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Research Report

Why Planning for 2026 Starts Now

For most leadership teams, annual planning begins later than it should. The best planning processes take several months,...

16 Jul 25

11 min read

By Bryan Kurey Read More

Research Report

CEOs are Underestimating the Importance of Two Critical Aspects of the Operating Model

Even before the April 2025 tariff announcement and other recent shifts that have amplified economic uncertainty, CEOs we...

19 Jun 25

5 min read

By Bryan Kurey Read More

CEO/Board/Executive Leadership

How CEOs Are Shifting Gears Amid Ongoing Uncertainty

SBI’s May 2025 edition of the CEO Value Creation Pulse Report reflects a shift in how CEOs are responding to a more comp...

5 Jun 25

5 min read

By Bryan Kurey Read More

Commercial Productivity

Commercial Efficiency is the CEO's Greatest Growth Lever

As CEOs move through 2025, understanding how to drive sustainable revenue growth while navigating declining go-to-market...

13 Mar 25

5 min read

By Bryan Kurey Read More

Research Report

Stop Experimenting, Start Executing: How CEOs are Using AI to Accelerate Growth

CEOs are entering 2025 with cautious optimism. While many saw strong growth in 2024, they recognize that ongoing challen...

20 Feb 25

5 min read

By Bryan Kurey Read More

Drive Revenue

Your Shiny, New Sales Process is Already Wrong

As we kick off a new year, many organizations are rolling out updates to their sales process. The changes are introduced...

30 Jan 25

5 min read

By Bryan Kurey Read More

Pricing

Your Tech Stack is Sabotaging Your Sales: Lead with Productivity Over Compliance

As the new year begins, commercial organizations often see an opportunity to reset and optimize. But for many teams, thi...

24 Jan 25

4 min read

By Bryan Kurey Read More

Pricing

The High Cost of a Poor Pricing Strategy and How Fast Starters Get It Right

As companies transition into the new year, refining pricing strategies often take center stage. Pricing decisions are es...

16 Jan 25

4 min read

By Bryan Kurey Read More

Drive Revenue

Fast Starters Know the Secret to Unlocking Early Deals... Do You?

In preparation for a new year, most companies hope to get a Fast Start and generate momentum by capitalizing on growth o...

9 Jan 25

3 min read

By Bryan Kurey Read More

GTM Design & Structure

71% of Buyers are Frustrated with Your Team. Here's the Solution.

Today’s buying environment is full of complexities often unaccounted for by the suppliers. Buyers face rising costs, sta...

2 Jan 25

5 min read

By Bryan Kurey Read More

Drive Revenue

The Impact of a Fast Start to the Year

Based on SBI’s Fast Start to 2025, research of over 600 companies across eight industries, one thing is clear, first qua...

19 Dec 24

7 min read

By Bryan Kurey Read More

Drive Revenue

Setting the Stage for Value Creation: How CEOs are Preparing for  2025

Drawing insights from our recent CEO Value Creation Pulse Report, it’s clear that leaders are entering 2025 with varying...

12 Dec 24

7 min read

By Bryan Kurey Read More

GTM Design & Structure

Understanding the CEO's Q3 Report: Key Insights and Implications

From our most recent CEO Value Creation Pulse Report, we see that CEOs are reassessing their performance, with organizat...

24 Oct 24

6 min read

By Bryan Kurey Read More

Sales

Drive Bold Purchase Decisions with Headway Selling

Today’s buying environment is one of rising costs and shrinking opportunities: B2B organizations have seen their sales a...

8 Aug 24

6 min read

By Bryan Kurey Read More

Enablement & Playbooks

How Your Company Can Deliver a Killer SKO

An engaging and impactful sales kickoff (SKO) event goes a long way in setting the tone for your sales team's performanc...

8 Aug 24

6 min read

By Bryan Kurey Read More

GTM Design & Structure

Report: CEOs Are Concerned About Their GTM Talent

To reach significant growth goals, CEOs have many factors to consider before making their next move. Yet from our observ...

9 May 24

5 min read

By Bryan Kurey Read More

Research Report

Report: Investing in New Markets Despite Gaps in Confidence

For much of 2023, volatile markets and unforeseen challenges held CEOs back from executing aggressive value creation pla...

25 Apr 24

4 min read

By Bryan Kurey Read More

GTM Design & Structure

Here’s What a Successful Talent Initiative Looks Like

If you have been following our podcast and latest blogs, you would have heard many of our experts talk about how talent ...

8 Mar 24

5 min read

By Bryan Kurey Read More

Article

Top 5 Tips to Build an Effective Customer Marketing Strategy

Some of the research that SBI has done this year highlights a trend of sales cycles getting longer and deal sizes gettin...

14 Nov 23

5 min read

By Bryan Kurey Read More

GTM Design & Structure

CEOs See Optimistic Demand but Worrying Pipelines in Q4 2023

The first half of 2023 has not been smooth sailing for many businesses but based on responses to SBI’s CEO survey for Q3...

6 Nov 23

4 min read

By Bryan Kurey Read More

GTM Design & Structure

What’s Stopping You from Effectively Reaching Existing Customers?

As sales cycles lengthen and new logo acquisitions become more challenging, more organizations are now shifting back to ...

31 Oct 23

4 min read

By Bryan Kurey Read More

GTM Design & Structure

Finding the Right Starting Point for AI in Sales

The present state of artificial intelligence (AI) development and the proliferation of use cases for this technology has...

21 Sep 23

7 min read

By Bryan Kurey Read More

GTM Design & Structure

Planning to capture the full potential of your existing customer base

For many companies, customer marketing remains an untapped driver of growth, yet it is often overlooked in favor of new ...

19 Sep 23

3 min read

By Bryan Kurey Read More

GTM Design & Structure

Improving Sales Effectiveness with Account Segmentation

If you’ve been following recent SBI content on annual planning, you may have already seen some key takeaways from SBI re...

14 Sep 23

7 min read

By Bryan Kurey Read More

GTM Design & Structure

Is Your Sales Approach Lengthening the Sales Cycle?

Uncertainty still prevails in today’s business environment. For salespeople, it has led to significant challenges in sal...

29 Jun 23

4 min read

By Bryan Kurey Read More

GTM Design & Structure

Some Companies Are Seeing Serious Sales Momentum in 2023

The latest SBI survey of CEOs shows that even in the face of today’s economic uncertainty, the more committed a company ...

1 Jun 23

3 min read

By Bryan Kurey Read More