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 14:
The CEO’s Guide to Resilient Revenue Streams - Part #2

  • Featuring Mike Hoffman & Chris Cabrera
  • 14 May 24
  • 16 min espisode

Key talking points:

• Why sales reps game the compensation system
• How to capture more value from customer renewals
• Aligning CEO and board expectations of growth versus value

Episode 13:
The CEO’s Guide to Resilient Revenue Streams - Part #1

  • Featuring Mike Hoffman & Chris Cabrera
  • 7 May 24
  • 24 min espisode

Key talking points:

• Risks of solely focusing on achieving a high valuation
• Navigating the pendulum scenario of growth versus profitability
• How sales leaders can unintentionally hinder their talent’s success

Episode 12:
Marketing as a Key Revenue Driver

  • Featuring Mike Hoffman & Jeff Pedowitz
  • 20 Feb 24
  • 33 min espisode

Key Talking Points:

• Marketing as a cost-center vs. revenue generator
• Key dependencies to effective marketing
• How to design a holistic campaign model with sales functions

Episode 11:
Talent at the Center of Growth - Part #2

  • Featuring Mike Hoffman & Nick Toman
  • 6 Feb 24
  • 17 min espisode

Key Talking Points:

• The importance of identifying the right competencies in top sales talent
• Insights on what to look for in recruiting effective sales talent
• How sales talent should use Generative AI to learn about prospects

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