Today Scott Tapp, former CEO of Software Brands, joins us to discuss how a sales leader can find their way to the top job. Scott shares his experience and valuable lessons he has learned along the way of becoming a CEO.

Scott Tapp, former CEO of Software Brands, joins us to discuss the evolution from being head of sales to becoming a CEO. The former sales leader turned CEO gives valuable insights that he has learned along his journey, and how to leverage your own path to the top job.


Click here for the podcast version of this interview.


Segment 1: What Does it Take to Become a CEO?

  • Thinking about the company strategically outside of the day-to-day sales role. minute 4:12
  • Leveraging insight from your CFO. minute 8:27 


Skip to minute 6:09 to hear how Scott seeks out his own gaps: 


“So, as I think about how to broaden your capabilities, first of all, you’ve got to be super curious, right? Curiosity of understanding different things and understanding the things that maybe you just don’t know. You’ve got to know your strengths and weaknesses or your gaps…”


Segment 2: The Path to CEO

  • Determining if the CEO role is the right fit. minute 11:27
  • Will you thrive as a CEO at your current company? minute 13:28


Skip to minute 14:34 to hear Scott share his views on gaining experience along your ascent to CEO:


“You can broaden your experience of what it’s like to go into a new company, and learning the dynamics of that which is super important. And then, for sure, the last piece of that would be taking an opportunity to a new company. I mean, give it a shot, if that’s your dream, you’ve got to do it…” 


Segment 3: The Evolution of Managing a Board

  • Changing the perception of your identity within the company. minute 16:55
  • The continual evolution into understanding structures as a CEO. minute 20:05


Skip to minute 21:30 to listen to Scott share a fundamental exercise that helped him excel in his career.


“You can really gain a lot of information and insight just from reading. And, I think annual reports, and not just the financials, that can be boring, but the financial footnotes is where you can get a ton of insight and education…”


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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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