Webinars
Fuel your organization's growth through actionable plans rooted in commercial strategy. Our curated Webinars provide personalized roadmaps, fostering alignment, focus, and enhanced productivity.
Upcoming Webinars
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Embark on previous webinars
Watch on Demand: Coaching Your Team Out of a Sales Slump
- Featuring Ray Makela & Norman Behar
- 18 Sep 24
- 61 min episode
Is your sales team missing targets? Watch our webinar to discover SBI's research on buyer friction and how to coach your team out of a slump using AI. Learn to improve prospecting, refine sales conversations, and align solutions with customer needs.
Ray Makela, Managing Director, Talent Development, shared how AI can boost skills development and performance. This session is ideal for enablement leaders looking to empower their sales teams with AI-driven tools for sustained success.
Key topics include:
• AI for prospecting and finding new opportunities
• AI-driven call planning for better customer insights
• Aligning solutions with customer needs using AI predictions
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
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