SBI Blog Revenue Growth Insights

We recently joined other revenue leaders to discuss mid-year opportunities for re-energizing sales teams with special in...

In B2B sales, driving revenue from existing accounts is far easier than landing new customers. With so much opportunity ...

The success of a sales training initiative is based on multiple considerations as noted in my prior blog posts: How to C...

In previous blogs, we discussed how to prepare for a meeting with a key executive (see here and here). But the 800-pound...

Microsoft CEO Satya Nadella often speaks of how his career – and his company – have been shaped by empathy. He views it ...

How do you prepare for a meeting with a CXO or other important executive? A friend of mine who is a senior investment ba...

Most companies don’t go through the process of hiring a sales training partner very often. When they do, they’re often l...

When companies experience sales challenges, they often view sales training as the solution. While training can impact sa...

Like oil and water, sales and marketing teams don’t always “mix” the way they’re supposed to. This is a sad truth, given...

Last year, we conducted a survey to see how organizations adapted to the changes triggered by COVID. Now, we're excited ...

With in-person, instructor-led training off the table for over a year, companies had to innovate and leverage technology...

In years past, if you wanted to build out or strengthen your sales organization, you could simply offer higher compensat...

While the position of the Chief Commercial Officer (CCO) has been around for some time, it is witnessing an upswing in a...

In the 'good old days', when I was selling instead of consulting, we did a lot of account planning. You know… that thing...

“Some of our best sellers have become some of our worst,” said the Sales Ops team at our largest client. We suspected th...

A long-time client called us recently. He’s a sales VP who joined his current firm during the pandemic. He’s never met t...

Marketers are increasingly held responsible for contributing to revenue. With that, CMOs need to carefully plan realisti...

The questions are: How are your resources aligned? Are they the right resources? Are you single-threaded within the acco...

Determine what type of reps you need, and the best organizational chart for you. Fight the urge to ignore Inside Sales b...

Face-to-face selling is over, how will you arm your sales organization to effectively sell in this new environment? Rece...

The Customer is growing more important for all sellers in today’s digital selling motion and customer service environmen...

Cover the market completely with direct and indirect sales channels. It sounds crazy that your channel management strate...

Today we are discussing how to develop your sales strategy. To demonstrate how we need to sell today, we are going to bu...

At SBI, our consultants sit through hundreds of Demos per year as part of our Go-to-Market consulting where we view exis...

To the contrary, other organizations have cut back on sales reps due to economic conditions and kept Sales Management in...

President of Sales demonstrates how to leverage the top sales strategies of CEOs to drive revenue growth and run a consi...

Empower your marketing team to do their best work. Remove Marketing’s non-program responsibilities and streamline those ...

How do you know if your go-to-market (GTM) plan will succeed? Evaluating the effectiveness of a GTM strategy and the tea...

Discover how top-growth CEOs sidestep four major pitfalls in going to market. Agility and willingness to iterate rapidly...

Do you know who your C Players are in your Sales Organization? Making your number might depend on it. Your C Players Are...

Culture—the ultimate 21st-century corporate buzzword. Most agree it’s important, some understand why, but very few sales...

To say your salesforce is changing is an understatement. Not only have there been shifts in adapting to a new virtual wo...

Here’s a post one of my colleagues recently made on LinkedIn after a long day of prospecting: “Today, I made 114 calls. ...

Like most of you, we’ve been working to adjust to a world of meetings and social interactions on virtual devices. Stress...

Part 1 of this blog began with a statistic showing that U.S. firms spend just south of one trillion dollars on their sal...

This is the story of Tom, a recently fired Chief Sales Officer (CSO). Although the sting of professional failure is star...

The expansion of online, collaborative learning is one of the most exciting evolutions to come out of the challenges of ...

Sales training programs frequently fail to produce lasting change, and the reason is rarely the content itself. Accordin...

CEOs often get lost in data while trying to decide what's working, if there is too much, or if it's even correct. But ev...

One of the biggest challenges for a sales organization is moving upmarket. For example, if you target the small- and med...

“If you’re not first, you’re last,” - Ricky Bobby, Talladega Nights. In most cases, sales is a zero-sum game. There is t...

Many argue that sales managers play the most important role in the salesforce. They can drive adoption of your sales pro...

Sales leaders often achieved their position based on their individual success and personal attributes. But when their ro...

Everyone agrees on the importance of front-line sales managers. But in practice, sales coaching continues to fall short....

Last week, I surveyed 53 sales managers, asking them, among other things, what essential skills their top-performing sal...

There’s this TED talk we like by General Stanley McChrystal called “Listen, Learn… then Lead.” General McChrystal has se...

It’s been over a year since sellers started navigating a new selling paradigm. Terms like "virtual selling" and "remote ...

“I think that’s what it’s all about: embracing change and being brave.” While this line is very applicable to the events...

Brevet Partners with TCU Sales Center Students Everyone agrees the world of selling continues to change as we navigate a...

Managing your team’s sales pipeline is both an art and a science – and that’s why it’s one of the most challenging aspec...