SBI Podcast

This week on the SBI Sales and Marketing podcast, we spoke with Greg Head, the chief marketing officer at InfusionSoft about how to quantify the value a marketing campaign can have on business.

In our first segment, Brian shares how to assess if marketing is generating enough demand to fill the top of the funnel and how to draw the line between what project marketing will do and how much sales is responsible for in filling their sales funnel by leads and prospects.

Next, we examine the sales and marketing departments a little closer and discuss how much outbound versus inbound should be responsible for lead generation in order to stay profitable in sales revenue growth. We also look at the impact content marketing has on your overall brand marketing strategy.

In our last segment, we discuss how, from a small business standpoint, to choose an external service provider and how to make sure that your selection is generating enough benefit to warrant your expense.

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This week on the SBI Sales and Marketing podcast, we spoke with Brian Walker, CEO of Herman Miller about finding and sustaining strategic alignment from the CEO’s chair all the way to the customer.

In our first segment, Brian discusses some steps he’s taken to drive sales strategy from his role as CEO. The beginning of the processes includes annually narrowing down a set of four to five business strategies presented to the company to see all the way through. From there, each will be outlined in a detailed one-page document in order to understand the situational analysis of the project you’ve decided to take on in order to achieve overall business alignment.

Next, Brian shares what has helped him run a strategy where strategic alignment exists along the product and sales team, and the role the CEO plays in keeping the product team, the marketing department and the operations group aligned.

In our last segment, we ask Brian to send us off with some advice from his approach to leading a sales team as a CEO.

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This week on the SBI Sales and Marketing podcast, we spoke with Paula Shannon, the chief sales officer and executive vice president of Lionbridge Technologies, about how to keep your team invested in a sales strategy as the year progresses.

In our first segment, Paula shares what she feels is the right level of detail that a sales leaders should be requesting from their direct reports to gauge execution. A part of Paula’s company sales strategy consists of a weekly, monthly, and quarterly cadence of strategic reporting on sales strategy and a lot of focus on the details of day-to-day sales pipeline management.

Next, Paula discusses how she keeps her CEO, CFO and the whole team on board throughout the year by executing a strategic sales strategy. Paula explains how she believes proof lies in the data and how she and her team focus on studying the historic data available to them to identify trends that later translate to a sales forecasting strategy. 

In our final segment, Paula helps us understand the delicate balance that lies in being both customer focused and company focused when change arises.

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This week on the SBI Sales and Marketing podcast, we spoke with, Stuart Kerst, vice president of sales operations at Hewlett Packard (HP), about how to increase the available selling time of a sales team to move the needle in an optimized sales process. 

In our first segment, we look at the industry standard of how much time a sales person should spend selling versus non-selling, and then we ask Stuart to share his point of view on how he believes sales reps should spend the 2000 hours available to them. Stuart walks us through technology’s role and how automation helps achieve the ideal balance. Stuart also touches on the role CPQ takes in the strategy development to support these strategic opportunities.

Next, we focus on the root of the sales cycle productivity issue and how Stuart was able to increase the customer face time. Stuart shares with us how it begins with their annual process that includes a customer satisfaction review with their salespeople to find out where the pain points lie.

In our last segment, we discuss how to reduce misalignment between the sales and marketing by aligning metrics of tracked data and how sales ops can say no to the field and not lose political capital.

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This week on the SBI Sales and Marketing podcast, we speak with Rick Balkind, the head lead of the sales enablement department for Pegasystems, about the intricacies of building and managing a sales enablement team. We discuss everything from the lead-generation process, RFP response team, new sales rep onboarding program, the design of a sales process, implementation of a sales methodology, and enablement of the sales management team. 

In our first segment, Rick shares with us how to ensure new programs and initiatives are being adopted in Q2-Q4, which numbers should be tracked to make sure sales enablement is impacting the business quarter-to-quarter and why it’s important to grow a sales pipeline in order to support growth.

Next, Rick discusses how the sales management role of sales enablement developed over time and how a cross-functional evolvement team became of it. Rick then walks us through the content of their quarterly meetings.

In our last segment, Rick breaks down his strategy development behind measuring an account workflow in assuring the pipeline development takes place as planned. Every quarter, each sales representative must create an account plan, which will later be scored. We end our segment by hearing Rick’s vision of the future of sales enablement.

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This week on the SBI Sales and Marketing podcast, we spoke with

In our first segment, Tim discusses how to establish

Next, Tim walks us through a hypothetical corporate strategy

In our final segment, Tim shares with us how he measures the

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If you are a sales leader wanting to work

This week on the SBI Sales and Marketing podcast, we spoke with

In our first segment, Fred helps us understand how a board

Next, Fred fills us in on the impact the CEO can have in leading

In our last segment, Fred shares with us how he strategically

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This week on the SBI Sales and Marketing podcast, we spoke with

In our first segment, John dives into recruitment and selection

Next, John discusses how to approach the hiring process by

In our last segment, John shares how to pave transitionary paths

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This week on the SBI Sales and Marketing podcast, we spoke with

In our first segment, Jack identifies the difference between B2B

Next, Jack shares his experience in experimenting with a lead

In our last segment, Jack covers how to continue building an

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This week on the SBI Sales and Marketing podcast, we spoke with Chris Cole, CEO of Intelligrated, about the role the CEO plays in the development of the sales strategy.

In our first segment, Chris shares how he managed to gain success and revenue with his company during a difficult economic cycle by listening to customers and crafting products and services that helped his customers succeed. He also discusses how strategically aligning your sales strategy to your customer needs is essential to your overall strategy development.

Next, Chris shares with us how he and his company differentiate themselves from others by offering more to their customer than just the product itself. In many ways, his team acts as strategic business consultants to their clients and, in return, they witness a very high percentage of repeat customers.

In our last segment, Chris discusses why developing a successful sales strategy requires the perspective of internal and external resources.

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