Tony Erickson, Senior Managing Director at SBI, discusses how CEOs and CROs are now moving from immediate "revenue protection" to executing a revised strategy.

Although the COVID-19 pandemic is creating challenges that businesses have never dealt with before, many leaders had already felt imminent market changes prior to the outbreak. Executives are now reimagining their go-to-market strategies and looking for minimal disruption, given the circumstances.

 

On today’s show, Tony Erickson, Managing Director at SBI, joins us to share market feedback from the past week. Tony discusses how businesses are quickly making agile changes to their go-to-market framework to adapt to the current market conditions.

 

Click here for the podcast version of this interview.

 

What Market Leaders are Asking This Week

 

  1. Revising your strategy to optimize productivity in your team. minute 2:47
  2. Realizing the value of channel partners. minute 8:00
  3. Measuring progress through behavioral indicators. minute 10:45

     

Skip to minute 5:53 to hear Tony’s insights on orchestrating the salesforce to maximize productivity:

 

“It’s ironic when all of a sudden you take away a field selling motion due to travel disruption and suddenly everyone starts to look like an inside sales rep, but the reality is you still have to maintain order. You have to maintain focus. You have to create areas where you’re not all overlapping…”

 

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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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