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Sales

The 4 Essentials to Sell to the CFO in a Challenging Economy

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

17 Apr 23

2 min read

By Ray Makela Read More

Sales

The Role Of Sales People after the Emergence of AI

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

10 Apr 23

2 min read

By David Jacoby Read More

Sales

3 Ways to Use "Sell Me This Pen" to Hire Sales Superstars

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

5 Apr 23

4 min read

By David Jacoby Read More

Sales

The Rise of the Team Seller

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

3 Apr 23

4 min read

By Ray Makela Read More

Sales

3 Tips to Build a Customer-Success Culture

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

29 Mar 23

2 min read

By Ray Makela Read More

Coaching & Training

Setting Up Your New Sales Hire for Success: 5 Key Factors

Hiring and onboarding new sales hires can be extremely challenging especially for sales managers who lead, manage, and c...

22 Mar 23

3 min read

By Norman Behar Read More

Sales

New Sales Hire: Industry Experience or “Best Athlete”?

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

20 Mar 23

2 min read

By David Jacoby Read More

Sales

A Winning Sales Culture: Lessons from Salesforce & Netflix

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

15 Mar 23

4 min read

By David Jacoby Read More

Sales

Avoid These 3 Missteps & Prevent Inaccurate Sales Pipeline Forecasting

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

9 Mar 23

3 min read

By David Jacoby Read More

Sales

Why Talent Assessments Are Necessary for Your Revenue Growth Strategy

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

8 Mar 23

2 min read

By John Staples Read More

Coaching & Training

Modern Sales Training & 2023 Industry Updates: Ken Taylor Interview

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

7 Mar 23

2 min read

By Alonso Chehade Read More

Sales

The WHY Behind Effective Sales Coaching & Why Managers Don't Do It

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

1 Mar 23

3 min read

By Norman Behar Read More

Sales

Ignore Zuckerberg. Effective Sales Organizations Need a Sales Manager

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

23 Feb 23

3 min read

By David Jacoby Read More

Sales

Powerful Sales Coaching Questions Every Sales Manager Should Ask

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

21 Feb 23

4 min read

By Ray Makela Read More

Sales

3 Strategies for Selling to the CFO During an Economic Slowdown

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

15 Feb 23

3 min read

By Ray Makela Read More

Sales

5 Key Considerations for Selecting Effective Sales Training Programs

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

13 Feb 23

2 min read

By Ray Makela Read More

Sales

Use BANT in Your Sales Team Coaching to Win More Opportunities

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

9 Feb 23

4 min read

By Norman Behar Read More

Sales

Building An Independent Sales Team Starts With SBAR Framework

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

27 Jan 23

4 min read

By Ray Makela Read More

Sales

How To Set Yourself Up For Success When You Are A New Sales Manager

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

27 Jan 23

4 min read

By David Jacoby Read More

Sales

Strategic Questions to Ask Senior Leaders to Increase Sales

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

25 Jan 23

3 min read

By Ray Makela Read More

Sales

Increasing Sales Opportunities Means Overcoming Status Quo Bias

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

25 Jan 23

2 min read

By Ray Makela Read More

Sales

How Sales Coaching Can Help You Beat Economic Challenges

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

23 Jan 23

3 min read

By David Jacoby Read More

Sales

3 Proven Strategies to Improve Sales Without Adding Headcount

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

23 Jan 23

2 min read

By Norman Behar Read More

Sales

Improve Credit Union Operations Through Digital Transformations

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

17 Jan 23

2 min read

By Ray Makela Read More

Sales

Beat Your Competition With These Sales Playbook Best Practices

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

16 Jan 23

3 min read

By David Jacoby Read More

GTM Design & Structure

Corporate Culture: How To Instill A Positive Organizational Mindset

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

4 Jan 23

3 min read

By Mike Hoffman Read More

Coaching & Training

Strategies to Manage A Bad Sales Manager & Reduce Employee Turnover

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

28 Dec 22

3 min read

By David Jacoby Read More

Sales

5 Key Principles of Change Management in Sales to Support Training

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

28 Dec 22

2 min read

By Ray Makela Read More

Sales

Sales Manager Tips To Improve Rep Performance Feedback

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

19 Dec 22

1 min read

By David Jacoby Read More

Sales

3 Key Qualities to Improve Odds of Hiring a Good Salesperson

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

19 Dec 22

3 min read

By David Jacoby Read More

GTM Design & Structure

Four Actions to Avoid During a Recession

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

15 Dec 22

4 min read

By Nick Toman Read More

Coaching & Training

What to Keep Top of Mind When Selling in a Down Economy

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

30 Nov 22

2 min read

By Norman Behar Read More

Sales

Missed Your Number? Target Your Customer Base

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

17 Nov 22

3 min read

By SBI Team Read More

Sales

How to Improve Sales Close Rates with this Real-Life Example

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

7 Nov 22

3 min read

By David Jacoby Read More

Sales

Coaching & Joint Sales Calls: When You Should Ride to the Rescue

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

2 Nov 22

2 min read

By David Jacoby Read More

Sales

Help Sales Managers Set a Goal to Focus on What's Most Important

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

2 Nov 22

2 min read

By Ray Makela Read More

Sales

Three Unexpected Benefits of Sales Training

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

18 Oct 22

3 min read

By David Jacoby Read More

Sales

Build Trust and Confidence in a Sales Negotiation in 5 Steps

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

28 Sep 22

3 min read

By Ray Makela Read More

GTM Design & Structure

The Annual Revenue Plan - A CEO’s Roadmap to Value Creation

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

28 Sep 22

2 min read

By SBI Team Read More

Sales

Advice to Solve Customer Problems from Top Tech Entrepreneur

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

26 Sep 22

2 min read

By David Jacoby Read More