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 fro ...
Activating Sales Playbooks – Turning Strategy into Daily Manager Impact
In this episode of the Sales Readiness Podcast, SBI’s Ray Makela sits down with Charlie Dorrier, leader of SBI’s enablement activation team, to unpack why most sales playbooks fail to drive performance — and what high-performing organizations do differently.
Drawing on joint research with the Re ...
Customer Success 2.0: How AI & Education Are Redefining Growth | Sales Readiness Podcast
In this Gainsight Pulse debrief, SBI’s Ray Makela and Annie Stefano explore the dual forces transforming customer success: AI as a strategic partner and customer education as a growth engine. Learn how leading CS teams operationalize tools, build outcomes-based journeys, and upskill talent to de ...
Client Success Training That Drives Revenue - From Handoffs to Expansion Strategy
In this episode, SBI’s Ray Makela sits down with Annie Stefano, Senior Training Consultant for Client Success, to unpack what it really takes to turn client success teams into revenue drivers. Annie shares how organizations can shift from a transactional “buyer” mindset to a long-term customer g ...
AI in the Wild - What Top GTM Teams Are Getting Right About AI Adoption
In this episode, SBI’s Ray Makela sits down with Craig Riley and Jamie Halpin, to explore what separates successful AI-driven go-to-market organizations from those still struggling to realize measurable ROI. Together, they unpack the growing divide between “AI haves” and “have-nots,” and why lea ...
Predictive Enablement - How Luster Is Transforming Revenue Performance with AI
In this episode, SBI’s Ray Makela sits down with Christina Brady, CEO and Co-Founder of Luster, to explore the emerging category of Predictive Enablement and how AI is transforming the way organizations develop revenue talent. Drawing on her experience training more than 30,000 professionals and ...
Bridging Strategy and Execution: Why SBI and Brevet Joined Forces to Transform Revenue Performance
In this episode, SBI's Ray Makela sits down with Brian Williams and Warren Shiver, partners of The Brevet Group, to discuss the story behind Brevet's integration into SBI and the shared vision driving the partnership forward. Together, they explore how Brevet's roots in management consulting sha ...
Unlocking Sales Performance: Why Frontline Sales Manager Training Delivers a 7% Revenue Advantage
In this episode, SBI's Ray Makela sits down with Dave Lingebach, Senior Researcher at SBI, to unpack the findings from SBI's latest research on frontline sales manager effectiveness. Together, they explore why sales manager training remains one of the most overlooked investments in go-to-market ...
Transformational Leadership, Sales Coaching & AI | Ray Makela | EP 118
Ray Makela, Managing Director of Talent Development at SBI Growth and author of High Impact Sales Manager, joins Jeff Harnois to discuss leadership transformation, sales coaching, scaling high-performance teams, and the future impact of AI on management.
Discover practical frameworks for coa ...
AI-Powered Sales Enablement – How AI Is Reshaping Sales, Coaching, and Learning
In this episode, SBI's Ray Makela joins Sam Herring, VP and GM of Intrepid, to explore how AI is transforming every stage of the revenue journey—from the way buyers research and engage with sellers to how sales teams are coached, trained, and enabled for long-term success. Drawing on SBI's lates ...
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