Today Mike Balow, the Executive VP of Sales and Applications for Cypress Semiconductor, joins us and discusses leveraging CX to enhance your key account programs.

Today Mike Balow, the Executive VP of Sales and Applications for Cypress Semiconductor, joins us and discusses leveraging CX to enhance your key account program. Mike shares how tailoring to your clients’ needs and expectations leads to successful revenue growth.

 

Click here for the podcast version of this interview.

 

Segment 1: Embedding CX into a Key Account Program 

  • The construct of CX design. minute 5:00
  • Creating a cohesive CX relationship. minute 6:05
  • How “Roadmap Alignment Sessions” lead to over-serving clients, and securing their lifetime value. minute 8:42

     

Skip to minute 11:32 to hear how Mike pursues the right outcome based on each clients’ needs: 

 

“Every customer is different. And as we’ve set up the key account program, every one of their needs are different and that’s the best thing about it, right? It’s tailored for the customer…”

 

Segment 2: The Planning Cycle

  • What to consider when planning for your fiscal year. minute 13:01
  • Mike discusses how an annual operating plan can contribute to near and long term planning. minute 16:50 

     

     

Skip to minute 15:33 to hear Mike discuss how he makes reallocation decisions:

 

“We’ve got a very good leadership team and we do sit and look at if this is a growth area and if we want to invest. You put more people, more money in this area and I think we’d come out of it with a good consensus at the end of that planning period…” 

 

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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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