Scott Gruher, Senior Partner and Revenue Practice Lead, shares insights from SBI's spring President and Chief Commercial Advisory Board meeting...

SBI recently held its Spring Growth Advisory Board meeting where less than a dozen market-leading Presidents and Chief Commercial Officers gathered to discuss the most pressing challenges in today’s environment. During the afternoon, the attendees shared best practices on the following topics:


  • The Ascent to Chief Executive Officer
  • The Evolution of Commercial Effectiveness
  • The Workplace of the Future


On today’s show, Scott Gruher, Senior Partner and Revenue Practice Lead, shares key insights from the meeting that executives can begin implementing immediately.


Click here for the full podcast version of this interview.


President Advisory Board Spring Insights


  1. CRO vs. CCO. minute 1:07
  2. The evolution from CCO to CEO. minute 3:12
  3. What to prioritize in the remainder of 2021 in your organization. minute 6:37
  4. Reallocating resources to better serve customers. minute 9:46
  5. The workplace of the future, according to commercial leaders. minute 12:01


Skip to minute 7:53 to hear Scott discuss how the commercial model has evolved:


“You need a really good revenue growth strategy, and how you’re clearly going to allocate resources against the corporate strategy and bring each one of those commercial levers to life. And the group stopped us pretty quickly and said, ‘First, you have to have a clear corporate strategy.’ We go to companies all the time that have what they call a corporate strategy, and it’s not that there isn’t one at all, just it’s not at a granular level where it’s actionable… it doesn’t really feed into the revenue growth strategy and then cascade into the revenue growth execution plan. And when that happens, you have clarity at the top.”


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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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