SBI PodcastsRevenue Growth Conversations

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Transforming Buyers into Lifelong Partners: Implementing Client Success Training

Key Talking Points: Transitioning the team perspective from closing a buyer to nurturing a dedicated customer Capitalizi...

May 15, 2026

24 min

Ray Makela and Annie Stefano

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The Agentic Journey: Integrating AI into Customer Success

Key talking points: The agentic journey: Understanding where AI agents can be integrated into the customer lifecycle to ...

March 31, 2026

25 min

Ray Makela and Annie Stefano

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The Missing Link Between Sales Playbooks and Performance

Key Insights: A well-designed playbook without enablement is just noise Executive sponsorship is essential for adoption ...

March 12, 2026

26 min

Ray Makela & Charlie Dorrier

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The Force Multiplier: Elevating the Frontline Sales Manager to Drive Revenue

Key Insights: The coaching advantage: Organizations that properly train and enable their managers see a seven percent in...

February 23, 2026

32 min

Ray Makela & Mark McWatters

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How to Operationalize AI in Sales Enablement

Key Insights: The onboarding evolution: A shift to modern tools is necessary because new hires expect interactive learni...

February 19, 2026

33 min

Ray Makela & Kelly Lewis

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The Execution Gap: Elevating the Enablement Practitioner to Secure Revenue

Key Insights: The promotion fumble: A sudden shift into a leadership role without a comprehensive framework leads to a p...

February 12, 2026

24 min

Ray Makela & Christopher Kingman

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The "Seamless Handoff" Crisis: Killing the "Accidental Salesperson" to Secure NRR

Key Takeaways: The "Accidental" salesperson: Why expecting CS to drive revenue without "safe space" training creates a c...

February 9, 2026

27 min

Ray Makela & Emilia D’Anzica

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Engineering SaaS Account Growth: Reversing NRR Decline with Telemetry

Key Talking Points: The NRR crisis: Why 58% of companies are seeing retention slide despite best efforts. The "Usage Con...

February 5, 2026

27 min

Nick Toman, Dan Harmeson & Craig Riley

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The End of the Static Playbook: Building Situational Fluency with AI

Key Talking Points: The "Living Constitution" framework: Why playbooks must be dynamic and accessible in the flow of wor...

February 3, 2026

38 min

Ray Makela & Mark Magnacca

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The "Closer" is a Myth: Why Negotiation Starts at Discovery–Not the Contract

Unpack why negotiation actually begins in discovery—not at the contract stage—and how sellers can replace charm-based ta...

December 2, 2025

36 min

Ray Makela & Phil Putnam

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Technology

The Death of Instinct: Why AI is the Only Path to Predictable Growth | SBI Podcast

Human intuition creates unpredictable revenue. Learn how Restaurant Technologies used AI and micro-segmentation to autom...

November 28, 2025

25 min

Mike Hoffman & Jeff Kiesel

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From Training to Transformation

When your market is mature and hypercompetitive, standing still is the fastest way to fall behind. In this episode, SBI ...

October 25, 2025

19 min

Ray Makela & Bart Freedman

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The Human Edge in an AI-Driven World   

In this episode of the SBI Growth Podcast, Mike Hoffman, CEO of SBI, sits down with Dom Colasante, CEO of 2X, to explore...

October 21, 2025

33 min

Mike Hoffman & Dom Colasante

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Accelerating Executive Impact: Why Time-to-Productivity Is Now a GTM Metric

In this episode of the Sales Readiness Podcast, SBI Managing Partner Tony Ericson sits down with Nicole Rogas, President...

October 3, 2025

24 min

Tony Ericson, Nicole Rogas

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Technology

Strategies to Cut Through the Noise and Stand Out in a Crowded Market

In this episode of The Climb podcast, our host Cliff Simon is joined by Jessica Pely, Co-Founder and CEO of Loyee, for a...

July 25, 2025

25 min

Cliff Simon & Jessica Pely

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Sales Training

The Missing Link Between Sales Playbooks and Performance

In the latest episode of the Sales Readiness Podcast, our host Ray Makela, SBI’s Managing Director of Talent Development...

