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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...

4 Ways Inside Sales Can Enhance Customer Experience

May 21, 2020
Whether you are about to go on a first date or preparing for a discovery call with a prospect – first impressions matter. Regardless if it is from their initial website visit to their first discovery call, the prospects’ experience...

How Short-Term Hyper-Segmentation Can Support Lasting Revenue Growth

April 15, 2020
By now, we are fully entrenched in the COVID-19 crisis. We have moved beyond the “shock” phase and into an “acceptance” phase of the new normal, at least for the time being. As market leaders, we must adapt to the current...

GTM Framework: Hyper-Segmentation

April 15, 2020
Download the GTM Framework for Hyper-Segmentation. Key Benefits: In the wake of the COVID-19 pandemic, SBI has created a framework to best position your company to weather the storm and mitigate revenue impact. Discover best practices for: Opportunity identification and progression in a...

How Sales Leaders Are Prospecting in a COVID-19 World

April 13, 2020
Waking up today, there is a lot of uncertainty in your world as sales leaders. The way you are interacting with customers and even your own sales team have changed overnight. As my colleague points out in his recent post,...

How Private Equity Firms Accelerate Growth

April 3, 2020
Private equity firms feel stress at thebeginning of each quarter.You need your portfolio companies to make the number. As a board member, you are constantly asking yourself, “how can we accelerate our growth rate?” This post is focused on helping...

What Should CROs Expect from Their Direct Reports?

February 21, 2020
Most CROs and CSOs (let’s call them Growth Executives or GE’s) have grown into a management position over several management roles, but most of their direct reports have not. What should a Growth Executive expect from direct reports, and how...
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