SBI BlogRevenue Growth Insights

AI Frees Up a Sales Manager's Time. Coaching Still Takes a Human Last month, SBI and Gong co-hosted a small dinner in Sa...

Are your sales reps practicing on your customers? For most revenue teams, the answer is uncomfortably close to “yes.” Th...

Most deals do not die because a rival wins. They die because the buyer decides the pain is easier to live with than the ...

Most sales organizations know how to run a strong kickoff. The room feels aligned. The message lands. The field leaves w...

Most B2B revenue leaders know their teams aren't closing enough deals. Diagnosing and fixing the underlying cause is cha...

Most value propositions are built for the wrong audience. A sales professional who has spent months developing a technic...

Transforming Buyers into Lifelong Partners Business leaders frequently ask how to integrate these professionals effectiv...

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

AI is Now Your Newest Teammate: The 'Agentic Journey' in Customer Success We recently returned from the Pulse conference...

Discounting is expensive, yet in many sales transactions today it’s still the norm. All too often, salespeople give disc...

Go-to-market AI strategies are largely failing to produce tangible financial results. Currently, only 18% of sales organ...

3 Ways Revenue Outperformers Are Accelerating in the Turns Professional drivers understand that winning happens in the c...

The Sales Manager’s Dilemma Imagine this: it’s the last week of the quarter, and you’re staring at a revenue gap that wa...

The Enablement Execution Gap Companies invest millions in sales teams, technology, and processes; enablement serves as t...

Sales organizations constantly look for ways to scale success, and the frontline manager serves as the ultimate force mu...

Operationalizing AI for Faster Onboarding and Better Coaching Sales organizations face a critical moment with artificial...

When we brought together enablement leaders for SBI’s Q1 2026 Enablement Growth Forum, a familiar pattern showed up with...

B2B revenue teams still over-rotate on the sale and under-invest in what happens next. We celebrate the "hunter," alloca...

Sales professionals often view procurement as the place where deals go to die. We see them as margin killers. We see the...

Most sales leaders would never put an untrained pilot in a cockpit. However, every day, organizations allow new sellers ...

Selling really is more complex than it used to be. Buying groups are bigger. Risk is higher. Priorities change weekly. I...

There is a pervasive, dangerous myth in B2B sales: the legend of the "Born Negotiator." This is the "Closer" who swoops ...

Despite aggressive commercial spending, growth is slowing across the board. Revenue growth has contracted from 22% in 20...

When you put a group of enablement leaders from companies like Red Hat, Salesforce, IBM, Cato Networks, DocuSign, and Sp...

Most teams have AI tools, but without enablement stepping in to guide how reps actually use them, seller productivity wo...

At this year’s ATD SELL 2025 conference, one message came through loud and clear: the imperative to move beyond training...

When your market is mature and hypercompetitive, standing still is the fastest way to fall behind. I recently spoke with...

When we brought together enablement leaders for SBI's Q3 Enablement Growth Forum, one theme rang loud and clear: the old...

In early June, SBI hosted three high-impact Sales Enablement workshops, one in San Francisco hosted by Laurel Tanner and...

The latest episode of The Sales Readiness Podcast features a high-energy conversation between Ray Makela, Managing Direc...

Frontline sales managers play a critical role in translating corporate strategy into field execution. Yet, despite their...

In this episode of The Sales Readiness Podcast, Ray Makela, Managing Director of Talent Development at SBI, is joined ag...

AI is moving fast—faster than most sales teams are ready for. Tools that summarize calls, write emails and surface insig...

Customer Success (CS) has long been misunderstood as a reactive support function. But as Annie Stefano and Ray Makela di...

Sales managers are at the center of sales execution, yet too often, they are expected to lead without being led. Recent ...

Enablement leaders agree: if you want to improve frontline performance, you need to start with the people leading the fr...

On the latest episode of the Sales Readiness Podcast, Ray Makela, Managing Director of Talent Development, was joined by...

Sales organizations are investing heavily in sales training, yet the results tell a concerning story. Between 2021 and 2...

Sales manager training is widely recognized as a key performance driver, yet many companies fail to invest in and delive...

A foundational yet often overlooked element of successful selling is relationship building and rapport. In the latest ep...

Modern sales organizations are more complex than ever. Teams are dispersed over states or countries, buying motions are ...

Companies selling into a complex B2B sales environment are shifting away from traditional, stage-based forecasting model...

Transitioning from traditional sales to enterprise sales can be a major shift, as SBI Executive Consultant, Sarah Bedwel...

Sales enablement leaders are facing an increasingly complex and evolving landscape. The modern buyer’s journey has evolv...

As a sales leader, there’s nothing worse than getting to the end of the quarter and realizing your team will miss their ...

Most companies don’t go through the process of hiring a sales training partner very often. When they do, they’re often l...

Motivating sellers is a common challenge for frontline sales managers. Just as your sales team is comprised of unique in...

As a sales leader, there is a time and place to be a manager, a coach, or both. Managers focus on operational tasks, ens...

In today’s fast paced sales environment, AI has emerged as a powerful force, promising enhanced productivity and improve...

As businesses prepare for the challenges and opportunities of 2025, the role of enablement teams is coming under increas...