See what your peers are reading — the most popular articles viewed by our Go-to-Market subscribers.

Here are the most popular posts read by our Go-to-Market subscribers.

 

Article: Is Centralizing Customer Success the Right Move to Deliver Growth?

 

Over the past 20 years, and especially in the last decade, Customer Success has gone from a key differentiator for a few forward-thinking software players to a truly critical component of any aspiring market leader’s revenue engine. While the value of CS to long-term revenue growth is rarely questioned today, how to organize CS—and specifically how centralized a function it should be—remains a question. For CEOs focused on maximizing customer retention, cross-sell, and up-sell, CS organization model decisions can be critical to achieving the company’s revenue growth goals.

 

Podcast: How a Chief Customer Officer Helps Companies Overcome Common Digital Evolution Pitfalls

 

Brad Christian, Chief Customer Officer at Conversity, joins us to discuss how they have helped companies connect with customers in a virtual world while maintaining the personalization of in-person experiences.

 

 

Article: How an Agile Digital Evolution Can Outperform a Risky Transformation

 

Over the past year, a significant change has affected the sales process in every company. Buyer behavior has changed dramatically, and all industries have been affected. Agile evolution of the digital strategy is more important than ever. In this article, we talk about a few ways to think about the digital evolution of your Go-To-Market, and a 3 step process that is simple, logical, and beneficial as a guide for 2021.

 

 

Podcast: How 3 Market-Leading Women Inspire Change

 

In this show, our esteemed panel shares their respective journeys that led them to their current positions and the active role they play in fighting against gender bias and inequities today.

 

 

Video: Executing a Back to Base Strategy

 

Although 2020 is behind us, new logo acquisition still lags behind pre-pandemic levels. To combat this challenge, the top 10% of accelerating CEOs have led a surgical pursuit of their install base to capture additional wallet share. They do so by thinking beyond their traditional sales process and reimagining how their organization activates the fact base, coverage, and buying centers. Learn how market leaders execute a back-to-base strategy in this 3-minute video.

 

 


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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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