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GTM Design & Structure

CEOs See Optimistic Demand but Worrying Pipelines in Q4 2023

The first half of 2023 has not been smooth sailing for many businesses but based on responses to SBI’s CEO survey for Q3...

6 Nov 23

2 min read

By Bryan Kurey Read More

Article

2 Big Ideas to Deliver Sales Velocity Today

If there’s one market trend that’s been stressed repeatedly in more recent SBI research findings, it’s that many CEOs ha...

2 Nov 23

4 min read

By Mike Hoffman Read More

GTM Design & Structure

What’s Stopping You from Effectively Reaching Existing Customers?

As sales cycles lengthen and new logo acquisitions become more challenging, more organizations are now shifting back to ...

31 Oct 23

2 min read

By Bryan Kurey Read More

Coaching & Training

Insights from the SES Experience 2023: A Glimpse into the Future of Sales Enablement

SRG had the privilege to witness the evolution of sales enablement at the SES Experience 2023. Marking our fifth year at...

30 Oct 23

2 min read

By SRG, a Part of SBI Read More

Coaching & Training

3 Ways to Incorporate Sales Training at a Sales Kickoff (SKO)

Given that one of the most important differentiators for sales professionals is how they sell, it is natural to want to ...

23 Oct 23

3 min read

By Norman Behar Read More

GTM Design & Structure

Driving Sales Velocity in a Challenging Market: Discover the 4 Traits That Set Top Sellers Apart

In the ever-evolving sales landscape, understanding what drives success can often seem like deciphering an enigma. Howev...

19 Oct 23

3 min read

By Rick Karlton Read More

Coaching & Training

6 Things You Need Before Entering Sales Negotiation

In the modern, competitive landscape of sales, negotiation is no longer simply about price; it’s about value. Smart sale...

16 Oct 23

3 min read

By Ray Makela Read More

Coaching & Training

The Ultimate Sales Rep Performance Checklist & Improvement Plan

Managing an underperforming sales rep is one of the most challenging responsibilities of a frontline manager. You hired ...

9 Oct 23

3 min read

By Ray Makela Read More

Coaching & Training

How to Choose the Best Sales Training Company For Your Business

Choosing the best sales training company for your business is more than just a decision. It is an investment in the futu...

2 Oct 23

6 min read

By Ray Makela Read More

GTM Design & Structure

Conversation on Driving Sales Productivity and Performance

In thinking about growth imperatives for 2024, leading chief revenue officers (CROs) have been looking into ways to harn...

28 Sep 23

2 min read

By Anthony Erickson Read More

Coaching & Training

Harnessing the Power of AI in Sales: A Guide for Leaders

The integration of Artificial Intelligence (AI) into the sales domain has opened up a plethora of opportunities. As sale...

25 Sep 23

4 min read

By Ray Makela Read More

GTM Design & Structure

Finding the Right Starting Point for AI in Sales

The present state of artificial intelligence (AI) development and the proliferation of use cases for this technology has...

21 Sep 23

3 min read

By Bryan Kurey Read More

Coaching & Training

Five Sales Skills Every Salesperson Should Have

Today's sellers must be proficient in face-to-face and virtual selling. This means that sales success requires many skil...

19 Sep 23

3 min read

By David Jacoby Read More

GTM Design & Structure

Planning to capture the full potential of your existing customer base

For many companies, customer marketing remains an untapped driver of growth, yet it is often overlooked in favor of new ...

19 Sep 23

1 min read

By Bryan Kurey Read More

GTM Design & Structure

Improving Sales Effectiveness with Account Segmentation

If you’ve been following recent SBI content on annual planning, you may have already seen some key takeaways from SBI re...

14 Sep 23

3 min read

By Bryan Kurey Read More

Coaching & Training

3 Ways to Prepare Your Sales Team for Slow Economic Growth

With buying behaviors turning more conservative, sales velocity has slowed, presenting new challenges for sales leaders....

11 Sep 23

2 min read

By Norman Behar Read More

Coaching & Training

Four Exciting Applications of Generative AI for Sales Managers

The role of a frontline sales manager (FLSM) is challenging. From supporting sellers and providing coaching to handling ...

7 Sep 23

3 min read

By Ray Makela Read More

Coaching & Training

How to Beat the Competition in Sales

There is no escape from competition in sales. Whether it is already apparent or lurking around the corner, the challenge...

6 Sep 23

7 min read

By Ray Makela Read More

Coaching & Training

6 Sales Coaching Activities That Will Set You Apart

Sales coaching is one of the most important activities a manager can do to increase performance. Yet managers often conf...

31 Aug 23

2 min read

By Ray Makela Read More

GTM Design & Structure

Which Seller Approach Increases Deal Size and Speeds Deal Velocity?