July 22, 2025

26 min

Ray Makela & Charlie Dorrier

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Technology

Build a Winning Inbound Strategy for Your Tech Startup

In this episode of The Climb podcast, our host Cliff Simon is joined by Laura Erdem, Sales Manager at Dream Data, to exp...

July 11, 2025

34 min

Cliff Simon & Laura Erdem

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Sales Training

A ‘Wicked’ Gainsight Recap: The Dual Forces Shaping Customer Success

In the latest episode of the Sales Readiness Podcast, our host Ray Makela, SBI’s Managing Director of Talent Development...

July 1, 2025

25 min

Ray Makela & Annie Stefano

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Sales Training

Predicting and Preventing Revenue Impacting Mistakes

In this episode of the Sales Readiness Podcast, our host Ray Makela, SBI’s Managing Director of Talent Development, is j...

June 24, 2025

25 min

Ray Makela & Christina Brady

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Technology

Aligning Your Brand and Digital Presence for Success 

In this episode of The Climb podcast, Cliff Simon is joined by Will Allred, Co-Founder of Lavender, to talk through deve...

June 20, 2025

22 min

Cliff Simon & Will Allred

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Sales Training

Embedding Customer Success into GTM: Where Strategy Meets Execution

In this episode of the Sales Readiness Podcast, our host Ray Makela, SBI’s Managing Director of Talent Development, is j...

June 10, 2025

25 min

Ray Makela & Annie Stefano

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Technology

From Awareness to Conversion: Building Go-to-Market Precision that Scales

In this episode of The Climb podcast, our host Cliff Simon, Vice President of SBI Technology, is joined by Alina Vandenb...

May 30, 2025

26 min

Cliff Simon & Alina Vandenberghe

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Sales Training

Redefining the Role of Customer Success

In this Sales Readiness Podcast episode, our host Ray Makela, SBI’s Managing Director of Talent Development, is joined b...

May 27, 2025

28 min

Ray Makela & Annie Stefano

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Sales Training

Sales vs. Account Management: Why Role Clarity Matters More Than Ever

In this episode of the Sales Readiness Podcast, our host, Ray Makela, SBI’s Managing Director, welcomes back Ethan Radof...

May 13, 2025

27 min

Ray Makela & Ethan Radoff

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Technology

Turning AI Insights into Actions for Sales Leadership 

In Part 2 of The Climb podcast Episode 1, Cliff Simon, Vice President of SBI Technology, continue his conversation with ...

May 9, 2025

23 min

Cliff Simon & Kevin Dorsey

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Sales Training

Upskilling Frontline Managers to Drive Sales Team Performance

In this Sales Readiness Podcast episode, our host Ray Makela, SBI’s Managing Director of Talent Development, is joined b...

April 29, 2025

28 min

Ray Makela & Dave Lingebach

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Technology

Coaching for the Sales Coaches: How AI is Rewriting the Sales Playbook

In this episode of The Climb podcast, our host, Cliff Simon, CRO of Carabiner Group, a part of SBI, sits down with Kevin...

April 25, 2025

21 min

Cliff Simon & Kevin Dorsey

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Sales Training

The Value of Building Strong Relationships and Rapport in Sales

In this episode of the Sales Readiness Podcast, Ray Makela, SBI’s Managing Director is joined by Ethan Radoff, Partner a...

April 17, 2025

31 min

Ray Makela & Ethan Radoff

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Part 3: Ages and Stages of a Growing Company

In this episode, Anthony Erickson, SBI Managing Partner, hosts JD Miller, author of “The CRO’s Guide to Winning in Priva...

April 8, 2025

24 min

Anthony Erickson & JD Miller

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Sales Training

Delivering Value to Executives: Avoiding Pitfalls and Driving Business Outcomes 

In this Sales Readiness Podcast episode, our host Ray Makela, Managing Director, is joined by Sarah Bedwell, SBI Executi...

March 12, 2025

25 min

Ray Makela & Sarah Bedwell

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Part 2: Board Meeting Preparation and Communication

In this episode, Anthony Erickson, SBI Managing Partner, hosts JD Miller, author of “The CRO’s Guide to Winning in Priva...

