Chethan Sharma, SBI Senior Managing Director and CEO Practice Lead, joins us to share what market-leading CEOs do differently for the 2021 revenue plan.

Over the past several months, SBI’s latest research has unpacked how market-leading CEOs have responded to market disruption and how they approach planning for 2021. Those identified as “Accelerators” have not only managed to thrive in the face of adversity but remain vigilant in aligning their revenue growth strategy with their corporate strategy.


On today’s show, Chethan Sharma, Senior Managing Director and CEO Practice Leader at SBI, joins us to share key constructs that market-leading CEOs are using to build the 2021 plan.


Click here for the full podcast version of this interview.


Revenue Planning From Market Leading CEOs


  1. How CEOs vary in their response to the crisis. minute 2:07
  2. Accelerating trends to consider for 2021 planning. minute 10:09
  3. How market accelerators leverage a Revenue Growth Office. minute 16:22


Skip to minute 5:35 to hear Chethan discuss how CEOs should be thinking through their big bets for next year:


“CEOs have always been placing bets… they’ve been placing bets all their lives and careers. But I think what’s changed now is the belief that you have in the marketplace before you place a bet…So that belief is probably one of the most important things, and that needs to be developed with a team. So most CEOs do bottoms-up thinking around, ‘Hey, what is it that we believe in?’”


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Matt Sharrers

Leads the firm's focus on the CEO’s role in accelerating revenue growth by embracing emerging best practices to grow revenue faster than the industry and competitors. 

Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.


Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.


Prior to joining SBI in 2009, Matt spent eleven years leading sales and marketing teams as a Vice President of Sales. Matt has “lived in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.



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