SBI Growth

JANUARY 16, 2019

Reconstructing a Marketing Organization from Start to Finish Chief Marketing Officer demonstrates how she transformed a marketing organization to help her company achieve a successful exit strategy… Design Thinking, Empathy, and the Ideal Customer Experience Design Including customers in the design process.

Strategy 192

Strategy Marketing Customer Company 192

SBI Growth

MARCH 15, 2019

Should Your Field Marketing Team Own a Number? Of the myriad marketing roles in today’s workforce, none is more widely misunderstood than field marketing. The bad news is marketers tend to have a blind spot to how they’re perceived in the.

Marketing 184

Marketing Revenue Strategy Sales 184

SBI Growth

JANUARY 2, 2019

3 Tips to Avoid Teaching Your Buyers to Expect a Q4 Discount Learn three best practices for Finance to enable Sales to close year-end deals without the use of heavy discounting… Ways to Use Bundling to Drive up Your Average Sales.

Discount 185

Discount Buyer Closing Revenue 185

SBI Growth

APRIL 5, 2019

How Does the Marketing Leader Know If They Are Aligned to Sales? Often, companies miss their number because Marketing and Sales are not aligned. As a Marketing leader are you aligned with your sales counterparts? Are you driving towards the same.

Marketing 176

Marketing Company Revenue Sales 176

SBI Growth

JANUARY 16, 2019

Your First 100 Days as a CEO If you adopt this new planning approach, the result will be to leapfrog the competition. Implement emerging best practices of market leaders and you will end up ahead of those whom you now lag…

Competition 174

Competition Marketing Revenue Strategy 174

SBI Growth

APRIL 5, 2019

2019 Q1 CEO Research Report Your 2019 strategic plan may already be in jeopardy. Two-thirds of well-formulated corporate strategies fail due to poor execution. In this report, we provide a roadmap for CEOs to identify and close execution gaps across the organization… Get.

Report 168

Report Research Strategy Closing 168

SBI Growth

APRIL 5, 2019

Is Poor Execution Endangering Your Sales Strategy? Sales leaders start the year on an emotional high from their SKO, confident in their strategic plan. But conditions quickly change. Unexpected challenges arise. And those whose only response is “stick to the plan”

Strategy 168

Strategy Revenue Sales Marketing 168

SBI Growth

JANUARY 12, 2019

How Better Storytelling Generates More Revenue Chief Executive Officer demonstrates how to best prepare and utilize storytelling to generate revenue… How To Survive The Great January Sales Talent Exodus Every Year-End, top sales reps are thinking, “Should I stay here another year”?

Sales Talent 174

Sales Talent Revenue How To Sales 174

SBI Growth

JANUARY 12, 2019

How to Implement and Utilize an ABM Program to Maximize Potential Chief Evangelist and Co-Founder delves into the topic of ABM to help CMOs capture and implement this emerging best practice… Creating Interlock Between Sales and Marketing SVP of Global Sales for.

Account Based Marketing 174

Account Based Marketing Maximizer Marketing How To 174

SBI Growth

JANUARY 12, 2019

How The CEO Can Jump-Start The Customer Experience Transformation (CXT) If you’d like to start planning your CXT, the first step is to gain insight by asking the right questions… How To Ensure Your Annual Corporate Planning Event Is Time Well.

Customer 174

Customer How To Revenue Strategy 174

SBI Growth

DECEMBER 27, 2018

Why You Should be Focusing on EX Global Director of Talent Development discusses the employee experience and how it impacts top line in under 3 minutes. How to Mobilize High-Potential Employees and Activate Revenue Growth Ensuring your high-potential employees are engaged and working.

Revenue 174

Revenue How To Strategy Marketing 174

SBI Growth

MARCH 15, 2019

Why You Can’t Get Your Reps to Sell the New Products: The Importance of a Sales Enablement Plan. Your product road map provides validated ideas that deliver real value. It sets your organization up to capture more market share. But having.

Sales Enablement 168

Sales Enablement Up-Sell Marketing Revenue 168

SBI Growth

JANUARY 30, 2019

The CMO Guide to Data: Why Your Marketing Database Is Broken, and How to Fix It Hyper targeted advertising with highly personalized content will be table stakes for best in class marketing in 2019, but all your efforts could go to.

