Do you work in sales ops, and are you right in the middle of the annual planning process?
This podcast is an interview with Amy Slater, the Senior Vice President of Worldwide Sales Operations at Rovi Corporation, the company that provides the
Is your sales team going to deliver on the revenue objectives next year?
When I ask this question to CEO’s, I hear, “If they execute my strategy they will.” But how can you be sure the sales team understands your corporate
Are you designing the 2016 compensation plans for the sales team, or will be soon?
If so, listen to this podcast. It is an interview with Bill Sexton, Director of Sales Ops at Zebra Technologies, a technology company doing $3.5 billion in
This podcast is an interview with Brandon Tolany, Chief Sales and Marketing Officer at Freescale, a technology company that does $5 billion a year in sales and employs 17,000 people.
By listening to this podcast, you will learn Brandon’s perspective on:
Chris Cole, CEO of Intelligrated, made an appearance on the SBI Podcast. The subject of the interview was the role the CEO plays in the development of the sales strategy.
Intelligrated produced approximately $700 million in annual sales, employs close to 3,000
Are you a sales operations leader trying to implement sales analytics to make your number?
If so, click here and listen to this podcast. It is an interview with Tom Kane, Vice President of Sales and Service Operations for OpenText, the 41st largest software company
Are you designing territories for 2016, or will be soon?
If so, click here and listen to this podcast for an example of how to do it correctly. It is an interview with Tim Robertson, US Vice President of Sales and Marketing at DHL,
Brian Walker, the CEO of Herman Miller, recently joined me on the SBI podcast. Brian has been the CEO of Herman Miller for 11 years and is a proud alumni of Michigan State University with a degree in business administration and
Technology companies spend millions of dollars each year on product development. The company’s future depends on the commercial success of these new products. Yet, often, the revenue generated from these new products is disappointing.
One common cause of this disappointment is
This podcast is an interview with Cory Jones, Vice President of Marketing at Frontier Communications, a $5 billion telecommunications company that employs 17,000 people.
By listening to this podcast, you will learn Cory’s perspective on:
Building a lead generation strategy
Mapping the buyer’s journey
Tim Huffmyer, the CFO of BlackBox Network Services (symbol:BBOX), recently appeared on the SBI podcast. The topic of our conversation was reallocating the sales and market budget as the year unfolds.
If you are not familiar with Blackbox Network Services, they
It is that time of year again: the annual planning process. This means it is time to design the compensation plan for the sales team.
Listen to this podcast. It is an interview with Dave Loeser. Dave is currently the SVP of WW HR at
Stuart Kerst, Vice President of Sales Operations at HP, recently joined me on the SBI podcast. Stuart has 20 years of experience helping improve the productivity of sales teams within leading enterprise companies such as HP, SAP, and ADP. Stuart holds
Dave Rennyson, EVP and GM of the Cloud division of Genesys, recently joined me on the SBI podcast. The topic of our conversation was how to scale a SaaS company from the President’s office.
Dave is publishing a new eBook titled “The Art
Listen to this podcast. It is an interview with Doug Landis, who is the Vice President of Sales Productivity at Box. Doug has been improving the productivity of sales people for ten years inside of the world’s top technology companies, such
If you are a recently hired/promoted head of sales and want to avoid common rookie mistakes, hear from one of your peers on how to maximize this time. Listen to this interview with Eric Vermillion, the recently hired SVP of Sales for
Are you a Chief Human Resource Officer working for a CEO who is wondering if he, or she, has the right sales leader for the job? Or the right marketing leader?
If so, click here and listen to this podcast.
It is an
Fred Florjancic, the Chairman of the Board at Ramsey Industries, and a member of the board of directors at the Elkay Manufacturing Company and at Liberty Tire Recycling, recently appeared on the SBI podcast.
The topic of our discussion was sales
Greg Head, the Chief Marketing Officer at InfusionSoft, recently made an appearance on the SBI podcast. Greg has 25 years of experience in the software industry creating winning global brands, holds a degree in economics from the University of Iowa, and was
Samir Joglekar, EVP of Sales at Renaissance Learning, recently made an appearance on the SBI Podcast. The subject of our discussion was how Samir reorganized the sales team inside of his first 90 days on the job.
Invest 30 minutes listening to
I recently caught up with Jack Whalen, VP of Marketing at Phillips 66. P66, as they are known, is the 6th largest company in the country with annual revenue of $171 billion.
