SBI BlogRevenue Growth Insights

Coaching & Training

Improve Pipeline Management & Increase Win Rates

Managing your team’s sales pipeline is both an art and a science – and that’s why it’s one of the most challenging aspec...

18 Mar 21

5 min read

By Norman Behar Read More

Coaching & Training

Selling: It’s Not as Simple as ABC

Sales leaders often express that their sales teams need to close more business. While these leaders may be frustrated wi...

19 Feb 21

5 min read

By Norman Behar Read More

Coaching & Training

What Do My Sales Reps Do All Day?

One universal challenge of managing a remote sales team can be summed up with the simple question, “What do my sales rep...

26 Jan 21

6 min read

By Norman Behar Read More

Coaching & Training

How To Create Effective & Engaging Virtual SKO

For decades, the annual Sales Kickoff (SKO) has served as the premier event for companies to bring their sales teams tog...

26 Oct 20

4 min read

By Norman Behar Read More

Coaching & Training

How to Conduct Highly Productive One-On-One Sales Meetings

How sales managers communicate and interact with their teams is crucial to building a winning culture, and keeping the s...

7 Aug 20

6 min read

By Norman Behar Read More

Coaching & Training

How to Lead an Effective Sales Team Meeting

Sales managers play a critical role in the psyche and success of their sales teams and that's especially true during the...

14 Jul 20

6 min read

By Norman Behar Read More

Coaching & Training

Why Teams Need Better Selling Skills for the New Normal

The COVID- 19 pandemic is creating profound changes in how sales professionals engage with clients. While some sales pro...

5 Jun 20

4 min read

By Norman Behar Read More

Coaching & Training

Relationships, Revenue, and Retention During a Crisis

I recently presented to the Women Business Owners (WBO) association on this topic. It was interesting to share thoughts ...

25 Apr 20

5 min read

By Norman Behar Read More

Coaching & Training

Three New Year's Resolutions for Salespeople in 2015

As we start 2015, there are many reasons to be optimistic. The US economy continues to expand, unemployment rates are at...

26 Mar 20

4 min read

By Norman Behar Read More

Coaching & Training

Sales Readiness Checklist: The 5-Step Assessment

As your company begins to hire new sales reps and looks for ways to accelerate their ramp-up time, while we would all li...

20 Mar 20

3 min read

By Norman Behar Read More

Coaching & Training

Transforming How You Sell: No More Product Pushing

Traditionally the sales professional has been viewed with cynicism based on the perception of self-serving salespeople w...

13 Feb 20

4 min read

By Norman Behar Read More

Coaching & Training

5 Key Factors to Calculate the Cost of Sales Training

I’m often asked by prospective clients, “what does good sales training cost?”. Although, the correct and straightforward...

30 Jan 20

5 min read

By Norman Behar Read More

Coaching & Training

The Biggest Drivers of Sales Training Success in 2020

As sales organizations plan their training initiatives for 2020, here are my thoughts on the biggest drivers for success...

11 Dec 19

6 min read

By Norman Behar Read More

Coaching & Training

Moving from Chief Problem Solver to Sales Enabler

I recently had the opportunity to co-host a webinar on the Future of Sales Coaching (access recording here) with Jake Mi...

23 Jul 19

4 min read

By Norman Behar Read More

Coaching & Training

How to Hire the Right Sales Manager

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

6 Jun 19

4 min read

By Norman Behar Read More

Coaching & Training

National Sales Meetings: Should It Include Sales Training?

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

22 Apr 19

5 min read

By Norman Behar Read More

Coaching & Training

The Ultimate Checklist for Corporate Sales Training Success

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

8 Apr 19

5 min read

By Norman Behar Read More

Coaching & Training

High-Performance SaaS Sales Training & Scaling

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

29 Mar 19

5 min read

By Norman Behar Read More

Coaching & Training

Leverage Sales Pre-Call Planning to Gain A Competitive Edge

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

20 Feb 19

5 min read

By Norman Behar Read More

Coaching & Training

Top 3 Characteristics of High-Performing Sales Teams

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

24 Jan 19

5 min read

By Norman Behar Read More

Coaching & Training

Can On-Demand Sales Training Replace Classroom Training?

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

10 Sep 18

5 min read

By Norman Behar Read More

Coaching & Training

Best Sales Questions to Ask Customers During The First Meeting

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...

28 Aug 18

5 min read

By Norman Behar Read More

Coaching & Training

Key Considerations for a Successful Sales Training Partnership

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

30 Jul 18

7 min read

By Norman Behar Read More

Coaching & Training

Does Sales Training Matter? The Salesperson’s Perspective

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

26 Jul 18

2 min read

By Norman Behar Read More

Coaching & Training

Why Sales Managers Fail at Coaching?

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

7 Jun 18

4 min read

By Norman Behar Read More

Coaching & Training

How to Embed A Company's Culture in Sales Training

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

15 May 18

7 min read

By Norman Behar Read More

Coaching & Training

Improving Sales Effectiveness: 5 Main Areas to Focus On

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

8 May 18

3 min read

By Norman Behar Read More

Coaching & Training

What Is Sales Readiness and What Does It Mean?

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

8 May 18

1 min read

By Norman Behar Read More

Coaching & Training

Building Sales Relationships - 3 Factors Proven to Convert

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

31 Jan 18

4 min read

By Norman Behar Read More

Coaching & Training

The Importance of Sales Coaching Models for Better Results

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

17 Jan 18

5 min read

By Norman Behar Read More

Coaching & Training

One Additional Question Salespeople Should Always Ask

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

20 Dec 17

4 min read

By Norman Behar Read More

Coaching & Training

Sales Objection: Prospect Asks "Why Should We Buy From You?"

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

21 Sep 17

4 min read

By Norman Behar Read More

Coaching & Training

Sales Management Tips to Increase Sales Team Productivity

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

19 Jun 17

5 min read

By Norman Behar Read More

Coaching & Training

Key Considerations Before Promoting Your Top Seller To Sales Manager

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

16 May 17

5 min read

By Norman Behar Read More

Coaching & Training

How to Find and Hire Great Sales Managers

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

9 May 17

9 min read

By Norman Behar Read More

Coaching & Training

How to Manage a Sales Team Remotely

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

10 Mar 17

10 min read

By Norman Behar Read More

Coaching & Training

Effective Sales Training Techniques to Change Sales Behaviors

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

9 Jan 17

8 min read

By Norman Behar Read More

Coaching & Training

How to Measure Sales Coaching Effectiveness

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

29 Nov 16

8 min read

By Norman Behar Read More

Coaching & Training

Securing "Quality At Bats” To Improve Win Rates & Margins

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

21 Oct 16

3 min read

By Norman Behar Read More

Coaching & Training

What Makes a Good Salesperson? 5 Key Qualities Needed for Success

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

13 Sep 16

3 min read

By Norman Behar Read More