Podcasts about sales benchmark index

Greg Alexander is the Founder and Chief Investment Officer of Capital 54, where he decides which entrepreneurs to bet on and which firms to invest in. He supports entrepreneurs by helping them scale and exit their firms, and he does so by sharing how he scaled and exited his own. Before opening Capital 54, Greg had two careers spanning 25 years. He co-founded professional service firm Sales Benchmark Index and served as CEO for 11 years. After scaling the firm, he successfully exited in 2017 by selling his interest. Before SBI, Greg was an executive at EMC Corporation, a leader in the data storage industry. He is the author of The Boutique: How To Start, Scale, And Sell A Professional Services Firm, among other books. Greg is also the Founder of Collective 54 and a Young Presidents' Organization member. In this episode… Entrepreneurs aspire to build businesses they can sell for a profit in the long run. However, starting and scaling a profitable business can be a daunting task. In this regard, learning from experienced professionals who have successfully grown and exited their businesses is imperative. Greg Alexander, a serial entrepreneur, was able to grow and sell his first boutique business for an impressive sum of $162 million. Despite facing numerous challenges in the journey, he overcame them with a winning combination of strong company culture, dependable team players, and an unwavering focus on the end goal. Today, he helps other founders achieve similar success by providing them with access to capital and creating a community where they can learn from his wealth of experience, make more money, work less, and ultimately achieve bigger and faster exits. In this episode of the Inspired Insider Podcast, Dr. Jeremy Weisz chats with Greg Alexander, Founder of Collective 54, to discuss how he successfully grew and exited his business. Greg talks about the “F***up Fridays” culture strategy, the sales process exiting a brand and the lessons learned, how he leverages the community business model to scale Collective 54, and Capital 54's investment criteria.

https://youtu.be/3J0qwlOkE7s Greg Alexander, the founder of Collective54, the mastermind community for boutique professional services firms. We discuss about the secrets of a good mastermind group, the Boutique Framework, steps to productizing a service and how to benchmark yourself as a professional service firm. --- Productize Your Service with Greg Alexander Our guest is Greg Alexander, the founder of Collective54, the mastermind community for boutique professional services firms. My name is Steve Preda. Greg, welcome to the show. Good to be here. Thanks for having me. So Mastermind Community for Professional Services Firms, that's obviously something that is close to my heart. I've got the big book on my desk, you know, Managing for Professional Services Firms, that's kind of my Bible as well. So tell me a little bit about your journey, Greg, how did you go to the point where you decided that this is your calling to have a mastermind for professional service firms and what's been your binding road? Yeah, so I was a founder of a consulting company called SBI, which stood for Sales Benchmark Index. I had that from 2006 to 2017. We were a management consultancy, kind of a very small version, specialized in benchmarking business-to-business sales forces and helping them improve their productivity. And I sold that firm in 2017 and thought I was done. I thought I was going to retire at that point, but I was still a relatively young man. I was 47 years old. And after traveling around and having some fun, I decided that, you know, there was still some things that I wanted to do. And I've been a long time member of Mastermind Communities. I started with EO and then I became a YPO member and then a Tiger 21 member. And I really liked the concept of mastermind communities. So when I started thinking about what I might want to do in the second half of my life, I realized that this community of what I call boutique professional services firms, which are dimensionalized as let's say between 25 and 250 employees or so. And this is consultancies, marketing agencies, IT service firms, accountants, lawyers, architects, people that market, sell and deliver expertise. They were underserved. There wasn't enough mastermind communities. The ones that existed probably weren't serving that particular community, which is a very well-defined niche, as well as they should be. So having been one of them and kind of gone full cycle from starting, scaling and selling a firm, I thought I could contribute there. So I married those two things together, the love of the mastermind community business model and the passion I have for helping entrepreneurs and I put them together and that's how it came to be. So in your mind, what are the secrets of a good mastermind group? Well, first, it's the quality of the peers and the members of the group have to be true peers, which means they have to be people in a similar role, working on similar challenges at a similar stage of business. That would be the first one. The second one is the members themselves have to truly be bought in and be willing to participate and engage. I would say a third is there's gotta be high quality programming and educational material, inclusive of data, benchmarking data that can help people make sound decisions. There's gotta be a healthy relationship amongst the members. So one day I might be a mentor, the next day I might be a mentee. And there's a lot of give and take, if you will, that needs to happen. Got to be a great events calendar. Those are some of the concepts that I would say that make for a great mastermind community. I like the benchmarking piece, which is not always available. So if you look at EO, I don't know EO, it's very specific, but I know Vistage, YPO, I don't know if they are using much benchmarking at all. And that is very, very helpful. So whenever I meet with a group where they use benchmarking, they are much clearer on what they're trying to achieve.

