SBI BlogRevenue Growth Insights

When a buyer says, “Your price is too high,” the salesperson’s instinct is to offer a discount. The hope is that by quic...

Every experienced sales professional has been there: your deal is progressing, you have a great relationship with your c...

AI spend is up. Tool counts are rising. And GTM as a percentage of revenue across PE-backed SaaS portfolios has barely m...

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...

There is a 22-point gap between CEOs who call account expansion critical and CEOs who trust their teams to execute it. T...

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

The end of the quarter is one of the busiest periods for any sales organization. Salespeople spend the final days of the...

The share of SaaS organizations shipping AI capabilities increased from 70% to 93% within a single year. This rapid mark...

Customer churn is a growing (and expensive) problem for SaaS companies. According to recent SBI research, Net Revenue Re...

53% of executives remain confident in achieving 2026 targets, as overall commercial growth sentiment reaches a two-year ...

When a salesperson on the team is underperforming, coaching is often prescribed as the answer. Schedule joint sales call...

Most sales managers were great salespeople before they were promoted. That's usually why they got the job. And in many c...

GTM investment is up. Growth is down. And the most common intervention, replacing the chief revenue officer, is not chan...

Most GTM teams believe they are implementing AI. The results suggest they are not. Adoption is high, and activity is inc...

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...

Revenue Reporters or Revenue Leaders? How High-Impact Sales Managers Build a Revenue Operating System Most sales manager...

For two decades, SaaS growth followed a predictable sequence. Customer acquisition drove internal headcount, and that hi...

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

Revenue Operations leaders are navigating a rapidly shifting landscape in 2026. Artificial intelligence adoption is acce...

Bigger TAM, Worse Results: The Coverage Trap Killing Revenue Growth On paper, things looked promising. A billion-dollar ...

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...

Source: SBI Growth Advisory (2026), The Great Unbundling: Why Your NRR Is Declining Even as Customers Extract More Value...

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...

If you're relying on satisfaction scores to guide your NRR investments, you're building on quicksand. Here's why: 84% of...

Scroll through LinkedIn. Try to find five posts that do not mention artificial intelligence (AI). You cannot do it. The ...

The market has undergone a fundamental shift. We have moved from a world that prioritized revenue growth above all else ...

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

$350B worth of 2025 technology acquisitions will fail – highlighting a practical guide to harmonizing your post-M&A ...

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

The beginning of the year carries more weight in PE-backed companies than most teams acknowledge. The plan is finalized....

As a sales manager, you have a limited amount bandwidth to go on joint sales calls with your sales reps. While going on ...

Industry Context The healthcare IT sector faces mounting pressure from regulatory changes, digital transformation demand...

Frontline managers are the leverage point of every sales organization. Yet, we continue to bury them in administrative d...

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

There is a misconception about "unglamorous" industries. People look at a company like Restaurant Technologies (RTI). Th...

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

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...

Industry Context The restaurant services industry operates on route-based distribution models where profitability depend...

95% of AI pilots fail to produce any measurable P&L impact. That finding from MIT's July report should concern every...

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

Stagnant Growth Year-over-year growth in new patient acquisition had plateaued for this healthcare services company. The...

Pricing has become an increasingly prevalent topic among our clients and one of the highest-priority items for operators...

As we wrapped our final RevOps Leader Roundtable of 2025, one thing was clear: the pressure on revenue teams isn’t going...

Industry Context The telecommunications industry faces mounting pressure to modernize legacy infrastructure while accele...

In private equity, you win or lose based on what you know before you sign. The difference between a home run and a write...

Industry Context Energy software firms are under pressure to pivot from perpetual licenses to ARR-driven models. Boards ...

Most CMOs still measure success by pipeline, leads, and brand reach. That worked when budgets were growing and new logo ...

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

The Crisis: You're Always Too Late Most companies discover customer problems when it's already too late to fix them. The...

The Personalization Paradox Every CSM knows personalized engagement drives better outcomes. Customers who receive releva...

The Scaling Paradox Your revenue target just doubled. Your CEO wants to know: how many more reps do we need? Most sales ...

