SBI BlogRevenue Growth Insights

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...

Dating as far back as the Stone Age, the art of story telling is a highly effective form of communication. People are si...

For better or worse, research has indicated that we make decisions or judgments about a person in the first seven second...

Sales reps, who typically tend to be pretty social by nature, will often try to build rapport with customers based on a ...

Does it seem like the NFL season plays out on TV or sports talk radio 365 days a year? I was watching ESPN and one NFL a...

Consistent sales coaching is a great way for sales managers to improve results. However one common challenge we see with...

In our current slow growth, budget constrained economy, sales teams have to do more with less. Quotas keep going up, whi...

The stalled sale is one of the most frustrating experiences for a sales professional particularly when the sales person ...

The lead qualification process is a critical but challenging selling skill for salespeople. Ask too few sales questions ...

One of the primary functions of sales managers is to always keep the sales team motivation high. Of course, the easy ans...

After spending two days attending the Sales 2.0 Conference in San Francisco, I was amazed at the number of companies (la...

One of the most frequent questions I hear from sales leaders is what are the key attributes I should look for when I hir...

In speaking with sales leaders, we often hear how they focus on results. After all, it is the sales results that drive g...

I was speaking with a senior sales leader and we were discussing the importance of confidence in sales. While confidence...