Term
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Strategy
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Why Do PE Firms Care About Customer Experience?

February 11, 2019
First, what is Customer Experience and why should you care? Private Equity firms care about Customer Experience (Cx), because it is key to driving revenue growth, reducing the expense to bookings ratio, while providing customers with a great interaction across...

The Growth Indicators a Private Equity Firm Expects

April 8, 2017
Private equity firms are invested in their portfolio companies’ success. The end of first quarter is an ideal time to check each company’s growth rate, including sales and marketing performance. But are you primarily focused on evaluating revenue, sales cycle...

Was Dreamforce worth $135 million? A Sales Consulting Firm’s Perspective

September 6, 2011
45k attendees x $3k/person = $135 million Per person cost: Ticket: $1,000 Airfare: $500 Hotel: $1,000 Food/Drink: $500 I asked 34 clients in attendance, “Was it worth it?” 22 clients said yes. 12 clients said no. A sample from the “Yes” crowd: “Our sales force very rarely gets a...

3 Ways Sales Management Creates a Sales Culture in an Operation Firm

July 5, 2011
The legacy processes are different. The talent is hired biased towards operations. Some of the sales people are ‘washed up’ old operational managers. Heck, sometimes there isn’t even a Sales Leader. Just a couple Sales Managers reporting to the General...

Why Your Talent Pipeline Is the Key to Making Your Number

February 19, 2020
Anyone that has ever led a sales organization of any size has probably experienced the feeling of realizing you are not going to make your number. As a sales leader, this is your primary objective; it is what drives any...

3 Actions CEOs Take to Capture Market Share From the Competition

January 13, 2020
The 2019 fiscal year is in the rearview mirror, and 2020 has officially started. Strategic planning is finished, and plans to get off to a fast start in FY20 are in motion. For many CEOs, the strategy and approach used...

Delivering on Customer Experience—Your Technology Is Only as Good as the Strategy It’s Supporting

December 9, 2019
For some time now here at SBI, we’ve been describing the measurable benefits of taking a more holistic approach to customer experience. Taking a broader view of your customer’s experience usually requires an expanded line of sight for marketing –...

What Top Performing CMOs Plan to Focus on in 2020

November 26, 2019
Much has been written in recent months about the demise of the CMO position. While such a drastic assertion is great for grabbing business headlines, the reality is, as usual, decidedly more nuanced. As the marketing function has evolved over the...

How Top B2B Marketing Leaders Deliver the ‘Amazon Effect’ Through Customer Experience

November 4, 2019
Enhancing the Customer Experience (CX) has long been a strategic objective of B2C companies. Most of us have experienced firsthand how companies like Amazon and Apple have created sustainable competitive advantages. They create this differentiation not only with great products...

5 Reasons Why Your Pricing Vendor Needs Sales Expertise

July 28, 2019
Driving effective cross-functional interlocks is a best practice for B2B organizations looking to accelerate revenue growth. However, one interlock that often gets overlooked in go-to-market transformations is the relationship between Sales and Pricing. Too often, Sales views Pricing as a...
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