Industry Context Global GTM transformations are notoriously difficult. Centralized rollouts often create bottlenecks tha...

A strong Value Creation Plan (VCP) provides the strategic blueprint for the entire hold period. It identifies the most i...

The Surface vs. Reality Problem Management presents a growth story: "Strong pipeline. High win rates. Happy customers." ...

As a CFO, you're tasked with doing what most SaaS leaders are struggling to achieve in 2025: Deliver growth. Improve eff...

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

Every Monday morning, the same ritual: your CRO asks if you'll hit the quarter. You look at your pipeline, run the math,...

Industry Context Enterprise software firms racing to subscription models often stumble on execution. Rapid acquisitions ...

Markets are volatile, tariffs unpredictable, and boardrooms louder than ever about one thing: proof of productivity. For...

Your sales team is busy. CRM logs show calls, emails, meetings. Activity dashboards are green. So why aren't you hitting...

Our observations of market conditions ahead paint a stark picture for commercial leaders: profitable growth is increasin...

Every CRO I know is chasing the same goal: a forecast they can trust. Quarter after quarter, even strong sales teams fin...

Every sales leader faces the same brutal reality: your team spends too much time on leads that won't close, while high-v...

Every sales and marketing leader faces the same paradox: you have more data about your prospects than ever before, yet y...

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

Effective annual planning often makes the difference between achieving your growth goals and falling behind the competit...

Every year, thousands of companies spend millions of dollars on sales kickoff (SKO) events and concentrate on talking at...

The Problem: Vanity Metrics Marketing teams track thousands of metrics but struggle to prove business impact. Your CMO r...

The Problem: Marketing Waste B2B marketers waste up to 60% of their budget on audiences that will never convert. Traditi...

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

The Pricing Balancing Act Most pricing strategies fail because they over-optimize for one dimension. Price too high for ...

A Disciplined Start Defines the Trajectory The first 100 days set the pace for the entire hold period. PE sponsors and C...

The $18M Mistake A PE firm acquired a SaaS company for $85M based on strong revenue growth and solid EBITDA margins. Fin...

The Portfolio Paradox A mid-market PE firm had eight B2B software portfolio companies. All had strong products. All stru...

In complex B2B sales, MEDDPICC has become the gold standard for opportunity inspection. It’s a powerful tool that helps ...

Recent economic pressures have begun to stabilize, yet most mid-market companies are still struggling to achieve growth....

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

If you’re stepping into a new commercial leadership role, you’re not being given time to learn the business. The expecta...

SBI’s latest CEO Value Creation Pulse: Correcting and Avoiding Future Planning Miscues reveals a sharp divide between co...

Net Revenue Retention (NRR) is under pressure across the board. In SBI’s latest analysis of more than 150 B2B companies,...

Being a sales manager is tough. They face unique challenges like hitting revenue targets, managing a diverse team, navig...

Despite new research and tools, pricing remains one of the most underutilized levers for sustainable revenue growth. Man...

For most leadership teams, annual planning begins later than it should. The best planning processes take several months,...

Effectively managing the progression of opportunities and accurately predicting future sales performance is critical for...

What is more likely to accelerate SaaS growth in 2025: pricing data or gut instinct? SaaS companies that follow data-led...

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...

Even before the April 2025 tariff announcement and other recent shifts that have amplified economic uncertainty, CEOs we...

Lacking clarity on what investments are working and what aren't, is an issue. Across boardrooms and investor updates, th...

Every leadership team says they want sustained, profitable growth, yet very few achieve it. Even fewer understand why th...

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...

SBI’s May 2025 edition of the CEO Value Creation Pulse Report reflects a shift in how CEOs are responding to a more comp...

AI is now central to your SaaS product strategy, even if you’re not an AI-first company. From analytics and automation t...

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 ...

At SBI’s 2025 Spring Regional Summit, a select group of revenue operations leaders gathered for a focused Growth Forum h...

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...

Think having an internal pricing function makes you stand out? Think again. In 2025, 98% of SaaS companies designate res...