A Chief Revenue Officer's (CRO) initial 100 days in a new role are critical. With the responsibility for elevating revenue growth and an average tenure of just 19 months, the first 100 days are immensely importance. In this episode of The RevOps Recruiters Podcast, David and Adam break down Sales Benchmark Index's article and explores the roles of RevOps in the first 100 days.First 30 Days: The CRO's focus lies in comprehending the company's Go-To-Market (GTM) position. This phase entails data-driven analysis encompassing marketing, sales, customer success, product, pricing, and more. Four pivotal questions drive this assessment: identifying what's working, what's broken, what's confusing, and what's missing. Beyond numbers, the evaluation integrates an understanding of the team's strengths, weaknesses, and gaps in pivotal roles.Next 70 Days: The CRO pivots toward formulating a robust revenue growth strategy anchored in a well-defined GTM framework with effective resource allocation of people, time, and money. This stage includes clarifying the Ideal Customer Profile (ICP) and customer segmentation, identifying new potential sales channels, and advocating for the establishment of a dedicated Revenue Growth Office (RGO) to ensure persistent alignment and adaptability.The potential of collaboration with the RevOps function often amplifies the CRO's impact during this critical period. We discuss three successful models including: partnering with private equity's operational excellence departments, engaging consulting firms, or hiring a RevOps leader concurrently with the CRO.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

Mike Drapeau of SBI (Sales Benchmark Index) joins us to share practical ways companies can address the disconnect between sales & marketing.

Lisa Thal is an Author, Speaker, and Business Coach.  She wrote the book "Three Word Meetings."  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa coaches leaders on how to take their sales and business meetings to the next level with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 33 years of marketing and leadership experience.   Clients will be receptive to listen to your point of view when you give them a solution or a new perspective on their business.    Our clients and prospects buy when they want to fix, accomplish, or avoid something. A study was completed by Sales Benchmark Index, which discovered that 60 percent of the time on qualified sales opportunities, there are only two reasons why they don't buy: They do not believe their problem is significant enough to take action if they recognize any problem at all, or  They do not think the solution you are proposing will work.   Provide your clients with a new perspective, and to do so, you need to have one yourself. In looking at your business, here are few recommendations to get you moving in that direction.   When calling on new prospects, try this approach to earning the first meeting. "I have two reasons why we should meet." It will validate what you are currently doing? Or Improve what you are now doing? You can share a New Perspective! For your current clients, review what they are doing. Have another salesperson on the team or someone from another department review what they are doing with you. Make sure its someone on the team that thinks differently than you do. Sometimes we fall into these traps that this is what they have been doing for years. Is there a different product that better suits your client's needs. A New Perspective!  New categories of business you should be calling on to grow your business. Yes, we all have that ideal customer. Have you got stuck in a regular pattern on calling on the same types of companies? Is there an opportunity to call on a new category to offer them a New perspective - a new potential customer? Coaching sessions. If you do weekly or bi-weekly coaching sessions with your team, is it possible to switch those meetings with another manager. Why is that important? You have the opportunity to look at someone's else's account with a new perspective. You may have an idea or way to approach their business differently than the other manager.     You have a chance to Stand Out from the competition─ by Sharing and selling with a New Perspective!   If you like this podcast, make sure you rate it; if you think someone could benefit from this episode, share it, or subscribe at Itunes or Spotify, so you don't miss out on the next three-word podcast.

Welcome to the Inside Sales Enablement Podcast, Episode 33 In March 2020, the guys fielded a groundbreaking study on the Future of Sales Enablement. We wanted it to have more open ended answers to reduce the sampling error bias and to take different lenses and different tools that we could use as researchers to do our analysis. Our goal was to get 50 responses. You (Insider Nation) gave us 70 responses within a week! We ended up with over 100 responses to that start survey -- which is incredible. To help us analyze the raw data, we created our Insider Nation: Guest Analyst Program. Our first 3 guests analysts are: Tamara Schenk: Sales Enablement Leader | Advisor | Author | Speaker | Mentor | Empowering Human Potential in Sales Teams and Leaders Josie Mashburn: Founder of Sales Benchmark Index with previous leadership roles in Sales Enablement at Oracle and VM Ware. Mike Kunkle: VP of Sales Effectiveness Services at SPARXiQ  Support this podcast

