Over the years, we have been fortunate to speak with inspiring women who are leading the charge in revenue growth to share their stories and insights on SBI TV.

 

In honor of International Women’s Day, discover our most popular podcasts featuring market-leading women in revenue.

 

 

How a CRO Is Leading a Global Team of Thousands into a New Digital Era

 

Debra Walton, Chief Revenue Officer at Refinitiv, discusses how the rapid changes she made out of necessity have quickly proven to be more effective and have established permanence for years to come.

 

“There’s something about this environment right now that I’ve heard from everybody: it feels like everything’s speeded up… We’re all saying, ‘You know what? People are going to burn out. We’ve got to slow things down.’ But there’s a momentum right now that I think if you’ve been holding off on that opportunity to seize the moment and drive a real step-change in engagement and push to digital, there’s never been a better time to do it than now.”

 

 

How a CRO Leads the Sales Force Through Mergers

 

It’s not easy to integrate sales forces, systems, and processes under accelerated timelines. Meredith Kildow, Chief Revenue Officer at Consilio, shares strategies for sales leaders who are navigating their teams through a merger or acquisition.

 

“I approach it with as much humility as I can. I say that because every organization has perfected what they come to the table with, and so I think if you approach it with truly looking for the best practices of every organization and incorporating them into your own, you end up with A) a better product and B) you also bring those people in faster, and that’s really the goal.”

 

 

How a Telecom CEO is Navigating the Crisis

 

Mary McDowell, CEO of Mitel, shares valuable insights for how other chief executives can not only carry on business as usual but find opportunities to thrive.

 

“You don’t have time to ruminate and have 47,000 meetings and debate angels on a head of a pin types of questions that can frequently become part of strategy processes if we’re honest…. What’s the no regrets move? Let’s make our best shot, and we’ve got to move.”

 

 

How a Chief Growth Officer Can Make or Break Your Year

 

Jill Rowley, veteran SaaS executive and advisor, discusses how this emerging role brings together sales and marketing leaders to leverage the power of their best salespeople: their customers. Jill shares key drivers that bring about executive alignment that correlate to winning more deals, with more coverage.

 

“I challenge sales leaders to run the numbers and look at the data and look at their win rates in deals where they have executive alignment and sponsorship, and I will guarantee not only do you win more of those deals, but they’re not discounted as heavily.”

 

 

How a Marketing Leader Relentlessly Drives Alignment With Sales

 

Lori Christiansen, VP of Marketing at Motus, discusses how market-leading companies drive alignment between sales and marketing to accelerate revenue growth.

 

“We live by the term ‘done is better than perfect’ within our team, so we don’t sit and plan everything out 100% and then just execute. We sit together, communicate with the sales team about the things that we are doing, and what those goals are, and then turn it around and test it, and then in two weeks, we reevaluate and change if we need to….Adapt a team smarketing mentality, as well as setting your marketing team up as an agile marketing team.”

 

 

How to Leapfrog Competitors With Your Digital Customer Experience

 

Tish Falco, veteran CX strategist and thought leader in tech and subscription-based services, shares valuable guidance on:

 

  • Defining CX vision and design from end to end
  • Channel optimization protecting the revenue stream
  • Brightening the future of digital CX

     

“Say you redesign your website based on that journey and the insights…Base a group of customers to interact with that website and start to observe like an anthropologist, how they’re navigating…a lot of technology is designed sometimes with the human in mind, but once they touch it, you could discover something new…or something new that they want.”

 

 

Transitioning to Data-Driven Marketing & Sales

 

Too often, revenue growth leaders get bogged down by data messes that hinder more than help decision-making. Two leaders tackle this problem together: Sarah Kennedy Ellis, experienced marketing leader, and Jill Rowley, SaaS executive and advisor.

 

“I think you have to have the right people. In my world of marketing ops, I need the people who can go in, run to the fire,  problem solve, and identify where there are issues or challenges and how to resolve those…”

 

 

 

Discover more insights from market leaders on SBI’s YouTube channel.

ABOUT THE AUTHOR

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.

 

 

Read full bio >