Managing a high-performance sales team can be challenging. One of the main challenges is that the job requires sales man...

If you follow professional football, then you know that Shedeur Sanders was the big story of the 2025 NFL draft. For you...

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

At both the World50 Connect and Recognize CEO Innovation Network events, artificial intelligence and tariffs were the do...

Two themes, both riddled with uncertainty, dominated the conversations at the World50 Connect and Recognize CEO Innovati...

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

As companies prepare for the second half of 2025, growth-minded leaders are facing a commercial landscape dominated by r...

67% of SaaS companies ignore value-based pricing, according to our latest 2024 State of SaaS report and research. They i...

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 ...

One of the biggest challenges for a sales organization is moving upmarket. For example, if you target the small- and med...

Cliff Simon, CRO of Carabiner Group, a part of SBI, represented SBI at ChiliPalooza, a dynamic, workshop-driven conferen...

If you’re not pricing correctly, you’re driving customers away. In an uncertain economy, your pricing strategy has a gre...

Sales enablement has boomed. The State of Sales Enablement Report for 2023 found that the number of businesses with a de...

The path to leadership is more than climbing the corporate ladder. True leadership comes with overcoming obstacles, crea...

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

Historically, CEOs have treated enablement as a tactical function and support system for sellers rather than a strategic...

What is the most impactful yet underutilized growth lever for SaaS companies? Pricing. Research shows that every 1% incr...

Last weekend, a strange man knocked at my front door. He introduced himself as a painter named Steve with a unique speci...

Sales leaders prioritize seller training, but they often overlook training for frontline sales managers, one of the most...

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

As CEOs move through 2025, understanding how to drive sustainable revenue growth while navigating declining go-to-market...

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

In a rapidly evolving commercial landscape, executives express confidence in their go-to-market (GTM) strategies, yet ma...

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

Sales enablement teams recognize the need to track and measure sales performance indicators, yet few feel confident in t...

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

CEOs are entering 2025 with cautious optimism. While many saw strong growth in 2024, they recognize that ongoing challen...

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

In the fast paced world of private equity, predictability is one of the most critical attributes a CRO can cultivate. In...

Senior sales leaders become frustrated when their sales managers, many of whom were promoted from the sales ranks, focus...

The mandate for enablement teams has evolved dramatically. Once considered a catch-all team performing various misfit du...

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

As we kick off a new year, many organizations are rolling out updates to their sales process. The changes are introduced...

As a sales manager, you may not consider yourself a sales leader. After all, strategic leadership issues fall within the...

As the new year begins, commercial organizations often see an opportunity to reset and optimize. But for many teams, thi...

As companies transition into the new year, refining pricing strategies often take center stage. Pricing decisions are es...

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

In preparation for a new year, most companies hope to get a Fast Start and generate momentum by capitalizing on growth o...

Building a top-tier marketing team isn’t just about hiring the best people; it’s about continuously nurturing their tale...

I imagine most people reading this fall into one of four buckets… Bucket 1: Never heard of Roam Research Bucket 2: Vague...

We’ve told you until we’re blue in the face that pricing has a huge impact on your business. After all, a 1% improvement...

This week's episode is going to be a little different. Instead of looking at the pricing models of a SaaS business, we t...

A new direction for the Apple of Fitness When you hear Peloton, you probably think of this: Which makes sense. Equipment...

In today's episode of Pricing Page Teardown, we dig into the battle between tech journals The Information and Pando. The...

For this week's episode, we are going to the land of time, also known as Hubstaff, the employee time-tracking & prod...

Postmates is an on-demand delivery platform that delivers anything from burritos to iPhones. Founded in 2011, Postmates ...

Postmark and SendGrid are two of the biggest names in transactional email. Helping make sure your emails arrive on time,...

Your pricing page is the most important page on your site. Period. Every other page works to guide your user slowly thro...

If you haven’t actually used Cameo by now, you’ve probably heard of it. The app allows anyone to get brief, personalized...

There are some brands that exemplify Americana. Levi's for workwear, Jack Daniel's for whiskey, and the company we're ta...

