SBI BlogRevenue Growth Insights

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 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 ...

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...

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

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

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...

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

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

Being a sales manager is tough. They face unique challenges like hitting revenue targets, managing a diverse team, navig...

Managing a high-performance sales team can be challenging. One of the main challenges is that the job requires sales man...

If you follow professional football, then you know that Shedeur Sanders was the big story of the 2025 NFL draft. For you...

One of the biggest challenges for a sales organization is moving upmarket. For example, if you target the small- and med...

Sales enablement has boomed. The State of Sales Enablement Report for 2023 found that the number of businesses with a de...

Last weekend, a strange man knocked at my front door. He introduced himself as a painter named Steve with a unique speci...

As a sales manager, you may not consider yourself a sales leader. After all, strategic leadership issues fall within the...

1. 6 Differences Between Sales and Account Management Dive into the 6 key differences between sales and account manageme...

One frequently discussed issue by negotiation experts is when you should make the first offer in a negotiation. Conventi...

Accurate sales forecasting is essential for business success. But it can be difficult to get it right due to certain mis...

Like a championship sports team that needs great athletes, exceptional salespeople are the lifeblood of a high-performin...

Sales professionals frequently talk about “selling value,” but few know how to focus the conversation on issues that imp...

In today's ever-evolving business landscape, decision-making involves many stakeholders, making it crucial to adapt and ...

While sales objections are frustrating, they can be valuable opportunities to build trust, address concerns, and ultimat...

No matter how good you're at selling at some point in the sales process, you'll get some objections. Common objections w...

Sales playbooks are a foundational tool for any sales team. Sales playbooks provide clear and concise guidelines and bes...

The classic sales maxim, "People buy from people they like," is supported by extensive behavioral science research. Dr. ...

In today's fast-paced sales environment, technology significantly enhances prospecting capabilities. Thanks to auto-dial...

When we think of great coaches, the picture that frequently comes to mind is of tough, no-nonsense football coaches—"fie...

Industry research shows that consistent sales coaching can dramatically improve the performance of sales teams, driving ...

As technology evolves, so do the strategies used by sales professionals to reach potential clients. Today, a multi-chann...

Growing business in existing accounts is critical to achieving your team’s long-term sales success. According to Forbes ...

When you have a strong relationship with a buyer, you tend to have more influence with that buyer. That means the buyer ...

Prospecting is a numbers game with a high rejection rate, so it is easy for reps to get discouraged. Just asking your re...

Gone are the days of endless cold calls and the limitations of geographic reach. Virtual prospecting unlocks a world of ...

If you sell for a living, hearing “no” is a part of your career. This is particularly true in prospecting, where prospec...

Prospecting has evolved as automation has made creating, sending, and tracking multi-email sequences to prospects easy. ...

If you have ever run a sales meeting, you know that most salespeople aren’t thrilled to attend and prefer to spend time ...

Generation Z is all about tech. However, when building relationships with customers, they might struggle a bit compared ...

Sales leaders today face a common problem: how to drive increased productivity from their sales teams. While we would al...

Sales opportunities can easily lose momentum and stall, creating a bottleneck in the sales funnel and leading to lost de...

The sales landscape constantly evolves, shaped by technological advancements, shifting customer expectations, and a high...

Today's sellers must be proficient in face-to-face and virtual selling. This means that sales success requires many skil...

Are you looking to maximize your team's performance? Dive into the four pivotal sales management styles—Directing, Selli...

Today’s economic reality has companies looking carefully at budgets, especially regarding staffing. Yet, despite the cha...

Creating new sales opportunities and moving them efficiently through the sales process is a critical differentiator of h...

As sales managers, it's easy to get caught up in the day-to-day hustle of achieving immediate results. However, true lea...