March 4, 2025

19 min

Anthony Erickson & JD Miller

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Sales Training

Get Inside the Mind of Your Sellers

Key talking points: Motivation is not a static quality, nor a byproduct of hard work. It requires effort and attention t...

February 11, 2025

21 min

Ray Makela & Chasta Bair

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Part 1: The Power of Predictability to Drive Sustainable Growth

Key Takeaways: Game-changing tools and frameworks for improving forecasting reliability. Striking the right balance betw...

February 5, 2025

18 min

Anthony Erickson & JD Miller

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Sales Training

Navigating the Shift from Manager to Sales Coach

Key Takeaways: Coaching Drives Results: Effective coaching boosts individual growth and team performance, helping teams ...

January 23, 2025

22 min

Ray Makela & Jeffrey Cordes

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The Role of AI in IT and Business

Key Talking Points: AI integration and its role in Go-to-Market Strategies Talent Management and how AI has developed be...

January 7, 2025

25 min

Mike Hoffman & Sudhakar Ramakrishna

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Pricing

Ritual Is Clearly Underpriced

In this episode of DTC Priced Right we're talking about Ritual, a company taking on a multi-billion dollar industry by r...

January 6, 2025

min

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Pricing

BRCC—A Coffee Rich in Identity

In this episode of DTC Priced Right we're talking about Black Rifle Coffee Company and how it's succeeded in building a ...

January 7, 2025

min

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Pricing

Barking Up the Right Price

This week we're talking about who let the dogs out. We're talking about BarkBox, which we can learn a lot from. But ther...

January 6, 2025

min

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Pricing

Who Gives A Crap Is on a Roll

In this episode of DTC Priced Right we're talking about Who Gives a Crap, a company that used toilet paper—a multi-billi...

January 6, 2025

min

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Pricing

Can Bulletproof Avoid the Crash Long Term?

In this episode of DTC Priced Right we're taking a look at Bulletproof—a company disrupting not only the traditional cof...

January 6, 2025

18 min

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Pricing

Is Billie Missing a Few Spots?

This week we're going to learn a lot from a company that actually took on the pink tax. The pink tax is essentially a st...

January 6, 2025

min

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Pricing

Is Art of Sport's pricing a slam dunk?

In this episode of DTC Priced Right we're talking about Art of Sport, a unisex line of body and skin care products marke...

January 6, 2025

min

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Pricing

Soylent's Pricing Strategy Needs Nourishment

In this episode of DTC Priced Right we're talking about Soylent, an innovator in the meal replacement market now valued ...

January 6, 2025

min

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Pricing

Cora Has a Good Flow

In this episode of DTC Priced Right we're talking about Cora, a company that entered into an archaic industry and revolu...

January 6, 2025

min

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Pricing

Is Huel's Pricing Strategy Shakin'?

In this episode of DTC Priced Right we're talking about Huel—a nutritionally complete meal replacement—and how they've s...

January 6, 2025

18 min

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Pricing

Is hims’ Strategy Preventative?

In this episode of DTC Priced Right we're talking about Hims, a men’s health brand that’s redesigned the look of men’s p...

January 6, 2025

min

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Pricing

Curiosity Stream’s Pricing Strategy Insights

Does Curiosity Stream's pricing have what it takes to thrive in the competitive streaming market? We're looking at their...

January 6, 2025

min

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Pricing

Peloton’s Pricing Strategy: Lessons in Packaging and Retention

We're taking a look at the pricing strategy behind Peloton, one of the most powerful fitness brands in the world. We're ...

January 6, 2025

min

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Pricing

Hey.com: A Bold & Opinionated Approach to Pricing

The founders of email provider Hey.com are taking aim at a service long dominated by Google, and they're doing it with a...

January 6, 2025

min

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Pricing

Should Twitter Offer a Subscription Service?

We break down whether or not Twitter should have a subscription.

January 6, 2025

min

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Pricing

Is Zoom Becoming Too General?

