps, managers and directors required. We also talk about how to properly launch a sales strategy in the first quarter with kickoff events and how monthly operation reviews help keep the teams in sync. Lastly, we leave viewers with two to three things they can do immediately to set themselves up for success in 2016 with strategic planning and sales operations. Ready to Make Your Number? If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016-report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/contact-us/.
Views: 1008 SBI TV
Inbound vs. Outbound – Generating Leads for Sales with Proactive Outreach SDRs
 
22:43
Today’s topic demonstrates how to leverage Sales Development Reps to generate leads for the sales team. If you would like to implement an outbound marketing program with a team of SDRs, consider having one of our experts spend some time with you in workshop. To get a feel for what’s covered in that workshop, download our 10th annual workbook that we use in these workshops. Our guest today is Heather Young, the Vice President of Sales Development for Rimini Street. Heather is responsible for leading the vision and strategy of the worldwide sales development organization for Rimini Street. Rimini Street is a leading global provider for a third-party enterprise support. This includes maintenance and support for SAP and Oracle E-Business Suite, Siebel, PeopleSoft, JD Edwards, Hyperion and RETEK software. Watch as Heather and I discuss the topic of inbound versus outbound callers. Should SDRs be a replacement of or an addition to Inbound Marketing? Heather describes why it’s absolutely a joint effort. Inbound marketing is critical in how B2B companies respond quickly to the interests of those engaging early. But outbound allows that proactive outreach to those who aren't engaged with your brand today. Heather demonstrates the ideal combination of both that allows for a full spectrum strategy to reach out to as many prospective clients as possible.
Views: 405 SBI TV
11 Steps to Aligning Your Sales Channels with Customer Demand
 
25:55
When sales channels overlap in their functions, both costs and customer frustration increase. So, how can you best allocate the channel mix to control costs and assure your customer needs are satisfied? SBI recently spoke with Christopher Bray, the senior vice president at Intel Security. Chris is responsible the company’s consumer business worldwide, and has over 25 years of experience. Watch as he walks our audience through the 11 steps he takes to align his sales channels with customer demand. Chris will begin the show by explaining how he defines his ideal partner profile. He’ll also discuss how he determines which product to sell through which partner. And why you must understand your end user to make this type of decision. Next, he’ll give us his thoughts on coverage models and how, and why, he has increased his at Intel. In the second segment, Chris discusses why the economic model of partner selling is very different than selling direct. He’ll dive into how to assess a partner’s ability to sell your product, and why your product’s value proposition is key to their success. He’ll also touch on competitive intel. How are the competitors using the channel, and what should you do with this information? Additionally, he’ll explain how to avoid, and resolve, channel conflict. In the final segment, Chris begins by explaining how he selects, recruits and onboards new selling partners. Essentially, he shares his secrets to structuring, and enabling his partners to sell more of his products. He’ll then discuss how he measures the contributions each market makes to the business, and how he determines if one partner is better than another. Coverage model decisions are more difficult than ever. We live in an omni channel era, and you must know how your customers want to buy. Watch here to understand how Chris successfully optimized his sales channels at Intel.
Views: 641 SBI TV
7 Steps to Developing Your Sales Talent Strategy
 
20:27
Greg Alexander, CEO of SBI, is joined by Dave Moore, vice president of North American sales at Businessolver, to demonstrate how to develop and execute a sales talent strategy. http://bit.ly/GoSBI. Time Stamps: 0:35 Introduction of today’s guest and show 2:20 Defining a talent strategy for the salesforce 3:15 How to build ‘A’ Player Profiles for the key roles in the sales organization 4:26 How often to perform sales talent assessments and what to do with the results 7:55 How to proactively source sales talent 9:21 Description of Dave’s candidate selection process 11:00 How to get new sales hires productive as quickly as possible 14:52 Developing the sales skills needed to be successful 17:38 How to build a sales leadership development program 19:30 Show wrap up SBI TV Summary This week on SBI TV, we discuss seven steps to take to develop your sales talent strategy to hit your revenue growth objectives with our guest, Dave Moore, vice president of North American sales at Businessolver. In our first segment, Dave shares how he builds ‘A’ player profiles for the salesforce. He then explains how he conducts sales talent assessments, and how these assessments are used. In the second segment, Dave covers the sourcing, hiring, and onboarding process used at Businessolver. He will explain how he hires new reps, and makes them productive quickly. In the final segment, Dave will share how he develops his talent, and how he builds his sales succession plan. Ready to Make Your Number? We like to keep it simple here at SBI. If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016-report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/contact-us/.
Views: 933 SBI TV
Using Territory Management to Meet Your Sales Quota
 
