Embark on previous webinars
Watch on Demand: Driving GTM Efficiency through Optimal Commercial Coverage
- Featuring Tony Erickson, Eric Estrella & Alicia Lee
- 29 Aug 24
- 32 min episode
With annual planning in full swing, we are continuing the conversation to arm you and your teams with a comprehensive guide to building a successful and agile revenue plan to deliver desired results in 2025.
In the second webinar of our five-part series, SBI Senior Partners Tony Erickson and Eric Estrella discuss best practices to understand which customers and prospects are likely to generate the most revenue in the coming year. As well as determine the number of people and roles required to execute the plan effectively. In this webinar, we share how to:
- Prioritize accounts and determine future spend
- Identify and capture market opportunities
Watch on Demand: 5 Things to Know So You Don't Get Planning Wrong
- Featuring Tony Erickson, Eric Estrella & Alicia Lee
- 27 Jun 24
- 51 min episode
One of the biggest questions on the minds of Boards and GTM leaders is whether or not they are deploying GTM resources properly.
During this webinar, SBI Senior Partners, Tony Erickson and Eric Estrella, are joined by SBI's Chief Consulting Officer, Alicia Lee, to share what the fastest growing companies are doing right in commercial efficiency. They will talk about what Boards expect, implications of commercial efficiency, and how to fix the potential missed expectations now.
The spoiler alert is that most companies are not efficient and much of that inefficiency is due to delayed planning.
Watch on Demand: Reviving Commercial Productivity Requires Easing Buying Friction
- Featuring Nick Toman & Craig Riley
- 28 May 24
- 58 min episode
Nick Toman, author of Challenger Customer and SBI's Chief Product and Strategy Officer, is joined by Gartner's former Chief of Research for Sales and Customer Service, Craig Riley, to discuss implications to sellers, sales managers, and GTM executives based on SBI's latest research into today's B2B buying landscape.
Higher consensus requirements and stricter approval processes contribute to CEOs identifying buying factors as the primary threat to commercial productivity in 2024. Unfortunately, many commercial teams are not aligned with buyer’s needs, resulting in extended cycle times, reduced forecast accuracy, and increased rates of lost deals.
Join us to learn more about:
• How the buying journey and consensus requirements have changed
• Why these new buying realities have introduced and amplified friction extending cycle times
• How commercial strategies must evolve to meet buyers’ needs and improve commercial productivity
Watch on Demand: Enhancing Frontline Sales Manager Impact
- Featuring Rick Karlton & Bryan Kurey
- 25 Apr 24
- 58 min episode
Frontline sales managers (FLSMs) play a critical role in impacting seller performance and commercial outcomes at scale. And yet this vital community of next generation senior leaders often gets overlooked when it comes to coaching and development.
Join the SBI team as we discuss our latest research that helps to answer:
• Where FLSMs are most commonly misallocating time and focus in today’s selling climate
• What behaviors define high impact FLSMs compared to peers
• How organizations can develop and enable FLSMs effectively at scale