Zoom has become a household term since the COVID-19 pandemic locked everyone into a work- from-home environment. But wit...

January 6, 2025

min

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Pricing

Could Joe Rogan Thrive With His Own Subscription Service?

In this episode, we're talking about a hypothetical Joe Rogan subscription. Would it work?

January 6, 2025

min

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Pricing

Chipotle Could Boost Revenue With Superfan Memberships

In this episode, we're talking about Chipotle, the champion of fast, casual, and healthy dining, and the champion of our...

January 6, 2025

8 min

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Pricing

Can Amazon Prime stay prime?

Amazon Prime has been an industry juggernaut for years, but do they have what it takes to stay prime and stave off their...

January 6, 2025

9 min

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Pricing

Is Front Pushing Too Hard?

In this episode, we're talking about Front, who's taking aim at a service long dominated by Google, and they're doing it...

January 6, 2025

min

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Pricing

Ancestry's Pricing Lacking Monetary DNA

In this first episode of Season 6 of Pricing Page Teardown, we're talking about Ancestry.com, their amazing technologica...

January 6, 2025

21 min

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Pricing

Monday.com Pricing Teardown

On this episode, we're talking about Monday.com, a behemoth in the project management space. But do they have what it ta...

January 6, 2025

min

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Pricing

Is Commoditization in Klaviyo's Pricing Future?

In this episode, we're talking about Klaviyo, a company that has taken the ecommerce market by storm. They took one thin...

January 6, 2025

20 min

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Pricing

Can Spotify Keep Their Music Throne?

In this episode, we're talking about music juggernaut, Spotify, which revolutionized the music industry, breaking the ch...

January 6, 2025

min

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Pricing

The Dropbox Identity Crisis

In this episode, Patrick Campbell breaks down Dropbox, one of the biggest companies in the storage space. He's talking a...

January 6, 2025

min

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Pricing

Can Bundling Take Xero to Zero?

In this episode, we're talking about Xero—beautiful accounting software and one of the fastest growing SaaS companies in...

January 6, 2025

10 min

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Pricing

Time Magazine | Making a Massive Pricing Mistake

In this episode, Patrick Campbell takes a deep dive into Time Magazine's pricing strategy for their digital subscription...

January 6, 2025

9 min

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Pricing

Can Netflix Stay Relevant in a Competitive Streaming Market?

In this episode of Pricing Page Teardown, we're talking about Netflix, a company that's done the impossible time and aga...

January 6, 2025

min

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Pricing

ClickUp Pricing Strategy | One App to Replace Them All

In this episode, Patrick Campbell conducts a comprehensive review and analysis of ClickUp's pricing strategy, highlighti...

January 6, 2025

min

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Pricing

Mission Metric or Mission Impossible?

Can Shopify Grow for 100 years?

January 6, 2025

min

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Pricing

Does Freeletics' Pricing Strategy Need a Workout?

In this episode, Patrick Campbell takes a deep dive into the controversial pricing strategy of Europe's leading fitness ...

January 6, 2025

min

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Pricing

Miro's Pricing Strategy Unmasked

Patrick Campbell delves into Miro's background, critically analyzes its pricing page, and offers key takeaways on its fr...

January 6, 2025

min

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Pricing

Is Dialpad Phoning in their Pricing?

Dialpad is an A.I. driven communications app with a lot to offer, but their pricing needs a bit of work. We're talking a...

January 6, 2025

min

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Pricing

Pricing Tips: Pricing Best Practices

In this episode, our expert pricing specialist breaks down the three golden rules for crafting a winning pricing page: s...

January 6, 2025

min

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Pricing

Pricing Tips: Legacy Pricing

In this episode, our experts explore the delicate art of raising prices for both long-standing and new customers.

January 6, 2025

min

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Pricing

Pricing Tips: Simple Value Metrics

Simplifying value metrics is essential for creating a transparent and effective pricing strategy.

January 6, 2025

min

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Pricing

Pricing Tips: Price Anchoring

Price anchoring can be a powerful tool in guiding customers towards a specific tier or product.

