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

SBI recently held its Spring CEO Advisory Meeting to connect with less than a dozen market leaders on current challenges and to share best practices. This influential peer group share key insights into the following topics:

 

  • Organizational Clarity Around Customer Experience
  • The CEO’s Role in Determining the Go-to-Market Model
  • Talent to Drive the GTM Model at Scale

     

On today’s show, Scott Gruher, Senior Partner and Revenue Practice Lead, joins us to discuss these items and share takeaways from the meeting.

 

Click here for the full podcast version of this interview.

 

CEO Advisory Board Spring Insights

 

  1. How Market-Leading CEOs think about value creation. minute 1:55
  2. Recognizing different talent from your stage in the life cycle. minute 3:15
  3. Creating clarity in customer experience. minute 5:25
  4. Current talent trends and demands. minute 9:01
  5. Going back to work. minute 10:25

     

Skip to minute 6:51 to hear Scott share why CEOs should prioritize retention and customer success:

 

“You need to put as much rigor behind the customer success organization, the leader you hire, the processes, the coverage model as you do around sales. And for some reason, people look at customer success as more simple…There has to be a super tight interlock between CS and sales for things like referring cross-sell opportunities back, and what we’re seeing is people are not putting the same rigor into the model.”

 

Fill out the form below to download the complete meeting insights.

 



 

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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.

 

 

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