Podcast
Every episode is an unscripted conversation between GTM leaders, experts and practitioners, discussing what is on the minds of executives, latest market trends, and SBI research and insights.
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Episode SRG Podcast:
Sales vs. Account Management: Why Role Clarity Matters More Than Ever
- Featuring Ray Makela & Ethan Radoff
- 13 May 25
- 27 min espisode
In this episode of the Sales Readiness Podcast, our host, Ray Makela, SBI’s Managing Director, welcomes back Ethan Radoff, Partner at SBI, to unpack the nuances between sales and account management, and why getting it right matters more than ever. The conversation explores how todays complex customer journey demands clarity of the role, intentional segmentation, and tailored skill sets to drive results.
Key Talking Points
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The traits and competencies that define top-performing salespeople vs. account managers.
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How sales leaders can design org structures and success profiles that reflect todays customer expectations.
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Why it’s increasingly unrealistic for one person to own the entire lead-to-renewal process.
Episode The Climb Podcast:
Turning AI Insights into Actions for Sales Leadership
- Featuring Cliff Simon & Kevin Dorsey
- 9 May 25
- 23 min espisode
In Part 2 of The Climb podcast Episode 1, Cliff Simon, Vice President of SBI Technology, continue his conversation with Kevin “KD” Dorsey, Founder of Sales Leadership Accelerator, In this discussion, they explore how sales leaders can operationalize AI to drive team-wide performance improvements without sacrificing coaching quality.
Key Takeaways:
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Sales performance thrives when systems are designed to scale coaching.
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AI can uncover patterns and coaching opportunities frontline managers often overlook.
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High-performing teams build intentional habits reinforced by managers with the assistance of AI
Episode SRG Podcast:
Upskilling Frontline Managers to Drive Sales Team Performance
- Featuring Ray Makela & Dave Lingebach
- 29 Apr 25
- 28 min espisode
In this Sales Readiness Podcast episode, our host Ray Makela, SBI’s Managing Director of Talent Development, is joined by Dave Lingebach, SBI’s Senior Research Manager, to break down the findings of SBI’s latest research report, in partnership with the Revenue Enablement Society, Closing the Training Gap for Frontline Sales Managers. In this conversation, they break down the implications of continually investing in the upskilling of frontline sales managers, as this role has the greatest influence on the performance of a sales team.
Key Takeaways:
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Organizations with dedicated sales manager training outperformed those without by a 7% increase in quota attainment.
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The skills required to be a great sales manager or coach are vastly different from the skills that make a great seller.
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Competing priorities are the number one reason frontline sales manager training is overlooked.
Episode The Climb Podcast:
Coaching for the Sales Coaches: How AI is Rewriting the Sales Playbook
- Featuring Cliff Simon & Kevin Dorsey
- 25 Apr 25
- 21 min espisode
In this episode of The Climb podcast, our host, Cliff Simon, CRO of Carabiner Group, a part of SBI, sits down with Kevin “KD” Dorsey, Founder of Sales Leadership Accelerator, to unpack the transformative role of AI in frontline sales management.
Key Takeaways:
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Repetition drives mastery. Real progress comes from focused repetition beyond initial exposure to a new skill.
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Frontline managers are often ill-equipped to lead. Investing in their development pays of exponentially across the team.
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AI tools can reinforce what good looks like and help managers deliver consistent, targeted coaching.
What’s next?
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