Advertising 168

Advertising Advertising Data Marketing 168

SBI Growth

JANUARY 16, 2019

Keys to Implementing Digital Customer Experience An in-depth look at different keys to implementing and perfecting the art of the Digital Customer Experience… What Role Does Your Marketing Team Play in The Revenue Desk? An emerging best practice in Key Account Management.

Revenue 168

Revenue Account Marketing Customer 168

SBI Growth

JANUARY 16, 2019

The CRO’s Role in Merging Two Sales Organizations JD Miller, Chief Revenue Officer for Motus, demonstrates how to integrate two selling organizations during a post-acquisition integration… Increase the Impact of Customer Success by Mapping the Customer Journey Bernie Kassar, Chief Customer Officer.

Revenue 168

Revenue Customer How To Sales 168

SBI Growth

JANUARY 16, 2019

Do You Have an Agile Annual Plan? If you adopt this new planning approach, the result will be to leapfrog the competition. Implement emerging best practices of market leaders and you will end up ahead of those whom you now lag…

Competition 168

Competition Marketing Revenue Strategy 168

SBI Growth

JANUARY 16, 2019

The Importance of B2B Reputation Management Greg Clark, the Chief Marketing Officer for Caliber Collision Centers demonstrates customer reputation and management… Why Most Marketing Generated Personas Fail with the Sales Force A large portion of your marketing content budget is being wasted on.

Marketing Qualified Lead 168

Marketing Qualified Lead B2B Marketing Customer 168

SBI Growth

JANUARY 16, 2019

Leveraging Enterprise Sales Expertise to Accelerate out of the Start-Up Phase Ryan Mang, CRO of Axial, demonstrates how an enterprise sales leader brings the best of the enterprise to a fast-growing tech company… The Account Manager Position is an Endangered Species Customer.

Enterprise 168

Enterprise Enterprise Account Positioning 168

SBI Growth

JANUARY 15, 2019

New Trends in Technology Enabling the Inside Sales Function An estimated $6,181 is spent on technology for each inside sales person per year and expected to increase 6.5% Read this article to dive deeper into the various categories of.

Inside Sales 168

Inside Sales Trends Revenue Sales 168

SBI Growth

JANUARY 12, 2019

How Reps Can Retire Quota by Embracing Pricing Levers & Value-Based Pricing Firms adjusting their pricing to better support customer buying desires should carefully design the program, support the rollout and provide ongoing support which incorporates feedback. Setting up the structures.

Quota 168

Quota Customer Revenue Strategy 168

SBI Growth

MARCH 15, 2019

Ending Sales Team Resistance to Your Pricing Initiatives Too many B2B companies today fail to activate pricing initiatives because they don’t focus on overcoming resistance from the sales team. The key stakeholder in pricing execution is the sales organization. Without them,

B2B 159

B2B Company Revenue Sales 159

SBI Growth

MARCH 15, 2019

A Sales Enablement Tool for the CEO CEOs with a “bet-the-company” new product launch cannot afford even the hint of failure. Most CEOs do the basics of launch planning, but many neglect to properly enable their sales force ahead of time.

Sales Enablement 159

Sales Enablement Tools Company Revenue 159

SBI Growth

JANUARY 16, 2019

Is Your Product Leader a Grief Creator or Grief Reliever When It Comes to Annual Planning? The best Product Leaders are grief relievers. They are on top of the three steps talked about in this article, and they execute the necessary.

Revenue 189

Revenue Strategy Marketing Sales 189

SBI Growth

JANUARY 12, 2019

The Sales Leader’s Journey from Public to Private The Chief Sales Officer for Lionbridge demonstrates how to prepare the sales force to transition and thrive during the due diligence process going from being publicly owned to being private equity owned… What.

How To 189

How To Revenue Sales Strategy 189

SBI Growth

JANUARY 30, 2019

The Top 5 Technologies to Support Revenue Enablement Revenue enablement technology has evolved to meet challenges presented by sophisticated buyers. Advancements in 5 key technologies allow you to sell more, free capacity, develop talent, and optimize content. How to Settle the.