Today we're talking about something Peter is admittedly not very good at—taking notes. More specifically, we're taking a...

Zoom's freemium decision tree By now, we’re all familiar with Zoom. Perhaps too familiar... While their path to video-co...

Features don’t sell products. Value propositions do. Granted, the features are the means to value and keep me around, bu...

Today we're looking at two small business juggernauts, Zoho and Freshworks. Both provide a suite of core features for ev...

In my time at Google, I only once spoke to Eric Schmidt. But that one conversation changed my life. Talking about the fu...

Although Peter says he would prefer Match.com since he's from the city, both agreed they would invest in FarmersOnly as ...

First impressions last a lifetime, just like misspellings, erroneously addressed greetings, and missing commas—that's wh...

With a camera in every pocket, we can all be Ansel Adams. While some of us are happy to take the odd selfie, others are ...

The early 1990s saw the stumbles of giants like General Motors and IBM. In response, business management authority Peter...

Quick author's note: This episode was released inadvertently the same day as the tragic terrorist attack in New Zealand ...

If you want to see a company that understands how the subscription model works, look no further than Rent the Runway. Th...

Think about your first cup of coffee of the day. Whether it's a drip mug at home, a Starbucks cold brew on the way to wo...

Note: This post utilizes data from one of our customers, SmartBear Software. We'd like to thank Jeanne Hopkins, their CM...

Note: This is the first in our "They're leaving money on the table" series, where we actually test out and find which co...

SoulCycle kick-started a national spinning craze. Its many imitators and acquisition by Equinox earned it a high-profile...

At Price Intelligently we field all kinds of questions, from the how to set up a value based pricing strategy all the wa...

Both Busuu and Duolingo are huge players in the language learning market. Duolingo is arguably the more popular platform...

Gone on a YouTube binge lately? Fallen down the rabbit-hole of celebrity interviews, cat compilations, or music videos f...

As consumers shift to using more and more subscription services than they have in the past, businesses are looking for a...

Customer support is in many ways a thankless job. Zendesk has created a suite of products they hope can change that and ...

Pricing has always been an issue for Evernote. The notes app was one of the first incredibly successful freemium product...

A Big Mac is more than just the all-American burger. The mystery-meat riddled, artery-clogging extravaganza we’ve all ha...

“Yum, yum, in our tums.” Today on Pricing Page Teardown, we are all about food, glorious food, pitting the first mover i...

Once more of the the outcast of the social network community compared to its more news making counterparts - Facebook, I...

At this point we've said this at least a thousand times: pricing is the highest impact lever on your business. Yet, we s...

The subscription economy is here, and Patreon is leading the charge. Founded in 2013 by YouTuber and one-half of Pomplam...

Your sales and marketing teams have fought tooth and nail to win the attention of every visitor. Your development team h...

Time to hit the gym. To wrap season four of Pricing Page Teardown, we're looking at two different players in the fitness...

When buying a product or service, we all have one main goal: we want to get our money’s worth. This commonality amongst ...

I’d never really thought about pricing anything until I joined an online labor auctioning website called TaskRabbit. Ess...

The pricing strategy that you choose plays an important role in determining how profitable your business will be. You ow...

Today, we're digging into the pricing strategies for arguably two of the biggest names in technology: Microsoft and Goog...

In this week's edition of Pricing Page Teardown, we compare subscription services from two news sources on opposite side...

Founded in 2007 and currently doing $1.1 billion in revenue with a market cap of $11 billion, Dropbox is the prosumer ch...

Briefing The best bundles minimize SuperFan overlap and maximize CasualFan overlap. In practice, this means the best bun...

Pricing isn’t about numbers; it’s about knowing. In a fast, complex, changing world, businesses need both knowledge and ...

When I broke my elbow in late 2012, I had no clue how expensive health care was to the average consumer. I had insurance...

It’s no secret that Comcast blows. Many of us are forced to pay top dollar for Comcast’s unbreakable cable TV and intern...

During 2011, digital music service Spotify doubled their paying customers to more than six million and earned a whopping...