SBI Podcast Sales Benchmark Index

Episode 5: Empowering Sales with AI AI development continues at a breakneck pace, with the number of use cases increasing by the day. This raises the question for many Go-to-Market leaders: how do we use AI to help sales? How do we ensure smooth adoption of AI? And what value does it bring to the business?
In this episode, SBI Managing Director of Talent Services, Ray Makela meets Conor Grennan, Head of Generative AI at NYU Stern School of Business to take a deep dive into the state of generative AI today, its use cases, and key considerations in business.
Key Talking Points:
Use cases for generative AI in Sales and how it augments various tasks Overcoming resistance to AI use, and key considerations such as data privacy Ideas for effective AI enablement, as well as other new use cases for AI

Episode 4: Growth at Any Cost is Over Understanding the right design and execution of GTM levers in uncertain markets could help CEOs propel their revenue growth by making efficient use of existing resources.
In this episode, Pilar Schenk, Cisco COO, Global Specialists, and Mike Hoffman, SBI CEO, discuss strategy, execution, and activation against a backdrop of those who had a growth thesis in tech of growth, at any cost.
Key Talking Points:
The GTM levers that drive greater value generation in 2024 How to better leverage commercial tech to increase sales efficiency What advancements the tech industry is making with generative AI

Episode 3: Know to Grow Sales Talent A crucial driver of an organization’s revenue growth plans is the people that work there and how they perform. The importance of understanding how to develop top talent in go-to-market teams cannot be understated.
In this episode, Senior Partner and TMT Practice Leader at SBI, Tony Erickson meets with Director of Global Sales Enablement at Nearmap, Karen Mattice to talk about Nearmap’s approach to talent development through its Know and Grow strategy.
Key Talking Points:
Assessing talent and creating individual OKRs in line with corporate OKRs Developing standardized training that focuses on gaps in key competencies How Nearmap leverages AI to analyze and optimize sales conversations

Podcast: 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.

Episode 2: Delivering Sales Velocity
Understanding the types of seller behaviors that have been most successful in today’s slow-moving market could help CEOs create value by improving the commercial productivity of their GTM teams.
In this episode, Chief Strategy and Product Officer at SBI, Nick Toman, and SBI General Manager of Talent Productivity, Ray Makela, discuss how top CEOs are adopting effective seller approaches and generative AI to push the sales margin. 
Key Talking Points:
The winning seller profiles that drive increased commercial productivity  Findings from SBI’s latest report on seller approaches and sales velocity  How generative AI can support sellers in understanding customer needs  

Episode 1: Wait and See is Over
CEOs are no longer waiting to see what will happen next. They are taking control of what they can to be optimally positioned for what comes next.
There are many aspects of business outside the control of CEOs; and many have recognized this and are no longer waiting to see what will happen next. In this episode, SBI CEO, Mike Hoffman, and SBI President of Consulting, Scott Gruher, discuss how CEOs are taking control of three major challenges to position their companies for what's to come.  
Key talking points: 
How CEOs are focusing efforts in the face of increased operating costs, slower sales cycles, and low morale  Back to the base and aligning sales, marketing, and customer success Evaluating capabilities - are the skills and experience that brought the company here what it needs in the future?