SBI, The Growth Advisory

SBI, The Growth Advisory

Welcome to the SBI Podcast Channel. SBI is the go-to-market (GTM) growth advisory with proven experience in helping innovative companies achieve real results in sales and marketing. This channel features podcasts with insightful discussions between top sales and marketing leaders, sharing insights, best practices, and proven strategies to create incremental value and drive revenue growth for your organization. Subscribe today to keep up with the latest episodes for impactful sales and marketing growth strategies.

  1. 5D AGO

    Building a Coaching Culture at Scale – How Ambition Turns Sales Managers into Force Multipliers

    In this episode of the Sales Readiness Podcast, SBI’s Ray Makela sits down with Mark McWatters, Vice President of Revenue at Ambition, to explore how enterprise organizations can transform frontline managers into true coaching leaders. Mark shares why most sales initiatives fail to reach the frontline, how a structured coaching operating rhythm drives accountability, and why encouragement — paired with clear metrics — is a competitive advantage. Together, they unpack the role of AI in reducing administrative burden, improving coaching visibility, and helping managers focus on what matters most: developing people. If you’re looking to boost quota attainment, improve retention, and turn managers into force multipliers, this conversation delivers a practical blueprint for scaling a coaching culture that actually sticks.

    32 min

  2. FEB 19

    AI Is the Tipping Point – Rethinking Onboarding, Coaching & Revenue Enablement in 2026

    In this episode, SBI’s Ray Makela sits down with Kelly Lewis, Co-Founder of The Revenue Insiders, to unpack why this is the year AI becomes truly operational inside sales organizations. From shortening ramp time and modernizing onboarding to enabling frontline managers with AI role play and real-time coaching, Kelly shares practical strategies for moving beyond AI hype and into measurable impact. They explore: Why six-month ramp times are becoming obsoleteHow AI role play is transforming frontline manager coachingThe shift from “one-size-fits-all” training to personalized nudge enablementWhere organizations are getting stuck — and how to start small for quick winsWhy EQ, empathy, and critical thinking will matter more than ever in an AI-powered worldIf you’re a revenue leader looking to cut through the noise and turn AI into a competitive advantage, this conversation is your roadmap.

    33 min

  3. FEB 12

    Professionalizing Revenue Enablement - How Nielsen IQ Elevates Industry Standards Through RES Certification Partnership

    In this episode, SBI's Ray Makela sits down with Christopher Kingman, Board of Directors & Founding Member of Revenue Enablement Society (RES), to explore how the RES is transforming professional development through their groundbreaking Certified Revenue Enablement Professional Program. Chris shares how a four-year collaboration with 15 diverse practitioners and Florida State University Sales Institute created the industry's first comprehensive certification program that bridges practical field experience with academic rigor. Together, they discuss the program's focus on human skills over technology, its design for both newcomers and veterans seeking to fill critical skill gaps, and the long-term vision to establish enablement as a recognized profession with standardized education pathways from undergraduate degrees to MBA programs.

    24 min

  4. FEB 9

    Customer Success Excellence - How SBI Enhanced CS Training Through Growth Molecules Acquisition

    In this episode, SBI Managing Director of Talent Development Ray Makela sits down with Emilia D'Anzica, Founder & Managing Partner of Growth Molecules and Customer Success Expert, to explore how SBI transformed customer success training through acquiring Growth Molecules' proven curriculum. Emilia shares how customer success professionals often lack the sales skills needed to drive expansion revenue, the critical importance of seamless sales-to-CS handoffs, and why creating safe practice environments builds team confidence. Together, they discuss how SBI is taking Growth Molecules' customer success training to the next level, the metrics that matter most for CS teams, and why emotional intelligence and relationship building remain irreplaceable even in an AI-driven world.

    27 min

  5. FEB 9

    Mastering Sales-Procurement Partnerships - How Leading Organizations Build Value Through Strategic Negotiation

    In this episode, Ray Makela sits down with Caldwell Hart, Principal, Procurement and Supply Chain Management at Avetta, to explore how sales and procurement teams can transform adversarial relationships into strategic partnerships. Caldwell shares insider insights on how leading procurement organizations prepare for negotiations, why total value trumps lowest price, and the critical importance of involving procurement early in the sales process. Together, they discuss common misconceptions salespeople have about procurement, proven negotiation tactics that focus on solutions over price wars, and how AI is reshaping procurement processes to create more collaborative, value-driven business relationships.

    43 min

  6. FEB 3

    Digital Sales Transformation - How Organizations Scale Playbook Adoption Through AI-Powered Enablement

    In this episode, SBI Managing Director of Talent Development Ray Makela sits down with Mark Magnacca, President and Co-founder at Allego, to explore how organizations are transforming sales performance through digital enablement and AI-powered coaching. Mark shares how companies can move beyond static playbooks to create dynamic, rehearsal-based learning experiences that drive real behavioral change, and how AI role play technology now provides lifelike coaching feedback when it's most effective. Together, they discuss the evolution from traditional training to continuous skill development, the power of digital sales rooms in reducing buyer friction, and how AI tools can augment sales manager coaching by handling routine development while freeing managers to focus on strategic, deliberate coaching that drives lasting performance improvement.

    38 min

  7. JAN 30

    Navigating AI Reality - How CEOs Cut Through Implementation Failures Using Founder Mode Leadership

    In this episode, host Mike Hoffman sits down with Noel Goggin, multi-time CEO and AI implementation veteran, to explore how executives can navigate the stark reality of AI adoption where 70-95% of projects fail despite widespread claims of success. Noel shares hard-won insights from five years of AI initiatives, revealing why companies must shift from internal process automation to product transformation and why traditional delegation approaches doom AI projects from the start. Together, they discuss the critical need for founder mode leadership with dedicated cross-functional teams, how AI accelerates destructive political behaviors in organizations, and why the entire commercial model—from SaaS pricing to customer value delivery—requires fundamental rethinking in the AI era.

    37 min

  8. JAN 27

    Engineering SaaS Growth - How Companies Predict Churn and Expansion Through AI-Driven Usage Analytics

    In this episode, SBI's Nick Toman sits down with Craig Riley from SBI Research and Dan Harmeson from QuadSci, to explore how SaaS companies are engineering predictable account growth through AI-powered product usage analytics. Craig and Dan share groundbreaking insights from their analysis of 160 billion data points across 9,100 accounts, revealing how companies can predict churn with 90% accuracy up to 12 months in advance and identify expansion opportunities through natural customer cohorts. Together, they discuss the alarming decline in Net Revenue Retention across the industry, the six critical customer cohorts that emerge from usage patterns, and how the SBI-QuadSci partnership within the WaveForge AI ecosystem is helping commercial teams coordinate around data-driven insights to achieve 5% boosts in NRR performance.

    27 min
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About

Welcome to the SBI Podcast Channel. SBI is the go-to-market (GTM) growth advisory with proven experience in helping innovative companies achieve real results in sales and marketing. This channel features podcasts with insightful discussions between top sales and marketing leaders, sharing insights, best practices, and proven strategies to create incremental value and drive revenue growth for your organization. Subscribe today to keep up with the latest episodes for impactful sales and marketing growth strategies.

Information

  • Creator
    SBI, The Growth Advisory
  • Years Active
    2024 - 2026
  • Episodes
    322
  • Rating
    Clean
  • Copyright
    © SBI, The Growth Advisory
  • Show Website
    SBI, The Growth Advisory

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