SBI Blog Revenue Growth Insights

Accurate sales forecasting is essential for business success. But it can be difficult to get it right due to certain mis...

Growth leaders understand that the key to a successful sales team is having well-trained and motivated employees who wor...

Recently, our CEO Ray Makela sat down virtually with industry insider Ken Taylor, CEO of Training Industry, for an in-de...

Turning Your Most Valuable Asset into Your Most Valuable Player Our recent pulse survey of more than 300 sellers confirm...

Sales coaching is crucial in improving sales reps' performance and selling skills. However, many managers don't prioriti...

Can a company succeed without managers? Mark Zuckerberg, CEO of Meta, thinks so. He's proposed a cost-cutting measure to...

To have the most productive coaching sessions, start with these two elements - the right mindset and powerful questions....

Do you want to avoid today's reduced budgets and CFO roadblocks to close more deals? Selling to CFOs (Chief Financial Of...

A search of sales training companies will return a range of options that can be overwhelming. Understanding the type of ...

Smarter Inspection is Mission-Critical Today In a world of abundance, a few botched deals are simply speed bumps. But to...

Salespeople often spend too much time on opportunities that aren't qualified. So what can you do to help them better qua...

Front-line Sales Managers often find themselves overwhelmed with responsibilities, leaving little time for important tas...

Congratulations! You have just been promoted from salesperson to sales manager, now what? For many sales organizations, ...

In these challenging economic times, sales professionals must meet with senior executives and C-Suite leaders who are em...

Research estimates that about 40% of all sales opportunities end with no decision. The harsh reality of this statistic i...

During challenging economic times, it’s only natural for sales leaders to look for ways to do more with less. While your...

Are you being asked to do more with less? Today’s economic reality has companies looking carefully at budgets, especiall...

Are you ready to take your credit union's member experience to the next level? Digital transformation is the key to unlo...

In today’s uncertain economic times, there’s a new business mantra: “Do more with less.” For sales teams that means achi...

As CEO, my job is to help all the people on my team realize their full potential. Everyone comes to work with varied str...

How to Ignite Action from Insights At Brevet we train to MEDDPICC as the cornerstone of effective B2B sales qualificatio...

According to LinkedIn research, the turnover rate for salespeople increased up to 25% compared to the 2019 pre-COVID rat...

Many organizations invest in sales training initiatives to improve the sales team’s performance, yet these efforts often...

Providing regular, constructive feedback to sales representatives on their performance is an important part of their dev...

What’s the economic outlook for next year? Rising interest rates? Inflation? Recession? Answer: No one knows for sure. H...

The media, public markets, and even the U.S. Federal Reserve have created a tidal wave of uncertainty. Yet despite their...

Over the last few months, economic uncertainty has increased significantly due to a combination of factors including geo...

Pipeline Management is a critical exercise with which many organizations struggle. High-growth companies with consistent...

Economic uncertainty has been a mainstay in recent years. Couple that with the average tenure of a CRO at just 19 months...

I recently spoke with a sales leader who saw a dramatic increase in his team’s close rate, increasing from 34% to 54% ov...

For a sales manager going on a call with a sales rep, nothing is more painful than watching the rep crash and burn. The ...

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

Sales training is proven to help your team close more business deals, stay competitive, avoid discounting, win bigger de...

SaaS companies are thinking differently about their sales compensation plans. We recently teamed up with SPIFF to discus...

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

Comparing last year’s SBI CEO survey results against this year’s shows a more cautious, even conservative, growth postur...

“Fall in love with the problem, not the solution.” That’s how Uri Levine, the co-founder of Waze, the world’s leading na...

Next Year’s Sales Kickoff Must Look and Feel Different In-person SKOs were declared forever dead at the start of the pan...

One of the driving forces of sales leadership is influence – the ability to affect the motivations, actions, and behavio...

The window for fact-driven, thoughtful changes in your value creation strategy is closing remarkably quickly. Recent his...

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

Sales Coaching is the most important way a manager can improve how their sales team sells. The power of sales coaching i...

As I prepared to step into the role of CEO at a transitioning company that was on the cusp of massive growth and facing ...

In prospecting, the only thing worse than not setting a prospecting appointment is setting an appointment with the wrong...

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-...

In a recent survey SBI conducted of nearly 150 CEOs, we asked how they anticipate commercial spending in 2023 relative t...

Improving win rates is a priority for sales organizations because too much time and energy are spent on opportunities th...

During the pandemic, stuck at home with few restaurant options, I taught myself how to cook. As I became more obsessed w...

Companies cannot afford to lose top commercial talent. To remain on an upwards growth trajectory, they have to be prescr...