The CRO's Guideto Revenue Excellence

Strategic playbooks for Chief Revenue Officers building high-performing sales organizations. From predictive lead scoring to deal optimization, the frameworks that drive consistent revenue growth.

CRO Conversations

Revenue leaders discuss pipeline generation, forecasting, and sales effectiveness

All episodes
Podcast
36 min

The "Closer" is a Myth: Why Negotiation Starts at Discovery–Not the Contract

Unpack why negotiation actually begins in discovery—not at the contract stage—and how sellers can replace charm-based tactics with a disciplined, leverage-driven commercial process. 
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Podcast
19 min

From Training to Transformation

When your market is mature and hypercompetitive, standing still is the fastest way to fall behind. In this episode, SBI Managing Director Ray Makela speaks with Bart Freedman, Vice President of Sales at Biamp, about what it takes to evolve a sales organization that was successful but no longer competitive.
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Podcast
26 min

The Missing Link Between Sales Playbooks and Performance

In the latest episode of the Sales Readiness Podcast, our host Ray Makela, SBI’s Managing Director of Talent Development, is joined by Charlie Dorrier, Director of Training at SBI, to explore the gap between building playbooks and using them to drive results.
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CEO Spotlight

How Siemens Scaled RevOps Across 200+ Countries

When Siemens needed to standardize revenue operations across global divisions, they partnered with SBI to build scalable processes, unified systems, and consistent methodologies that work at enterprise scale.
$2.5B+
Revenue Impact;
40%
Efficiency Gain
18 mo
Implementation
Read the full story
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Siemens_AG_logo

SBI helped us build revenue operations that scale across continents, languages, and business units.

Quick Tips for Revenue Leaders

Actionable insights you can implement this week

Audit Your Coverage Model

Before hiring more reps, analyze territory balance, account distribution, and capacity utilization.

Weekly Pipeline Reviews

Implement rigorous deal inspection cadence with commit categories and risk assessment.

Measure Ramp Time

Track time-to-first-deal and time-to-quota for new hires. Optimize onboarding based on data.

Align Board on Priorities

Get explicit buy-in on growth vs. efficiency trade-offs before quarter starts.

Start One AI Use Case

Pick one high-impact application-lead scoring, churn prediction-prove ROI, then scale.

Build Enablement Early

Invest in onboarding and playbooks before scaling breaks. Systems enable growth.

Ready for a CRO Briefing?

Schedule a confidential discussion with our revenue strategy team to explore pipeline generation, sales effectiveness, and forecasting best practices.

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