If you are stuck with your marketing and messaging, this mastermind call will truly help you gain some clarity on what to do next.Lisa Meisels is an absolute genius in helping heart-centered business owners create a message that attracts clients that are just as much your expansion as they are to you. Topics covered:How to get to know your audience What are the right questions to ask them? How to attract those who feel aligned  Don't talk to those who are at rock bottomSpeak to where they are NOWCreate an irresistible offerI know you are going to love this episode. I have personally implemented the strategies learned in this call and it has been a game-changer for how I operate in business.So please take plenty of notes, and enjoy the call!If you want to join the community of heart-centered business owners who are all doing this inner work, masterminding around the latest business tactics, and collaborating to grow as one, feel free to use the link below:Join the CommunityIf you want to actually do the work and want my help shifting some patterns that you know are holding you back, join me on the free transformational group coaching calls. Use the link below to sign up and join this weeks call:Free Group Coaching

Do you focus on capturing product stories or customer-hero stories? The answer can make a huge difference in your sales and marketing results. Let me explain. Despite all the time, money, resources spent on improving sales productivity, just 13% of sales people produce 87% of revenue in a typical organization according to the Sales Benchmark Index. […] The post How Customer-Hero Stories Help You Connect Better appeared first on B2B Lead Blog.

Today’s Guest: On this episode of Manufacturing Marketing Matters, I’m joined by Randall Laveau.  Randall is the marketing practice lead at Sales Benchmark Index (SEI).   In this conversation, Randall talks with us about how tactics masquerade as strategy.  The importance of a strategy in the marketing plan is crucial. Randall explains how understanding your market will influence your strategy.  There is a relationship between strategy and execution. Strategy is doing the right thing.  Execution is doing things right. You will also learn the importance of using metrics and analytics to communicate with management and request additional resources to see results from the marketing strategy.   Connect with Randall Laveau: SalesBenchmarkIndex.com LinkedIn: https://www.linkedin.com/in/randalllaveau/   You’ll Learn: [01:18] - Randall shares his background and areas of expertise. He also explains what Sales Benchmark Index is. You can find their podcast here: SBI Sales and Marketing Podcast [03:28] - Randall defines what a marketing strategy is and explains why it is important for manufacturing companies to have a marketing strategy. [05:29] - Randall shares that 10% of companies today are effectively carrying out their marketing strategy. He explains where the other 90% are missing the mark. [07:42] - Randall says that manufacturers often fail with marketing because they try to jump into marketing. Strategy is required to effectively run a marketing department. [09:25] - Marketing requires patience and pressures for short-term growth make things difficult for marketers. Randall explains why you must have blinders on with short-term pressures. [11:52] - Randall explains why it’s important to use data and analytics when requesting resources from management. [14:40] - Randall talks about the concept of “tactics masquerading as strategy.” [17:08] - Randall shares how to start building a marketing strategy. [20:03] - Randall explains how to find your audience sweet-spot. [21:23] - Part of the marketing strategy is to select a list of target accounts. Randall believes this allows you to look at a propensity to buy formula to grade your accounts. [23:30] - Randall shares an example of a company who saw a difference when they shifted from tactics masquerading as strategy to an actual marketing strategy. [26:42] - Randall talks about digital content marketing strategies. [30:19] - Randall answers this week’s challenge question. The question comes from a director of marketing at a medical device company.  This person wants to know how to get more adoption from the marketing team with a marketing automation platform. [36:27] - Randall offers a few takeaways: Be outward in. Be customer driven in anything you do. Align yourself with the other areas of the organization.   Would you like a complimentary marketing plan evaluation?  This includes a 1-hour discover call, a 1-hour post-evaluation analysis, and a comprehensive look at your current strategies. Sign up at MMMatters.com/evaluation.   If you have a challenge you’re facing or a problem, when it comes to sales and marketing, send it in as a challenge question, and I’ll pose it to one of our guest experts.  Email your challenge question to bruce@mmmatters.com.   You can get a free copy of my book, “The New Way to Market for Manufacturing” by visiting MMMatters.com/ebook

Mike Drapeau, is Managing Partner at Sales Benchmark Index. He heads SBI’s internal talent development.

Drew Zarges of Sales Benchmark Index | Bringing Elite Sales Knowledge to Small Companies by Enterprise Sales Podcast

Join Greg Alexander, CEO of Sales Benchmark Index, as he identifies the key personas in an internal B2B sales environment, and learn how to leverage these personas to build a more successful sales strategy. To subscribe to the SBI magazine, and get the latest on business news and thought leadership, create your MySBI account here.

CEO of Sales Benchmark Index, Greg Alexander is welcomed back to answer several questions from viewers of last month's lively webinar, Aligning Your Product and Sales Teams for Success.   Watch the webinar here. Register for a MySBI account to get the latest on business news and thought leadership here. Stay tuned for another podcast with Greg Alexander on Feb 25th!