SBI BlogRevenue Growth Insights

The over-arching objective of sales enablement professionals should be to support revenue growth by helping sales profes...

You’ve worked hard to get the deal to this point and then other decision-makers appear, procurement gets involved and yo...

It’s easy for sales professionals to get frustrated and lose motivation when selling into a slowing economy. There are m...

Most sales leaders are hyper-focused on increasing the sales team performance and try anything to improve prospecting ac...

Leadership and management skills often get confused and interchanged when talking about developing more effective front-...

Are you a sales leader looking to improve your team’s performance and grow sales numbers? Most sales leaders would say y...

Training has gone through an incredible upheaval over the past two years. When the pandemic started, companies had to ad...

Targeting and gaining access to key executives is challenging, yet we’ve all been told we need to do it in order to be m...

You don’t have to be a baseball fan to enjoy the movie Moneyball with Brad Pitt and Jonah Hill. The movie is an account ...

What is the most expensive decision you can make as a frontline sales manager? Hands down, it's deciding who you'll brin...

The great Resignation. Realignment. Reshuffling. Whatever you call it there is a lot of movement in sales organizations ...

Do you wonder why the most successful sales leaders in your organization reach their goals every quarter? They focus on ...

In the sports world, coaches and managers are evaluated on one metric: winning. In the corporate world, victories are ju...

How often do your well-intentioned sales training efforts result in direct pushback or a bit of passive resistance? You ...

Willie Sutton, an infamous bank robber, was asked why he robbed banks, and he responded, "Because that's where the money...

Many companies are wrestling with the question about what their future work environment looks like as they emerge from C...

Blended learning approaches are certainly not new, but given the challenges over the past 18 months, we are seeing many ...

Microsoft CEO Satya Nadella often speaks of how his career – and his company – have been shaped by empathy. He views it ...

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

While the position of the Chief Commercial Officer (CCO) has been around for some time, it is witnessing an upswing in a...

How do you know if your go-to-market (GTM) plan will succeed? Evaluating the effectiveness of a GTM strategy and the tea...

The expansion of online, collaborative learning is one of the most exciting evolutions to come out of the challenges of ...

Sales leaders often achieved their position based on their individual success and personal attributes. But when their ro...

“I think that’s what it’s all about: embracing change and being brave.” While this line is very applicable to the events...

Hiring isn’t an exact science. Sometimes you think you have identified the perfect sales candidate, and it doesn’t pan o...

The typical in-person Sales Kickoff (SKO) looked very different this year – and that isn’t necessarily a bad thing. In f...

It’s harder than ever to reach senior executives. The usual protections provided by gatekeepers are still there—but now ...

COVID-19 has accelerated the move from traditional classroom-based sales training to virtual training. Participants' exp...

Is your team ready to sell virtually? Training for virtual selling is about a lot more than just slapping the name “Virt...

We receive a lot of inquiries about how to help sales reps improve their ability to engage with clients effectively—espe...

We recently hosted a webinar with Sam Herring from Intrepid by Vitalsource to discuss how to make the pivot to Virtual a...

Many of our clients are concerned about how the evolving COVID-19 outbreak and related travel bans will impact their bus...

Learn how to use a prioritization system based on Stephen Covey's principles; to stop spending too much time stuck on ur...

In this episode, we discuss how sales is changing, how sales training needs to respond to the new complexities in the ma...

Before your next sales negotiation, ask yourself these questions to ensure a successful outcome—a great sales negotiatio...

Managing difficult negotiations is not easy, the TACTIC model can help you deal and communicate with a manipulative sale...

Instead of struggling to negotiate with Procurement, learn how to work with them. These questions will show you how to b...

Learn how to develop a stronger value proposition. These reasons will help you improve your negotiation leverage to sell...

Sales is about the transfer of confidence. In this Q&A, we discuss five ways you can build your confidence to improv...

On this Q&A episode: "What's the best way to follow-up with a demo? Even though my demos go really well, the prospec...

On this Q&A episode: "Why most product demos miss the mark, and what can I do to improve my chances of success?" If ...

On this Q&A episode: "What makes up the mindset of a top performing sales professional? What are the characteristics...

On this Q&A episode: "What do you do if your competitor's product is better for the client?" If you can't see the vi...

Don't let prospects go silent after responding to a Request for Proposal (RFP). In this Q&A we discuss strategies yo...

It’s no surprise that high-performing sales teams have managers who spend more time coaching, as evidenced in our Sales ...

Attention prospective salespeople—here’s a hint. If you want to work on my sales team, you have to show me you can sell....

The evidence for the benefits of coaching is compelling. Not only can it help develop your reps and improve selling skil...

How many new appointments does it take to hit your sales quota? Sales Managers have access to more tools, reports, and d...

If you know the enemy and know yourself, you need not fear the result of a hundred battles – Sun Tzu, 512 BC B2B sales m...

One of the most important decisions a sales professional can make is whether to pursue a deal. Chasing bad, unqualified ...