47:54
This week on the SBI Sales and Marketing podcast, we discuss the best tactics for hitting your sales quota each year. For more tips, check out http://bit.ly/GoSBItips. 00:40 Introducing Charles Race, executive VP of field operations at Informatica 01:10 Head count relative to sales quota capacity 02:13 Determining account potential 02:27 Top-down sales planning vs. the bottom-up approach 08:27 Sales management: Looking at the product launch road map 10:21 Determining optimal territory sizes 15:59 Balancing territories with their workload capacities 21:51 Opportunity-based quota assignments & ghost territories 24:14 Determining an assumed opportunity base 30:18 Territory management methodologies 36:58 Transitioning accounts across territories 40:25 The first steps to building a capacity plan 44:41 Factoring over assign into your sales cycle 45:48 Wrapping up and next steps SBI TV Episode Summary The SBI Sales and Marketing podcast is a weekly dive into sales and marketing strategies featuring advice from some of the top CEOs, CMOs and sales leaders in their industries about how they hit their sales quota year after year. In this video, we explore how to develop a healthy sales management strategy over a variety of territories. In this episode, Greg Alexander, CEO of SBI, discusses with Charles Race, the executive vice president of field operations at Informatica, his methodology for territory management, from assessing territory potential to encouraging sales reps to hit their sales quota each sales cycle. Greg also shares some of his more unique sales management tactics, including opportunity-based quota setting, ghost territories and offering multiple economic packages for your sales force to pick from. We end with a look at transitioning accounts across territories and communicating changes to the field. Ready to Make Your Number? If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016-report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/contact-us/.
Views: 4112 SBI TV
The Top 3 Elements of Customer Experience
 
01:35
Customer Experience design is sweeping B2B companies because consumer behavior usually outpaces B2B behavior by 2-3 years. If you're in the B2B world and you want ot have above average revenue growth you must have these 3 things. CX Design means you must have: 1. A Chief Customer Officer. If you don't have a CCO, you aren't truly focused on CX design, you're just talking. 2. The tenants of CX: Marketing, a Selling Motion, an Account Management Motion, and a CS Motion, and they all need to report in to the CEO. 3. Touchpoint analysis - understand the critical points of leverage on the customer journey. You must impart these 3 elements to be one of those B2B market leaders who grows faster than their industry and competitors.
Views: 347 SBI TV
Fast Frame of the Week - The Ideal B2B Marketer of the Future
 
02:46
Sangram Vajre, Chief Evangelist and Co-Founder of Terminus, explains what he thinks the ideal B2B Marketer if the future looks like.
Views: 565 SBI TV
Designing Your Sales Organizational Structure for 2017
 
29:10
Having the right people in the right roles is critical to hitting your revenue growth objectives. SBI was recently joined by Todd Skiles, senior vice president of sales and solutions at Ryder to discuss how he recently implemented a hunter farmer model. Watch as he discusses how he made this changed to his sales organizational structure. We’ll start the show by explaining why he choose a hunter/farmer sales model. Todd will dive into the process they used to evaluate different org models, and how they settled on one. He’ll explain the importance of tying it back to both the customer’s desired experience and your overall business objectives. Next, he’ll explain how he filled the new sales roles needed to move to this organizational design. He’ll discuss how and why he filled the majority of them with reps he already had. Todd will explain the formal assessment process that sales reps go through at Ryder and why this made the transition so much easier. He’ll also discuss sales compensation. When moving to a new sales org model, it is often necessary to adjust the comp plans. Todd will share with our audience how he successfully did just that. Finally, Todd will wrap up the show with some words of wisdom for our audience. He’ll explain what, if anything, he would do differently when contemplating a major sales organizational structure change. Watch here to hear Todd’s insights on altering your sales org chart.
Views: 1830 SBI TV
Why Your B2B Brand Matters
 
38:21
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 generation efforts at Solar Winds and has the right blend of strategy and execution that B2B companies need for success. Many B2B marketers have over-rotated to demand generation tactics without enough emphasis on brand. Tiffany is going to make the case for why branding and demand generation are not parallel paths, but rather should be intertwined to give you the highest probability of making your number. Tiffany is going to demonstrate how to create an inspiring brand that tells your strategic story through Brand Strategy and Planning. Why this topic? Your competitors are making the same claims and promises as you. They are even using the same words. Brands that are built on “who you are” and “what you do” do not result in above average revenue growth. Your brand impacts revenue growth when it gets activated by the sales force and becomes uniquely relevant to your customer and prospects. Most buyers are researching and building a consideration set without speaking with the sellers. Watch as Tiffany describes her company's brand approach. Listen closely as she articulates a brand that has a crisp emotional connection to the audience. Tiffany describes the process and steps to develop the brand story. Tiffany shares, "The art of storytelling is what enables brands to grow and win by setting themselves apart. When you develop that discipline and integrate all the way through the funnel to the customer experience, then you have an incredibly sticky experience."
Views: 2693 SBI TV

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