SBI Blog Revenue Growth Insights

According to industry research, sales managers that devote more than three hours of coaching per month to each of their ...

Most sales managers know they need to coach their salespeople to maximize performance, but they don’t know how to get st...

Asking great questions is an essential skill every successful sales professional must master. That’s because when you as...

Imagine achieving phenomenal sales growth with no salespeople. Impossible? Well, Dropbox, the file storage company, foun...

In today’s crowded marketplace, it’s easy to forget how many choices your buyer has. Buyers have a difficult time differ...

If you're a football fan, you're no doubt familiar with the woeful tale of Johnny Manziel’s brief professional football ...

To maximize sales results, a sales manager has to ensure that his or her team is operating at its peak level, like a spo...

Many sales leaders tend to over-focus on creating scripts for their sales teams. These include prospecting scripts, pres...

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

One of the core skills of successful selling is how well you can influence buyers. When you have influence, the buyer is...

When you’re making a sales presentation, it’s essential that you stay aligned with the buyer. That means asking your buy...

“I'm not upset that you lied to me, I'm upset that from now on I can't believe you.” ― Friedrich Nietzsche Trust is esse...

Research shows that sales coaching is a critical skill you need to master as a sales manager. When you do a great job co...

In most sales situations, prospecting means setting the appointment while the actual selling occurs during the meeting. ...

Imagine you’re managing a sales territory with hundreds of existing accounts to call. How should you best allocate your ...

Assuming you're a good sales professional, you already build rapport with buyers, ask your buyers thought-provoking ques...

Let's take a moment to think about the kind of relationship you have with your typical client. Do you have access to hig...

Selling is like walking through a minefield. Take one wrong step, and your deal can blow up in your face. Great salespeo...

When you hear the name Napoléon Bonaparte, valuable sales leadership skills might not be the first things that come to m...

There is a misconception among some salespeople that with the right closing technique, they’ll get a reluctant buyer to ...

I was recently speaking with a prospective client about the use of online sales training and Virtual Instructor-Led Trai...

Imagine that you could go on an action/adventure vacation anywhere in the world, where would you go? Maybe a safari in N...

Closing should be the easiest part of selling. It's the natural culmination of a sales conversation. You've helped the b...

A few years ago, I had a long conversation with a newly promoted sales manager (let’s call him John) who was insecure ab...

Perhaps it’s the fact that I work at a sales training company, but I have a soft spot for salespeople. Whether it is a p...

If you want to make your sales quota, start by consistently managing a sales pipeline. That means ensuring that you’re d...

According to CSO Insights, less than 50% of first meetings result in second meetings. One reason for this poor ratio is ...

According research conducted by the Chally Group, 39% of B2B buyers select a vendor according to the skills of the sales...

Most salespeople ask fact-based questions during their sales calls. These are questions designed to uncover factual info...

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

Sales people rarely have enough time in the day to manage all of the activities expected of them. Whether it’s making pr...

Research consistently shows that organized, consistent, disciplined prospecting is the number one key to sales success. ...

Many salespeople hate competition. Unfortunately, that’s the nature of selling – it's always there and you have to beat ...

Here are a few common sales problems: you have gone through the entire sales process only to find out that the person yo...

Over the weekend my living room was converted into a Girl Scout Cookie warehouse and is now stacked floor to ceiling wit...

Sometimes sales training opportunities appear in the most unlikely places. Last weekend I was walking in my neighborhood...

One of the most challenging situations for many sales managers is dealing with reps who have sales performance issues ca...

Research shows that effective sales coaching can dramatically improve the performance of sales teams—in some cases drivi...

Decision-making is critical to all management positions. However, decision-making is even more important to you in your ...

One of the most frustrating aspects of sales coaching is dealing with sales reps who don’t want to be coached. We all ha...

Asking great sales questions is an essential selling skill that all sales professionals must master to accomplish an eff...

In a perfect world, customers wouldn’t raise any sales objections. Sales professionals would precisely identify each cus...

We firmly believe that sales managers must master the critical skill of sales coaching in order to maximize the sales pe...

If there is one consistent complaint we hear from frontline sale managers, it is that they are always short on time. Thi...

After reading “Gettysburg: The Last Invasion,” by Guelzo, I learned the answer to one of American history’s great trivia...

One of the worst mistakes salespeople make, even highly experienced ones, is “feature dumping.” Here the sales professio...

One of the most nerve wracking experiences for any sales professional is making sales presentations to buying committees...

Here is a troubling statistic: the average sales person stays with a company for about two years. Considering all of the...

“I need my sales team to be more proactive.” It’s a comment we hear frequently from sales leaders. The reason for it is ...

We are now in the homestretch of the 2012 political season, and the airwaves are flooded with political ads, speeches an...