Charting Your Course to Board Membership: Profiles, Networks, and Compensation
This is an invite-only webinar hosted by SBI's Chairman, Matt Sharrers, with guest Eric Walczykowski, CEO of BeSpoke Partners, will discuss what it takes to become a Board Member. Attendees will learn:
- Board member candidate experiences and expertise
- Tips for establishing their personal profile
- The value of building the right network
- How Board compensation packages are determined
Increasing Sales Talent Productivity Through Effective Coaching
In the current landscape, where business leaders are strategically shifting their focus to recovery, the role of sales managers has taken on a critical new dimension. Join us for an interactive webinar to discuss the transformative power of sales coaching in driving commercial excellence. In this webinar, you'll learn about:
- The crucial role of sales coaching in attaining commercial excellence.
- Moving beyond ad-hoc coaching: Effective alternatives and solutions.
- Cultivating a world-class sales coaching culture.
- Key sections to include in your Sales Coaching Playbook.
- Maximizing coaching ROI through insightful metrics.
- Harnessing collaborative learning for advancing sales coaching skills.
Webinar Replay: Connecting Commercial Talent to Actionable Results
As a growth leader, how do you answer the question, “What makes great sellers great?” While many companies throughout Q1 and Q2 have reported open headcount in more than 15% of sales territories, leadership teams have not taken the corrective action to implement coaching and skill development for their teams.
In this webinar, SBI Head of Research Bryan Kurey is joined by SBI Sr. Partner Tony Erickson to share SBI’s latest research on the four most common seller approaches used by sales teams. Topics include:
-The proven seller approaches to increase sales productivity
-Establishing a foundation to recruit, ramp, and retain sellers through talent assessments
-How to scale top competencies from your strongest sellers
Download the presentation slides from the webinar here.
Webinar Replay: Aligning Go-To-Market Leadership Teams
In the face of conflicting pressures, many growth leaders take an incremental, risk-averse approach to changing their go-to-market model. This leads to misalignment with leading best practices and poor sales productivity.
In this webinar, SBI’s Head of Research, Bryan Kurey, and CEO, Mike Hoffman, are joined by Bespoke Partners CEO, Eric Walczykowski. Bespoke Partners is the leading executive search and leadership advisory firm for software and SaaS companies. During this conversation, the group will share SBI’s latest CEO Survey Results, discuss the implications for GTM teams, share best practices for recruiting GTM leadership, and emerging trends in the sales, marketing and customer success talent market.
Sales Leaders will hear:
-What types of GTM leaders are most effective in today’s uncertain economic climate
-How to drive alignment among GTM teams
-Insights from SBI’s recent CEO growth forum
Download the presentation slides from the webinar here.
Webinar Replay: From Insights to Action: How To Reignite Your Sales Strategy Using Q1 Metrics
Many companies have emerged from Q1 with the need to rethink, reshape, or even re-adjust revenue targets. It's a daunting task, particularly if you don't know where to look. To hit your sales targets it’s essential to adjust your sales strategy based on performance data — otherwise it can lead to missed opportunities, wasted resources, and poor sales performance.
Learn how to reignite your sales strategy using valuable insights from Q1 in our upcoming webinar. From best practices on account segmentation to sales talent management, you’ll get tips to improve your sales productivity and drive revenue growth based on the latest research and real-world examples. You'll learn how to:
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- Put best-in-class account segmentation strategies into practice
- Use data-driven insights to inform your segmentation decisions
- Properly align your sales resources to your highest value accounts
- Optimize your account segmentation strategy to scale into the next year
Webinar Replay: Unlocking the Potential of Customer Marketing
- What’s preventing B2B revenue teams from maximizing the impact of customer marketing
- Critical processes and interlocks to ensure high-impact execution of customer marketing
- Steps can CMOs take to increase the impact of customer marketing in their org
Download the presentation slides from the webinar here.
Webinar Replay: How CEOs Are Viewing the Next Horizon—A Roadmap of Clarity for Their Executive Teams
- CEO reactions and sentiment toward current economic conditions and how they are positioned to respond
- The strategic financial or budgeting actions executive teams are taking
- The big bets to focus on for the foreseeable future
- Highlights from recent Sales, Marketing, and CEO Growth Forums
Download the presentation slides from the webinar here.
Webinar Replay: Sales Talent Productivity Risks and Remedies for 2023
While sales productivity will always be a concern for CEOs and their go-to-market leadership teams, this year has already brought on additional pressures. With uncertain economic conditions, a renewed focus on earnings versus growth, and a tight labor market, executives risk missing opportunities to capture new markets and drive significant revenue growth.
In this webinar, SBI Director Crystal Rath-González is joined by SBI Researcher Chris Brown to share how market-leading organizations are addressing these hurdles. Discussion Topics Include:
- Go To Market headcount expectations in 2023
- Best-in-class onboarding programs
- Staving off employee burnout
Download the presentation slides from the webinar here.
