SBI Blog Revenue Growth Insights

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

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

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

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

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

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

The pace of sales leader turnover is accelerating. For those new to the role, success is forged by your earliest actions...

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

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

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

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

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

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

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

Sales managers frequently find themselves immersed in the immediate, short-term results, making it quite a challenge to ...

Why do some sales managers hesitate to coach their teams? What's stopping them from embracing a practice that can transf...

Sharpening Your Deal Champion Strategy Customer cost-cutting and market uncertainty continue. For sales teams, this mean...

In today's hyper-competitive sales landscape, the difference between success and failure often comes down to deal qualif...

The latest SBI survey of CEOs shows that even in the face of today’s economic uncertainty, the more committed a company ...

One frequently discussed issue by negotiation experts is when you should make the first offer in a negotiation. Conventi...

In today's digital age, sales teams have many cool tech tools they can use. But if they don't use them properly, it can ...

In the sales world, pricing is crucial in determining whether or not a prospect will convert into a customer. However, d...

Capturing the attention and trust of your potential customers is a crucial aspect of successful sales. When you establis...

Think of the last time you won a close, competitive sales opportunity. What tipped the scales in your favor? In sales si...

As a salesperson, you'll often encounter objections from buyers regarding the price. Though these objections can be frus...

As a sales manager, you want your sales team to be motivated and work toward achieving business goals. While there’s no ...

Today's Sales Ops leaders are masters of strategy, data, change, tech, and more. Expectations for quick results have nev...

In business negotiations, Procurement teams often aim to control every aspect of the sale, from limiting access to decis...

Where does talent really come from? It’s a simple equation: Talent = Sales. And the more talent your organization has, t...

As Warren Buffet famously said, “It takes 20 years to build a reputation and five minutes to ruin it.” From initial cont...

Sales coaching is a critical aspect of improving the performance of sales teams. It involves various activities, from pr...

With many companies facing economic headwinds, sales leaders are looking for ways to grow revenues without adding headco...

Sales success requires salespeople to have both selling skills and a sales methodology. Selling skills are crucial for e...

ACME sought to improve its sales productivity and create value in its ever-growing organization. To accomplish this goal...

The current phenomenon of “quiet quitting” has been gaining attention recently. It refers to the growing trend of employ...

In just a matter of a few months, ChatGPT has created a global frenzy. Its amazing capabilities show how Artificial Inte...

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

Negotiation is an important skill to get what you want while building and maintaining trust in your relationships. Let's...

At a closed-group leadership roundtable I recently hosted, I heard firsthand from market-leading CEOs that their busines...

In times of tight budgets, companies are cautious about spending, and more people are involved in making purchasing deci...

Active collaboration with your champions drives deal momentum and influencer alignment. This editable workbook is a prac...

Rapid shifts in markets, decision landscapes, and competitors mean more frequent GTM pivots. This eBook provides leaders...

With each passing day, it seems as if there is a new advancement in Artificial Intelligence (AI). Last week I saw the fu...

The “sell me this pen” test is a classic go-to question for sales managers interviewing sales candidates, and it’s easy ...

Once celebrated in movies, the lone-wolf style of sales is no longer an effective approach in today's complex buying atm...

In today's highly competitive marketplace, businesses can’t afford to take customer loyalty for granted. Every sales org...

Hiring sales stars is an important yet challenging task for every sales manager. One challenge is whether to hire based ...

The success of any sales organization depends on having the right mindset, culture, and strategy. As two of the most suc...

As a Chief Revenue Officer (CRO), you are responsible for the growth of your company’s revenue, and this is no small tas...

It's never too early to plan next year's sales kick-off. With tighter budgets and greater executive scrutiny, SKOs requi...