SBI BlogRevenue Growth Insights

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...

Are you a sales leader looking to improve your team’s performance and grow sales numbers? Most sales leaders would say y...

Can a new mattress change your life? Maybe—more on that later. But my recent experience shopping for a mattress highligh...

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

Training has gone through an incredible upheaval over the past two years. When the pandemic started, companies had to ad...

Sales managers are responsible for managing, coaching, motivating, and measuring the performance of their teams. Unfortu...

Pipeline Management is a critical exercise with which many organizations struggle. But those high-growth companies with ...

Asking great questions is foundational to consultative selling, but for many sales reps, this is easier said than done. ...

Targeting and gaining access to key executives is challenging, yet we’ve all been told we need to do it in order to be m...

John Wilson, founding CEO of Wilson HCG, a global talent solutions leader, has a coveted front row seat for The Great Re...

Investment in SalesTech is at an all-time high with no signs of slowing: SBI’s latest research shows more than 1200 solu...

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

In Part 1 of this two-part series, we presented research that draws conclusions between seller retention and a company’s...

You don’t have to be a baseball fan to enjoy the movie Moneyball with Brad Pitt and Jonah Hill. The movie is an account ...

One key takeaway from the pandemic is the heightened importance of how sales managers communicate with their teams. Sinc...

If you are a transitioning sales leader, welcome, the clock is ticking… Faced with rigorous pressure to emerge victoriou...

What is the most expensive decision you can make as a frontline sales manager? Hands down, it's deciding who you'll brin...

The great Resignation. Realignment. Reshuffling. Whatever you call it there is a lot of movement in sales organizations ...