Webinar Replay: Why Market-Leading Companies Are Investing in Front Line Sales Managers to Drive Productivity in FY23
The right Front Line Sales Manager is key to getting your sales organization off to a fast start this year. With SKO season wrapping up, is your team ready to tackle FY’23, or will the weight of the trivial make your A-Players crumble?
In this webinar, SBI Market Development Manager Robin Jones is joined by PE Principal Geoff Schuler to discuss the importance of the Front Line Sales Manager Role to the success of your organization this year. Discussion topics include:
-The productivity impact of the Front Lines Sales Manager Role
-Front Line Sales Manager Competencies, Responsibilities, & Support
-Actionable examples to use with your teams
Download the presentation slides from the webinar here.
Webinar Replay: Creating Clarity and Confidence For Your Team in a Year Like No Other
2023 could be a make-or-break year for your organization, and with the annual planning season quickly coming to an end, is your team prepared to succeed in uncertain markets?
In this webinar, SBI Sr. Partner Josh Horstmann is joined by Engagement Manager Norma Nieto to discuss how commercial teams can feel more confident executing next year's plan, including:
-Evaluating where your organization is today
-Determining how to make the unknown known
-Aligning with your team to achieve growth
Download the presentation slides from the webinar here.
Webinar Replay: Driving Rep Productivity in ’23: How Market Leaders Create Incentive Plans That Inspire
While Q4 has just begun, the end of year is in sight, and sales reps are anxiously awaiting what incentives will be rolled out at SKO in just a few months. In a time where top talent is at a premium, can you afford to lose high performers due to poorly designed comp plans?
In this webinar, SBI Talent Lead John Staples is joined by Market Development Manager Robin Jones to discuss top-of-mind challenges facing sales organizations during this time of year, including:
- Having the right plans in place for the right roles
- Identifying the data and enablement needed for your sellers
- Building and rolling out plans that attract and retain high performers
- Use cases of how the market is developing incentive plans for next year
Download the presentation slides from the webinar here.
Webinar Replay: 5 Steps to Growth Readiness in 2023
In this webinar, SBI Sr. Partner Josh Horstmann is joined by SBI Engagement Manager Norma Nieto to walk through the playbook and share the 5 key steps to annual planning. Webinar registrants will:
-Learn Best Practice Sequencing for Annual Planning
-Discover the 7 Key Work Streams for a Successful Rollout
-Gain Access to the Complete Guide
Download the presentation slides from the webinar here.
Webinar Replay: The 4 Planning Pitfalls Putting Your 2023 Strategy at Risk
In this webinar, SBI President Nick Toman is joined by SBI Sr. Partner Ryan Tognazzini to share the latest insights to arm your conversations with commercial leadership and help your CEO avoid these common mistakes putting their 2023 strategy at risk:
-Not evolving value creation strategies fast enough given the macro-economic conditions
-Being slow to evolve from adding headcount to shifting to a productivity-oriented strategy
-Prioritizing too many growth initiatives
-Failing to execute a “productivity pivot” to fuel their growth through a recession
Download the presentation slides from the webinar here.
Webinar Replay: How Agile Companies Adapt to Changing Market Conditions
With uncertainty surrounding the second half, organizations must be quick on their feet to navigate any market condition and deliver growth by year’s end. SBI’s research uncovers how best-in-class companies are planning for potentially rainy days ahead for a strong finish to 2022.
In this webinar, SBI Senior Partners Josh Horstmann and Ryan Tognazzini discussed:
- Mitigating Risk in the Second Half
- Navigating Revenue Growth Quadrants
- Growth Levers to Activate in 2023
Download the presentation slides from the webinar here.
Webinar Replay: Navigate the Sales Headcount Gap
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For sales leaders experiencing high turnover, their organizations are taxed with finding solutions to lead their company with internal and external resources.
In this webinar, SBI Partners John Staples and Kristel Kurtz discussed:
- What growth levers to activate for near term and long term growth
- When to invest in your current team or outsource to a third party
- What it means to pay a premium for new talent in today’s marketplace
Download the presentation slides from the webinar here.
Webinar Replay: The War for Talent: Our New Normal
Martha Mathers and Nick Toman share how leading organizations get ahead with a refreshed approach to their commercial talent strategies and ultimately increase employee lifetime value.
Discussion topics include:
- Key Commercial Talent Challenges
- Retaining Top Sales Talent
- Attracting A-Players to Your Organization
- …and more
Download the presentation slides from the webinar here.
Webinar Replay: Five Reasons Your SalesTech Stack Isn't Delivering
Nancy Nardin and Martha Mathers cover SBI’s approach to monitoring the SalesTech landscape and helping companies identify stage-appropriate tools that will have a positive impact on key commercial outcomes.
Discussion topics include:
- An orientation to SBI’s Enterprise SalesTech Landscape and how to use it
- Brand new data providing clarity around the typical salestech stack today
- Insight into peer companies’ future-looking roadmaps
- Detailed insight into top—and bottom—performing tools, adoption levels, and more
Download the presentation slides from the webinar here.