January 6, 2025

min

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Pricing

Usage Based Pricing During Times of Economic Downturn

In times of economic downturn, retaining customers becomes crucial for businesses.

January 6, 2025

min

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Pricing

Pricing Tips: Customer Advisory Panels

Customer Advisory Panels offer businesses an invaluable source of feedback to refine products, services, and strategies

January 6, 2025

min

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Pricing

Pricing Tips: Price Bundling

Price bundling is a proven strategy to not only simplify the buying process but also to boost sales and enhance customer...

January 6, 2025

min

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Pricing

Customer distribution across plans and packages

Analyzing the distribution of customers across your plans or packages can be a powerful tool for optimizing your pricing...

January 6, 2025

min

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Pricing

Pricing Tips: Good, Better, Best Pricing

The world of SaaS demands innovative packaging strategies to drive customer growth and satisfaction.

January 6, 2025

min

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Pricing

Price increases can be intimidating, but with the right approach, they don't have to be.

Price increases can be intimidating, but with the right approach, they don't have to be.

January 6, 2025

min

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Pricing

Can Bulletproof Avoid the Crash Long Term?

Churn, the dreaded enemy of revenue growth, can have a significant impact on your business's bottom line.

January 6, 2025

min

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Pricing

Pricing Tips: Secondary value metrics

You've nailed your primary value metric, but have you considered the potential of incorporating a secondary value metric...

January 6, 2025

min

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Pricing

Pricing Tips: Communicating Pricing Changes

Communicating price changes can be a delicate process, but with the right approach, it can also build trust and reinforc...

January 6, 2025

min

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Pricing

Pricing Tips: Price Localization

Embracing localized pricing strategies can have a significant impact on customer satisfaction and revenue generation.

January 6, 2025

min

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Pricing

Pricing Tips: Overages

Unexpected charges or unrequested upgrades can jeopardize customer satisfaction and loyalty.

January 6, 2025

min

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Pricing

Pricing tips: Free Trials

Free trials can be a powerful tool for attracting new customers and boosting conversions, but determining the optimal tr...

January 6, 2025

min

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Pricing

Pricing Tips: Pricing Committees

Pricing committees play a crucial role in effectively managing pricing strategies within an organization.

January 6, 2025

min

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Pricing

Pricing Tips: Freemium Models

Freemium models have proven to be an effective strategy for attracting early adopters and increasing revenue opportuniti...

January 6, 2025

min

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Pricing

Pricing Tips: Discounting

Discounts are often used as a tool to increase customer acquisition in the SaaS industry, with the belief that customers...

January 6, 2025

min

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Pricing

Pricing Tips: Value Metrics

Value metrics are essential for optimizing your pricing strategy, but it's all too easy to get them wrong.

January 6, 2025

min

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GTM

Solving Problems with Product-Market Fit

Key Talking Points: • Where to start in dealing with problems in product-market fit • How should Sales, Marketing, and P...

October 29, 2024

26 min

Mike Hoffman & Lisa Johnston

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Boosting Commercial Efficiency with Customer Success Management and AI

Key Talking Points: The role of customer success in driving commercial efficiency at Gainsight AI's transformative impac...

October 28, 2024

26 min

Mike Hoffman & Nick Mehta

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Sales Training

Navigating the Paradox of Innovation in Sales with AI

Key talking points: Understanding the paradox of innovation in sales and the challenges of adopting new technologies. Ba...

September 27, 2024

25 min

Ray A. Makela & Dr. Howard Dover

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Sales Training

Enhancement of Sales Training through Innovative Methods

Key talking points: Enhancing Sales Training: Utilizing AI to provide scalable, automated role-play scenarios for realis...

September 27, 2024

39 min

Ray A. Makela, Adam Clay & Stefanie Boyer,

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How to Build a Successful Carve-out

Key Talking Points: • The three key focal points for starting out in a carve-out • How understanding the operating model...

August 20, 2024

29 min

Mike Hoffman & Jeff Williams

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Sales Training

Amplifying Human Sellers: The Role of AI in Sales

Key talking points: Why growth in sales capabilities must go beyond headcount How AI contributes to winning more account...