There isn’t a CEO out there that hasn’t noticed the overall decline in commercial productivity in recent quarters. SBI’s...

31 Aug 23

3 min read

By Nick Toman Read More

Coaching & Training

Choosing the Right Sales Management Style

Are you looking to maximize your team's performance? Dive into the four pivotal sales management styles—Directing, Selli...

30 Aug 23

3 min read

By David Jacoby Read More

Coaching & Training

6 Proven Strategies to Maximize Sales Without Adding Headcount

Today’s economic reality has companies looking carefully at budgets, especially regarding staffing. Yet, despite the cha...

21 Aug 23

3 min read

By David Jacoby Read More

GTM Design & Structure

How to Drive GTM Growth in a Slow Market

Over the past year, CEOs have been hunkering down, preparing their organizations for a recession that never came. Even t...

17 Aug 23

2 min read

By Mike Hoffman Read More

GTM Design & Structure

Why Generative AI Should Be Part of Your Sales Toolkit

Generative AI has emerged as a game-changer in the world of sales, lending itself as a potent tool to augment the capabi...

16 Aug 23

2 min read

By Ray Makela Read More

Coaching & Training

Sales Negotiating: How to Approach Contract Changes & Price Increases

Attracting new clients and negotiating deals in today's economy can be challenging. And on top of that, you might be ask...

14 Aug 23

7 min read

By Ray Makela Read More

Coaching & Training

Enhance Sales Conversations with Generative AI

It seems you can’t open your news feed these days without seeing an article about how AI will transform the workforce. B...

10 Aug 23

5 min read

By Ray Makela Read More

Coaching & Training

What Is Sales Velocity and Why Is It So Important?

Creating new sales opportunities and moving them efficiently through the sales process is a critical differentiator of h...

7 Aug 23

5 min read

By David Jacoby Read More

Coaching & Training

Master the Art of Active Listening by Practicing These 4 Things

One of my favorite thought-provoking questions to ask a Sales Manager is “What do you think is the single most important...

5 Aug 23

2 min read

By Ray Makela Read More

GTM Design & Structure

Unleashing Your Sales Team's Potential: A Proven 4-Step Process to Develop and Achieve a Vision for Success

As sales managers, it's easy to get caught up in the day-to-day hustle of achieving immediate results. However, true lea...

1 Aug 23

3 min read

By David Jacoby Read More

Coaching & Training

Selling to Procurement: How to Get to “Yes” Faster

As a sales leader, you know how important it is to work with Procurement to get a deal closed. However, navigating the p...

31 Jul 23

5 min read

By Ray Makela Read More

Coaching & Training

The Ultimate Guide to Sales Prospecting

Prospecting is vital in sales. It's often undervalued but shouldn't be. To improve efficiency and success, sales reps mu...

19 Jul 23

19 min read

By David Jacoby Read More

Coaching & Training

Align Your Sales Process with the Purchase Process for Better Results

Today’s buyers don’t like to be “sold” or pitched. They would rather feel like they are in control of their purchase pro...

17 Jul 23

4 min read

By David Jacoby Read More

Coaching & Training

How to Manage Underperforming Sales Reps

Managing underperforming sales reps can be a daunting challenge, but it is not insurmountable. As a sales leader, you ca...

10 Jul 23

4 min read

By Norman Behar Read More

GTM Design & Structure

Are Your Commercial Initiatives Driving Growth?

Every viable company has a unique growth thesis with seemingly endless paths to create value. The challenge that many co...

6 Jul 23

2 min read

By Nick Toman Read More

Coaching & Training

6 Differences Between Sales and Account Management

Sales and account management are vital in driving revenue growth and cultivating strong customer relationships. Although...

4 Jul 23

4 min read

By Ray Makela Read More

GTM Design & Structure

Is Your Sales Approach Lengthening the Sales Cycle?

Uncertainty still prevails in today’s business environment. For salespeople, it has led to significant challenges in sal...

29 Jun 23

2 min read

By Bryan Kurey Read More

Coaching & Training

Active Listening In Sales - A High-Performing Rep Superpower

Imagine a sales scenario where you truly understand your customers, build strong relationships, and consistently achieve...

26 Jun 23

5 min read

By Ray Makela Read More

Coaching & Training

How to Pinpoint the Root Cause of an Underperforming Sales Rep

Identifying the root cause of underperformance allows managers to take proactive measures and provide targeted support t...

21 Jun 23

4 min read

By Norman Behar Read More

Coaching & Training

Sales Pipeline Management vs. Sales Forecasting: What's the Difference

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

19 Jun 23

3 min read

By Norman Behar Read More

Coaching & Training

Managing Sales Behaviors to Improve Sales Performance

When sales teams don't meet their sales targets, managers usually look at the sales outcomes to figure out what went wro...

14 Jun 23

4 min read

By Norman Behar Read More