SBI Blog Revenue Growth Insights

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 ...

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

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

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

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...

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

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...

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

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...

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

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

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...

Prospecting is vital in sales. It's often undervalued but shouldn't be. To improve efficiency and success, sales reps mu...

Today’s buyers don’t like to be “sold” or pitched. They would rather feel like they are in control of their purchase pro...

When sales teams don't meet their sales targets, managers usually look at the sales outcomes to figure out what went wro...

Sales managers frequently find themselves immersed in the immediate, short-term results, making it quite a challenge to ...

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

Capturing the attention and trust of your potential customers is a crucial aspect of successful sales. When you establis...

Think of the last time you won a close, competitive sales opportunity. What tipped the scales in your favor? In sales si...

As a salesperson, you'll often encounter objections from buyers regarding the price. Though these objections can be frus...

In just a matter of a few months, ChatGPT has created a global frenzy. Its amazing capabilities show how Artificial Inte...

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

Hiring sales stars is an important yet challenging task for every sales manager. One challenge is whether to hire based ...

The success of any sales organization depends on having the right mindset, culture, and strategy. As two of the most suc...

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

Congratulations! You have just been promoted from salesperson to sales manager, now what? For many sales organizations, ...

According to LinkedIn research, the turnover rate for salespeople increased up to 25% compared to the 2019 pre-COVID rat...

Can a new mattress change your life? Maybe—more on that later. But my recent experience shopping for a mattress highligh...

Asking great questions is foundational to consultative selling, but for many sales reps, this is easier said than done. ...

Many senior sales leaders are enamored with “linearity”- the concept that the sales process can be broken into monthly, ...

If you sell technology solutions, you know that meeting with Technology Officers early in the sales process can dramatic...

“Do you mind if I ask you a few questions to understand your needs better?” This is the go-to line most salespeople use ...

Here’s a post one of my colleagues recently made on LinkedIn after a long day of prospecting: “Today, I made 114 calls. ...

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

While COVID-19 has forced sales organizations to make a dramatic shift towards selling virtually, it hasn’t changed huma...

Like many, I‘ve spent plenty of time watching Netflix during the COVID-19 lockdown. I recently came across Salesman, a f...