SBI Blog Revenue Growth Insights

One of the most significant impediments to sales growth is hiring the right sales manager. Unfortunately, companies stru...

Conducting sales training at a national sales meeting is a common practice but typically doesn't result in sustainable s...

In this video, we share the top requirements that some of our clients routinely point to as the key drivers of corporate...

The single greatest trend in software technology over the last 20 years (Salesforce.com was founded in 1999) has been th...

On this Q&A episode: "What's an underrated selling skill that salespeople can develop to get an edge over their comp...

A look into each of the characteristics top performing sales teams have in common. Watch this video to help your team ac...

On this Q&A episode: "Can on-demand sales training replace classroom training. If you can't see the video thumbnail ...

On this Q&A episode: "What's the most effective question to ask a prospect on a first meeting?" If you can't see the...

On this Q&A episode: "What are some of the key considerations for a successful sales training partnership?" If you c...

One of the most important questions senior sales leaders ask is whether a sales training initiative will really deliver ...

The reason is pretty simple. Managers become accustomed to telling as opposed to enabling their salespeople to identify ...

A question that often comes up in our conversations with clients: "How do you embed a company's culture in a sales train...

Every sales executive is focused on how they can make their sales organization more effective. After all, we would all l...

I’ve often been asked as the CEO and co-founder of Sales Readiness Group, what does “sales readiness” really mean. In to...

With the introduction of new sales enablement technologies and the shift to, technology-driven, inside sales reps, do re...

In our 2017 Sales Management Research Report, 5 Hallmarks of a High-Impact Sales Organization, we found that sales manag...

I was sitting down with our Chief Customer Officer, Ray Makela, and we were discussing deal coaching. I reminded him of ...

On this episode, a sales rep asks: I always find myself facing this question from prospects “Why should we buy from you ...

Part of managing performance is to have a more productive sales team. In this Q&A video, we share five techniques yo...

On this episode, we discuss key considerations before promoting your best salesperson into management. The different ski...

On this episode, Kim Rody asks: How do you find great sales managers? In this video, we discuss key considerations befor...

In this episode, our CEO Norman Behar shares best practices for managing a remote sales team. A challenge that sales man...

On this episode, Nisaar Nadiadwala CEO of Maroof Marketing Consultancy asks: Should we include sales training as a compl...

On this episode, our CEO Norman Behar discusses tools and processes to measure the coaching effectiveness of sales manag...

A common theme I hear from top sales executives is that we simply don’t get enough “quality at bats”. A phrase in baseba...

On this episode, Paul O'Connell asks: What are the attitudes that help the most successful salespeople excel? Core sales...

On this episode, a new sales manager asks: My manager often gives me good advice on how to get my team to respect me. La...

The most common concern we hear about sales training initiatives is will the training stick (i.e., will participants app...

On this episode, Warren Miller, Sales Director at One View asks: How many sales pipeline stages do you recommend in a CR...

On this episode, Morgan Pierce, Senior Director of Product Marketing at Altify asks: How do you motivate your team to wi...

Renan DeBarros asks: How do you deal with office conflicts? On this episode, we talk about performance counseling and ho...

On this episode, Rainer Simmoleit, CEO at P4C Consulting asks: What are the top criteria for sales training success. to ...

On this episode, Anne Sommi Edmondson, Executive Vice President of Marketing asks: In one of my past jobs, we churned th...

On this episode, Founder of Membrain.com George Brontén asks: "How do you hold the sales team accountable for executing ...

On this episode, Sales Director Gary Pickering asks "How do you create a world class sales organization?". We describe t...

On this episode, Ema Roloff asks: How do you re-engage a customer, who has given a verbal, that has gone silent? What wa...

On this episode, SRG's CEO and Managing Director Norman Behar talks about what's the best approach to measuring the effe...

On this episode, SRG's CEO and Managing Director Norman Behar shares best virtual training tips when considering moving ...

On this episode, SRG's CEO and Managing Director Norman Behar shares advice on managing sales performance. Jon Ray asks:...

On this episode, SRG's CEO and Managing Director Norman Behar shares his best practices for sales contests and incentive...

On this episode, SRG's CEO and Managing Director Norman Behar shares advice on how to get sales leadership to change the...

On this episode, SRG's CEO Norman Behar shares advice on how to avoid wasting time with unqualified leads. Dan Christie ...

On this episode, we talk about the role of sales management in sales training. The question is: To what extent should a ...

If you want to become a high-impact sales manager, the type that consistently achieves great results with your sales tea...

One of the greatest challenges many sales training initiatives face is that the participants (sales professionals) often...

When I speak with sales leaders about improving sales performance, one of their most frequent comments is that they need...

One of the most common, but often misunderstood, expressions after meeting with a customer is that “it was a great sales...

One of the primary reasons sales managers neglect to coach their sales reps is that they don’t know how. Although this i...

If you want to maximize the performance of your sales team, there is almost universal agreement that you must master the...

The nearly universal adoption of CRM solutions (Salesforce, Microsoft Dynamics, Sugar…) has led to an emphatic requireme...