The topic of the conversation was marketing strategy development.
By listening to this
Rick Balkind leads the sale enablement efforts for Pegasystems. He recently joined me on the SBI podcast. If you work in sales enablement, you should listen to what Rick has to say.
The topic of our conversation was earning consistent rep adoption
Are you a marketing leader who finds it difficult to keep the team’s skills current in a rapidly evolving marketing field?
If so, click here and listen to this podcast.
It is an interview with Jane Gasdaska, the General Manager of US
I recently had the pleasure of hosting Jeff White, Chief Revenue Officer of Extreme Networks, on the SBI Podcast. Extreme Networks is a $580 million provider of network hardware, software, and infrastructure services.
The subject of our conversation was designing a new sales
Jim Tedesco, SVP of North American Sales at Veeam Software, recently appeared on SBI’s Podcast. The topic of the interview was how to perform strategic sales planning in the enterprise software industry.
You can listen to the podcast here.
Jim has conducted strategic
Are you a sales enablement leader working too much?
Are you overworked, understaffed, and underfunded, resulting in you spending too much time away from your family?
It is an interview with Phil Aaronson, Director of Sales Enablement at Oracle. Phil joined Oracle’s marketing cloud
Joel Trammell, CEO of Khorus, and former CEO of NetQos, recently appeared on the SBI Podcast.
The subject of the interview was keeping the product, marketing, and sales teams aligned.
By listening to this podcast you will learn how to:
Connect corporate strategy to
John Pierce of Motorola recently joined me on the SBI podcast. John leads the global HR team at Motorola by supporting the sales and marketing functions, as well as the entire Americas region. Motorola morphed over its long history and is now a
Are you wondering if you are going to make your number next year?
If so, click here and listen to this podcast and learn how to increase your odds. It is an interview with Keith Cox, the Vice President of American Sales for UPS
Do you have a hard time getting the sales team to adopt new things?
If so, click here and listen to this podcast for a solution. It is an interview with Kim Mitchell, the Chief People Officer at Renaissance Learning, the world leader in
Are you headcount planning for 2016, or will be soon?
If so, click here and listen to this podcast. It is an interview with Lee Kirkpatrick, the CFO of Twilio, a technology company in Silicon Valley that is reinventing telecommunications by merging with the
Lee Wood, SVP of Sales Operations, Planning and Strategy at Thomson Reuters recently appeared on the SBI podcast. The subject of the interview was building a sales ops strategy.
Lee has spent 30 years in sales, sales leadership, and sales operations. His point
Paula Shannon, the Chief Sales Officer and Executive Vice President of Lionbridge Technologies, recently appeared on the SBI podcast. The topic of the interview was keeping the sales team focused on the year’s priorities, as the year progresses.
Paula is worth listening
Click here and listen to this podcast. It is an interview with Lisa Redekop, she helps lead the sales enablement efforts at Gartner. Lisa has enabled sales teams for 30 years at some of the world’s top companies, such as HP, Thomson Reuters, and
If you are a sales leader, in an emerging growth company, click here and listen to this podcast. It is an interview with Paul Rosen, the Senior Vice President of Sales for OnDeck Capital. Paul joined OnDeck Capital in 2012 when the company was doing
Are you a sales leader worried about keeping your job?
This podcast features Mike Balow, the Executive Vice President of Sales at Cypress Semiconductor.
In a 29-year career, Mike has only had 4 jobs. He has been the head of sales, as he
Are you a CEO struggling to get your team to execute your strategy?
A great strategy without best-in-class execution does not produce results.
So, how does a CEO drive strategy execution?
Click here and listen to this podcast and hear how one CEO, Mike Ellis of ForgeRock,
Are you a CEO:
With a strained relationship with your sales leader?
Wondering if you have the wrong person in the sales leadership role and what to do about it?
Who has hired the wrong sales leader, and cannot afford to make this
Are you a CMO working for a “legacy” company trying to reinvent your company to stay relevant in the digital age?
If so, listen to this podcast. It is an interview with Chris Marjara, the CMO of McGraw-Hill Education. McGraw-Hill Education has been publishing
Have you ever missed a quarterly revenue target for one of these reasons?
A deal pushed from one quarter to the next.
A deal that was supposed to close for big dollars closed for little dollars.
A deal that was forecasted to close
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