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Research Report

The 3 Trends That Defined Q4 (And Will Make or Break Your Next Q1)

If Q4 2025 taught us anything, it is that the middle ground is collapsing. Across the four major research studies that S...

2 Dec 25

3 min read

By Nick Toman Read More

GTM Design & Structure

How to Master Annual Planning Rollout for 2026

With the right information and strategic bets in place, leaders prime their organizations for revenue excellence. But ev...

24 Oct 25

2 min read

By Nick Toman Read More

GTM Design & Structure

The Signal That Unlocks SaaS Growth

Net Revenue Retention (NRR) has become a key challenge for SaaS growth. Since Q1 2023, average NRR has dipped from 110% ...

22 Oct 25

3 min read

By Nick Toman Read More

GTM Design & Structure

Headway Selling: Bringing in a New Era of Commercial Differentiation

Commercial productivity has been stuck in neutral, hovering at 62-64% for several years and despite advancements in tech...

5 Dec 24

2 min read

By Nick Toman Read More

Talent Lifecycle

SBI Research Featured in Harvard Business Review: The Hidden Costs of CRO Turnover

We’re excited to share the findings of our latest research, which was just published in Harvard Business Review: The Hid...

10 Oct 24

2 min read

By Nick Toman Read More

Research Report

Headway Selling: What's Next When Value Selling Isn't Working

Buying friction disrupts the customer lifecycle and grinds deals to a halt. Buyers are continuously reconciling how thei...

10 Oct 24

3 min read

By Nick Toman Read More

Commercial Productivity

Research: How to Drive Commercial Efficiency

Facing headwinds from inflation, rising-wages, and decades-high interest rates, many firms are struggling to realize the...

3 Oct 24

2 min read

By Nick Toman Read More

GTM Design & Structure

How Market Leaders Grow Profitably Despite Rising Costs

The reality faced by B2B organizations today is a challenging one: profitable growth is increasingly elusive, rising cos...

12 Sep 24

2 min read

By Nick Toman Read More

Talent Lifecycle

The Next Steps to Driving Bold B2B Buying Decisions

For B2B organizations to make the right annual planning decisions for 2025, they need to ensure they remain on top of ri...

5 Sep 24

2 min read

By Nick Toman Read More

GTM Design & Structure

Report: Commercial Success in 2025 Hinges on GTM Strategy

Moving into the latter half of 2024, growth leaders should consider starting the annual planning process for 2025 today....

15 Aug 24

2 min read

By Nick Toman Read More

Marketing

Growth in 2025 Starts with Aligning on a Fact Base

Now that half of 2024 has passed, your executive leadership team will likely want to start thinking about starting the a...

1 Aug 24

2 min read

By Nick Toman Read More

Commercial Productivity

How Declining Commercial Efficiency is Holding Back Profitable Growth

Facing headwinds from inflation, rising wages, and decades-high interest rates, it has been a challenge for commercial l...

18 Jul 24

3 min read

By Nick Toman Read More

GTM Design & Structure

The Second CEOs’ Guide for the First 90 Days

The second CEO's job often comes with immense responsibility and little guidance. Whether scaling up growth momentum or ...

12 Jul 24

3 min read

By Nick Toman Read More

Revenue Growth Office

Incentivize Your Sales Reps to Pursue Higher Quality Deals

Most companies fail to realize that they could be generating an uplift of two to five percent from every sales rep just ...

28 Jun 24

2 min read

By Nick Toman Read More

GTM Design & Structure

How to Ease Buying Friction and Capture More Commercial Wins

For commercial leaders looking to make 2024 their benchmark year, winning over buyers seems increasingly difficult. They...

27 Jun 24

2 min read

By Nick Toman Read More

Revenue Growth Office

How to Build a Sustainable and Resilient Business Model

Amidst pressure from the board and an increasingly volatile market, many CEOs today make the mistake of pursuing growth ...

21 Jun 24

2 min read

By Nick Toman Read More

GTM Design & Structure

Growth Risks 2024: B2B Buying Behaviors are Evolving

An improving economic outlook for 2024 presents a golden opportunity for CEOs to capitalize on rising demand: 87% of sur...

31 May 24

2 min read

By Nick Toman Read More

GTM Design & Structure

Managing Positive Churn is Not the Answer to Improving Commercial Productivity

CEOs have set the stage for success in 2024 with a solid growth strategy, but they need their talent to be ready to exec...

30 May 24

2 min read

By Nick Toman Read More

Talent Lifecycle

Your Buyers are Evolving: Here’s How to Get Ahead

The buying environment faced by many sellers today is volatile: it almost seems as if the once-reliable commercial appro...

23 May 24

2 min read

By Nick Toman Read More

GTM Design & Structure

Growth Risks for 2024: Getting Your Talent Right

2024 has all the signs of a prosperous year for CEOs: 52% of surveyed leaders report accelerating demand into the start ...

10 May 24

2 min read

By Nick Toman Read More

Commercial Productivity

You're making it harder to buy. 3 ways sellers contribute to stalled deals.

Many companies experienced an inconsistent and underwhelming year for business in 2023—and with promising forecasts for ...

30 Apr 24

2 min read

By Nick Toman Read More

Article

Report: Four Steps to Revive Commercial Productivity

Buyers today face a lack of consistency: from rapidly shifting priorities to uncertain regulatory environments, every st...

11 Apr 24

2 min read

By Nick Toman Read More

Software

How to Optimize Your Revenue Engine for Growth in Tech

Understanding the right design and execution of Go-to-Market (GTM) levers in uncertain markets could help CEOs propel th...

11 Jan 24

2 min read

By Nick Toman Read More

Article

4 Tips to Effectively Implement GenAI Across Sales Processes

We’ve all heard stories of how generative AI has been amazing for so many people out there, with some companies using th...

11 Jan 24

3 min read

By Nick Toman Read More

GTM Design & Structure

What’s the Formula for Winning Quicker, Bigger Deals?

When Sales isn’t bringing in the numbers you’re hoping for, what is the first potential solution that comes to mind? Inc...

5 Jan 24

3 min read

By Nick Toman Read More

GTM Design & Structure

Which Seller Approach Increases Deal Size and Speeds Deal Velocity?

There isn’t a CEO out there that hasn’t noticed the overall decline in commercial productivity in recent quarters. SBI’s...

31 Aug 23

3 min read

By Nick Toman Read More

GTM Design & Structure

Are Your Commercial Initiatives Driving Growth?

Every viable company has a unique growth thesis with seemingly endless paths to create value. The challenge that many co...

6 Jul 23

2 min read

By Nick Toman Read More

GTM Design & Structure

Four Actions to Avoid During a Recession

The media, public markets, and even the U.S. Federal Reserve have created a tidal wave of uncertainty. Yet despite their...

15 Dec 22

4 min read

By Nick Toman Read More

GTM Design & Structure

Pull the Right Growth Levers Using the Value Creation Quadrants

The window for fact-driven, thoughtful changes in your value creation strategy is closing remarkably quickly. Recent his...

7 Sep 22

2 min read

By Nick Toman Read More