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GTM Design & Structure

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

6 min read

By SBI Team Read More

Coaching & Training

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

6 min read

By David Jacoby Read More

Coaching & Training

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

5 min read

By David Jacoby Read More

Coaching & Training

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

4 min read

By Ray Makela Read More

Coaching & Training

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

7 min read

By David Jacoby Read More

Coaching & Training

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

6 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

5 min read

By SBI Team Read More

Coaching & Training

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

5 min read

By David Jacoby Read More

Coaching & Training

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

4 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

4 min read

By Nick Toman Read More

Coaching & Training

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

7 min read

By Ray Makela Read More

Coaching & Training

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

8 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

6 min read

By Mike Hoffman Read More

Coaching & Training

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

4 min read

By David Jacoby Read More

Coaching & Training

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

5 min read

By Ray Makela Read More

Coaching & Training

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

5 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

2 min read

By SBI Team Read More

Coaching & Training

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

5 min read

By Norman Behar Read More

Coaching & Training

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

6 min read

By David Jacoby Read More

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

2 min read

By John Staples Read More

Coaching & Training

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

5 min read

By Ray Makela Read More

Coaching & Training

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

6 min read

By David Jacoby Read More

Coaching & Training

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

3 min read

By Norman Behar Read More

Coaching & Training

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

5 min read

By Ray Makela Read More

Coaching & Training

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

5 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

3 min read

By SBI Team Read More

Coaching & Training

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

4 min read

By David Jacoby Read More

Coaching & Training

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

6 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

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

2 min read

By SBI Team Read More

Coaching & Training

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

6 min read

By David Jacoby Read More

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

4 min read

By SBI Team Read More

Coaching & Training

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

4 min read

By Ray Makela Read More

Coaching & Training

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

4 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

5 min read

By SBI Team Read More

Coaching & Training

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

5 min read

By Ray Makela Read More

Coaching & Training

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

6 min read

By Ray Makela Read More

Coaching & Training

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

4 min read

By Ray Makela Read More

Coaching & Training

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

5 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

7 min read

By SBI Team Read More