SBI BlogRevenue Growth Insights

Sales

How to Measure Your Sales Leader Influence

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

8 Sep 22

2 min read

By David Jacoby Read More

GTM Design & Structure

Pull the Right Growth Levers Using the Value Creation Quadrants

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

7 Sep 22

2 min read

By Nick Toman Read More

Sales

Motivating Your Sales Team to Prospect in a Down Economy

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

1 Sep 22

3 min read

By Ray Makela Read More

Sales

Sales Coaching Techniques to Avoid Top 5 Mistakes

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

26 Aug 22

3 min read

By Norman Behar Read More

GTM Design & Structure

6 Leadership Lessons for Incoming Growth CEOs

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

24 Aug 22

3 min read

By Mike Hoffman Read More

Sales

How ICPs in Sales Help You Find and Meet with Top Prospects

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

12 Aug 22

2 min read

By David Jacoby Read More

Sales

The "One More Meeting" Prospecting Strategy

Most sales leaders are hyper-focused on increasing the sales team performance and try anything to improve prospecting ac...

10 Aug 22

2 min read

By Ray Makela Read More

Sales

5 Leadership Skills to Build a Stronger Team

Leadership and management skills often get confused and interchanged when talking about developing more effective front-...

19 Jul 22

2 min read

By Ray Makela Read More

Article

Growth-Driven CEOs are Wisely Investing in Commercial Productivity in 2023

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

13 Jul 22

1 min read

By SBI Team Read More

Sales

How Call Planning Can Improve Your Sales Win Rate

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

8 Jul 22

2 min read

By Norman Behar Read More

Sales

3 Things French Cooking Can Teach Us About Sales Performance

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

24 Jun 22

3 min read

By David Jacoby Read More

Sales

Navigating the Sales Headcount Gap

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

22 Jun 22

1 min read

By John Staples Read More

Sales

5 Steps to Crush Your Numbers as a Sales Leader

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

15 Jun 22

2 min read

By Ray Makela Read More

Sales

3 Sales Truths From a Mattress Salesman

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

6 Jun 22

3 min read

By David Jacoby Read More

Sales

3 Reasons Sales Managers Focus on Selling vs. Managing

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

6 May 22

2 min read

By Norman Behar Read More

Sales

Rethinking Virtual Sales Training Delivery–6 Lessons From the Field

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

29 Apr 22

2 min read

By Ray Makela Read More

Sales

Four Sales Performance Metrics that Matter

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

18 Apr 22

2 min read

By Norman Behar Read More

Article

5 Actions to Create an Accurate Pipeline Management Program

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

13 Apr 22

1 min read

By SBI Team Read More

Sales

4 Reasons Why Asking Questions Will Improve Your Sales Calls

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

12 Apr 22

2 min read

By David Jacoby Read More

Sales

4 Techniques to Embed Video to Sell to Key Executives

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...

1 Apr 22

2 min read

By Ray Makela Read More

GTM Design & Structure

How CEOs Can Win the Battle for Talent

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

1 Apr 22

1 min read

By Matt Sharrers Read More

Sales

Gaining Control of Your SalesTech to Win the Commercial Battle

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

30 Mar 22

1 min read

By SBI Team Read More

Sales

7 Different Styles of a Successful Sales Manager

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

23 Mar 22

2 min read

By David Jacoby Read More

Sales

Why Your SalesTech Isn’t Delivering, Part 2

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

23 Mar 22

2 min read

By SBI Team Read More

Sales

A High-Performance Sales Team: Lessons from Moneyball

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 ...

18 Mar 22

2 min read

By Ray Makela Read More

Sales

Sales Management Styles (And Which One to Avoid)

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

2 Mar 22

2 min read

By Norman Behar Read More

Article

New Sales Leader? Avoid these 3 Common Mistakes

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

2 Mar 22

2 min read

By SBI Team Read More

Sales

The Cost of a Bad Sales Hire: A Million-Dollar Mistake

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

22 Feb 22

2 min read

By Ray Makela Read More

Sales

Recruiting with Gen Z: The Next Class of Sales Professionals

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

11 Feb 22

3 min read

By Ray Makela Read More

Sales

How to Maximize Your Sales ROI

Do you wonder why the most successful sales leaders in your organization reach their goals every quarter? They focus on ...

31 Jan 22

2 min read

By Ray Makela Read More

Sales

Setting And Achieving Annual Sales Goals for Your Team

Achieving sales goals is an essential part of sales management. While an annual sales goal may be “imposed” on a sales m...

26 Jan 22

2 min read

By Norman Behar Read More

GTM Design & Structure

Five Questions with Smart Selling Tools’ Founder, Nancy Nardin

The salestech landscape continues to explode, with more than 1200 solutions currently available for growth leaders to pu...

26 Jan 22

3 min read

By SBI Team Read More

Sales

Virtual Selling is Here to Stay

It may seem like a lifetime ago, but early in the pandemic people thought “Work from Home” was just a temporary disrupti...

20 Jan 22

2 min read

By David Jacoby Read More

Sales

The Sales Manager's Playbook for a Winning Team

In the sports world, coaches and managers are evaluated on one metric: winning. In the corporate world, victories are ju...

13 Jan 22

3 min read

By Ray Makela Read More

Sales

How to Develop Your Sales Team To Be More Customer Driven

Given the number of challenges sales organizations have encountered during the Covid pandemic, it is easy to lose sight ...

6 Jan 22

2 min read

By Norman Behar Read More

Sales

Our Top 10 Sales Management and Leadership Posts of 2021

It's been quite a year for sales leaders across the country. Before we gaze ahead to 2022, we want to take a quick look ...

22 Dec 21

1 min read

By David Jacoby Read More

Sales

How to Train Difficult Employees & Salespeople to Break Through

How often do your well-intentioned sales training efforts result in direct pushback or a bit of passive resistance? You ...

14 Dec 21

2 min read

By Ray Makela Read More

Coaching & Training

How to Fix Stalled Opportunities in Your Sales Pipeline

Pipeline management is an ongoing challenge for sales managers. While it may seem that a pipeline with more opportunitie...

10 Dec 21

2 min read

By Norman Behar Read More

How Omicron Is Impacting SKO Plans

Immediately following the announcement of the Omicron COVID-19 variant, commercial leaders began questioning their sales...

8 Dec 21

1 min read

By SBI Team Read More

Article

Four Risks Growth Leaders Must Consider for 2022, Part Four: Too Much Agility

While the current macroeconomic environment presents growth leaders with considerable opportunity, CEOs will benefit fro...

1 Dec 21

1 min read

By SBI Team Read More