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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

Coaching & Training

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

4 min read

By David Jacoby Read More

Coaching & Training

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

7 min read

By Ray Makela Read More

Coaching & Training

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

4 min read

By Norman Behar Read More

Coaching & Training

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

3 min read

By David Jacoby Read More

Coaching & Training

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

5 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

3 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

3 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

2 min read

By SBI Team Read More

Coaching & Training

Managing Enterprise Sales: Quality vs. Quantity

Previously, we discussed why “linearity” doesn’t work when managing enterprise sales opportunities. Selling to the enter...

19 Nov 21

5 min read

By David Jacoby Read More

Coaching & Training

3 Key Skills You Already Have as a Non-Sales Professional

For some people, the word “sales” comes along with its own set of baggage and negative connotations. Your point of refer...

15 Nov 21

6 min read

By Norman Behar Read More

Coaching & Training

The Problem with Linearity in Enterprise Sales Opportunities

Many senior sales leaders are enamored with “linearity”- the concept that the sales process can be broken into monthly, ...

10 Nov 21

4 min read

By David Jacoby Read More

Coaching & Training

Q4 Sales Closing Techniques and Strategies

Willie Sutton, an infamous bank robber, was asked why he robbed banks, and he responded, "Because that's where the money...

29 Oct 21

6 min read

By Ray Makela Read More

GTM Design & Structure

Six Key Themes for CEOs to Win the Growth Battle in 2022

What sets CEOs of high-growth companies apart in 2021? Much of it comes down to focus and conviction. As part of a sever...

27 Oct 21

6 min read

By SBI Team Read More

Coaching & Training

Selling to the Chief Technology Officer

If you sell technology solutions, you know that meeting with Technology Officers early in the sales process can dramatic...

22 Oct 21

6 min read

By David Jacoby Read More

How Strong Is Your Commercial Culture?

Some of the most valuable and fastest-growing organizations in the world are known — for better or for worse — for their...

7 Oct 21

6 min read

By Jamie Halpin Read More

Coaching & Training

Leveraging Conversation Intelligence to Improve Sales Coaching

In our research report 5 Hallmarks of High-Impact Sales Organizations, we identified sales coaching as the top sales man...

1 Oct 21

5 min read

By Norman Behar Read More