August 9, 2024

39 min

Ray A. Makela & Andre Yee

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The Highs and Lows of the AI Boom

Key Talking Points: • How TierPoint helps businesses outsource data operations effectively • The current state of energy...

August 6, 2024

25 min

Mike Hoffman & Jerry Kent

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Effective Communication for Publicly Traded Companies

Key Talking Points: • Effective communication is essential for managing reputation and risk • Setting realistic goals is...

July 23, 2024

30 min

Mike Hoffman & Tom Ryan

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Bouncing Back to Growth

Key talking points: • How effective segmentation drives predictable growth • Why being more direct in client communicati...

July 9, 2024

19 min

Mike Hoffman & Jeff Kiesel

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Getting It Right as a Second CEO

Key Talking Points: • How second CEOs differ from founder CEOs • Why second CEOs can help a company scale better • The r...

June 18, 2024

26 min

Mike Hoffman & Matt Sharrers

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The CEO’s Guide to Resilient Revenue Streams - Part #2

Key talking points: • Why sales reps game the compensation system • How to capture more value from customer renewals • A...

May 14, 2024

16 min

Mike Hoffman & Chris Cabrera

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The CEO’s Guide to Resilient Revenue Streams - Part #1

Key talking points: • Risks of solely focusing on achieving a high valuation • Navigating the pendulum scenario of growt...

May 7, 2024

24 min

Mike Hoffman & Chris Cabrera

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Marketing as a Key Revenue Driver

Key Talking Points: • Marketing as a cost-center vs. revenue generator • Key dependencies to effective marketing • How t...

February 20, 2024

33 min

Mike Hoffman & Jeff Pedowitz

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Talent at the Center of Growth - Part #2

Key Talking Points: • The importance of identifying the right competencies in top sales talent • Insights on what to loo...

February 6, 2024

17 min

Mike Hoffman & Nick Toman

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Talent at the Center of Growth - Part #1

Key talking points: • The critical role of talent in driving growth and value creation • How the sales role has evolved ...

January 30, 2024

22 min

Mike Hoffman & Nick Toman

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Reinventing Sales with AI

Key Talking Points: • How AI makes the human element more crucial in sales • Accelerate trust building with intelligent ...

January 16, 2024

39 min

Ray Makela & Alfred Ojukwu

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Big Returns from Customer Success - Part #2

Key Talking Points: • The current state of the healthcare industry and opportunities to come • Adopting a consultative a...

January 9, 2024

19 min

Tony Erickson, BJ Schaknowski & Nicole Rogas

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The Talk on Top-Line Growth

Key Talking Points: • Factors affecting the value created by top-line growth in different contexts • The value of skepti...

December 12, 2023

27 min

Mike Hoffman & Jake Silverman

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Big Returns from Customer Success - Part #1

Key Talking Points: • How symplr continues to tell a consolidated brand story after 15 acquisitions • The payoff of heav...

November 28, 2023

18 min

Tony Erickson, BJ Schaknowski & Nicole Rogas

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Empowering Sales with AI

Key Talking Points: • Use cases for generative AI in Sales and how it augments various tasks • Overcoming resistance to ...

November 7, 2023

39 min

Ray Makela & Conor Grennan

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Growth at Any Cost is Over

Key Talking Points: • The GTM levers that drive greater value generation in 2024 • How to better leverage commercial tec...

October 24, 2023

25 min

Mike Hoffman & Pilar Schenk

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Know to Grow Sales Talent

Key Talking Points: • Assessing talent and creating individual OKRs in line with corporate OKRs • Developing standardize...

October 10, 2023

21 min

Tony Erickson & Karen Mattice

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Delivering Sales Velocity

Key Talking Points: • The winning seller profiles that drive increased commercial productivity • Findings from SBI’s lat...

September 5, 2023

34 min

Nick Toman & Ray Makela

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Wait and See is Over

Key talking points: • How CEOs are focusing efforts in the face of increased operating costs, slower sales cycles, and l...

August 3, 2023

16 min

Mike Hoffman & Scott Gruher

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