Revenue 159

Revenue Buyer Meeting How To 159

SBI Growth

JANUARY 30, 2019

The Top 5 Technologies to Support Revenue Enablement Revenue enablement technology has evolved to meet challenges presented by sophisticated buyers. Advancements in 5 key technologies allow you to sell more, free capacity, develop talent, and optimize content… Customer Experience – How.

Revenue 159

Revenue Buyer Meeting Customer 159

SBI Growth

JANUARY 16, 2019

What to Do to Enter a New Market Walt Megura, the VP of Emerging Industry Segments and Channels for Ericcson, demonstrates how to ensure you have the right sales strategy and talent to enter new markets… When Is a 100 Day Plan.

Segment 174

Segment Channels Industry Strategy 174

SBI Growth

JANUARY 15, 2019

Taking a New Product to Market Christopher Bray, the Senior Vice President and GM for Cylance, details how to take a new product to market… What Successful Product Leaders Do to Boost Profits Follow the three steps in this article to create.

Marketing 174

Marketing How To Revenue Strategy 174

SBI Growth

JANUARY 12, 2019

Why Most Market Analyses for Due Diligence Are Insufficient The Private Equity landscape has changed. Firms need to evolve what they measure and how they measure it when completing Due Diligence. What are some examples of these measures and what do.

Examples 174

Examples Marketing Revenue Strategy 174

SBI Growth

DECEMBER 27, 2018

What Is the Connection Between Setting a Product Vision and Revenue Growth? Every new product starts with a vision. But that vision can only be fulfilled if it is shared and understood by all key stakeholders. What are the keys to.

Revenue 174

Revenue Strategy Marketing Sales 174

SBI Growth

MARCH 15, 2019

Why Do PE Firms Care About Customer Experience? PE firms invest because they know that additional capital will drive EBITDA and revenue, or they would not do it. So how does customer experience play into that investment strategy? It is a.

Revenue 168

Revenue Strategy Customer Marketing 168

SBI Growth

DECEMBER 27, 2018

6 Ways to Align BDR’s Maximize the effectiveness of your pre-sales team through 6 steps. Aligning them to your sales teams with these techniques to increase conversion rates, shorten sales cycles and increase deal sizes. The CX vs. CO Debate –

Maximizer 149

Maximizer Sales Cycle Conversion Revenue 149

SBI Growth

DECEMBER 27, 2018

Forging the Path for Customer Operations VP of Customer Ops for RentPath discusses the emerging role of customer operations. Should the VP of Customer Success Report to the VP of Sales? The #1 decision most organizations continue to struggle with is, where.

Report 149

Report Customer Revenue Sales 149

SBI Growth

JANUARY 16, 2019

Deciding Between Organic and Inorganic Growth A two-part series with Steve Grimshaw, the CEO of Caliber Collision, on how to orchestrate the perfect level of inorganic growth to grow revenue and maximize value for your company… Establishing Interlock between Marketing, Sales,

Maximizer 168

Maximizer Revenue Marketing Company 168

SBI Growth

JANUARY 14, 2019

A Product Platform Empowers Your Organization and Unlocks Customer Value A Platform approach rewards you and your organization with devoted customers with lower Customer Acquisition Costs (CAC) and higher Customer Lifetime Values (CLTV)… Product Leaders: Influence the Revenue Planning Process to.

Influencer 168

Influencer Revenue Customer Strategy 168

SBI Growth

DECEMBER 27, 2018

Benchmarking Marketing Performance for Your Portfolio Companies From generating awareness to brand advocacy, high-performing marketing teams drive revenue and customer acquisition throughout the customer lifecycle. But how do you measure the success of those investments? Leading Indicators of Sales Performance You.

Revenue 168

Revenue Marketing Leads Marketing Qualified Lead 168

SBI Growth

APRIL 5, 2019

Q1 Research Report for Private Equity Execution gaps threaten the 2019 strategy for your portfolio companies. The gap between strategy and execution is where value creation dies. Slow, fragmented execution is a recipe for a low exit multiple or even loss. SBI’s research has.

Report 159

Report Research Strategy Company 159