SBI BlogRevenue Growth Insights

Are your sales reps practicing on your customers? For most revenue teams, the answer is uncomfortably close to “yes.” Th...

Most deals do not die because a rival wins. They die because the buyer decides the pain is easier to live with than the ...

Most sales organizations know how to run a strong kickoff. The room feels aligned. The message lands. The field leaves w...

How to Build Executive Presence in Sales Meetings Getting access to senior executives, the ones who control budgets or h...

Most prospecting campaigns fail for the same reason, and it's why many sellers don’t know how to write a cold email that...

Most B2B revenue leaders know their teams aren't closing enough deals. Diagnosing and fixing the underlying cause is cha...

Most account managers spend their time on the wrong accounts and the wrong conversations. The accounts that demand the m...

As a deal moves through the sales pipeline, buyers often ask for discounts because they see it as an obvious issue. The ...

The ongoing conversation around technology adoption reveals a truly startling statistic for 2026. Only 18% of CEOs curre...

Business services providers routinely deploy aggressive M&A playbooks to capture top-line scale, driving sector acti...

Active listening is foundational to successful selling. It helps you truly understand their customers’ needs, build stro...

When a buyer says, “Your price is too high,” the salesperson’s instinct is to offer a discount. The hope is that by quic...

Every experienced sales professional has been there: your deal is progressing, you have a great relationship with your c...

AI spend is up. Tool counts are rising. And GTM as a percentage of revenue across PE-backed SaaS portfolios has barely m...

Most value propositions are built for the wrong audience. A sales professional who has spent months developing a technic...

Transforming Buyers into Lifelong Partners Business leaders frequently ask how to integrate these professionals effectiv...

There is a 22-point gap between CEOs who call account expansion critical and CEOs who trust their teams to execute it. T...

Sometimes we have problems, but we don't do anything about them. Other times, our problems are so urgent that we take im...

The end of the quarter is one of the busiest periods for any sales organization. Salespeople spend the final days of the...

The share of SaaS organizations shipping AI capabilities increased from 70% to 93% within a single year. This rapid mark...

Customer churn is a growing (and expensive) problem for SaaS companies. According to recent SBI research, Net Revenue Re...

53% of executives remain confident in achieving 2026 targets, as overall commercial growth sentiment reaches a two-year ...

When a salesperson on the team is underperforming, coaching is often prescribed as the answer. Schedule joint sales call...

Most sales managers were great salespeople before they were promoted. That's usually why they got the job. And in many c...

GTM investment is up. Growth is down. And the most common intervention, replacing the chief revenue officer, is not chan...

Most GTM teams believe they are implementing AI. The results suggest they are not. Adoption is high, and activity is inc...

AI is Now Your Newest Teammate: The 'Agentic Journey' in Customer Success We recently returned from the Pulse conference...

Discounting is expensive, yet in many sales transactions today it’s still the norm. All too often, salespeople give disc...

Revenue Reporters or Revenue Leaders? How High-Impact Sales Managers Build a Revenue Operating System Most sales manager...

For two decades, SaaS growth followed a predictable sequence. Customer acquisition drove internal headcount, and that hi...

Go-to-market AI strategies are largely failing to produce tangible financial results. Currently, only 18% of sales organ...

Revenue Operations leaders are navigating a rapidly shifting landscape in 2026. Artificial intelligence adoption is acce...

Bigger TAM, Worse Results: The Coverage Trap Killing Revenue Growth On paper, things looked promising. A billion-dollar ...

3 Ways Revenue Outperformers Are Accelerating in the Turns Professional drivers understand that winning happens in the c...

The Sales Manager’s Dilemma Imagine this: it’s the last week of the quarter, and you’re staring at a revenue gap that wa...

The Enablement Execution Gap Companies invest millions in sales teams, technology, and processes; enablement serves as t...

Sales organizations constantly look for ways to scale success, and the frontline manager serves as the ultimate force mu...

Operationalizing AI for Faster Onboarding and Better Coaching Sales organizations face a critical moment with artificial...

Source: SBI Growth Advisory (2026), The Great Unbundling: Why Your NRR Is Declining Even as Customers Extract More Value...

When we brought together enablement leaders for SBI’s Q1 2026 Enablement Growth Forum, a familiar pattern showed up with...

B2B revenue teams still over-rotate on the sale and under-invest in what happens next. We celebrate the "hunter," alloca...

Sales professionals often view procurement as the place where deals go to die. We see them as margin killers. We see the...

If you're relying on satisfaction scores to guide your NRR investments, you're building on quicksand. Here's why: 84% of...

Scroll through LinkedIn. Try to find five posts that do not mention artificial intelligence (AI). You cannot do it. The ...

The market has undergone a fundamental shift. We have moved from a world that prioritized revenue growth above all else ...

Most sales leaders would never put an untrained pilot in a cockpit. However, every day, organizations allow new sellers ...

$350B worth of 2025 technology acquisitions will fail – highlighting a practical guide to harmonizing your post-M&A ...

Selling really is more complex than it used to be. Buying groups are bigger. Risk is higher. Priorities change weekly. I...

The beginning of the year carries more weight in PE-backed companies than most teams acknowledge. The plan is finalized....

As a sales manager, you have a limited amount bandwidth to go on joint sales calls with your sales reps. While going on ...