SBI Blog Revenue Growth Insights

Companies continue to struggle to align their sales teams to modern selling situations. Customers have more information,...

We were recently with a Chief Revenue Officer who was complaining about her reps’ bad customer conversations. She talked...

It’s Less About What You Sell and More About How You Sell We find some interesting contrasts as we work in different ind...

Sales Enablement Roles and Responsibilities “So, what exactly do you do?” These six words will open Pandora’s Box. Ask a...

One of the most significant impediments to sales growth is hiring the right sales manager. Unfortunately, companies stru...

Virtual Activation Strategies that Drive More Results In a blink of an eye the first half of 2019 will be behind us. For...

Sales Enablement Maturity Model “If you’ve seen one sales enablement team, you’ve seen one sales enablement team.” Despi...

Before your next sales negotiation, ask yourself these questions to ensure a successful outcome—a great sales negotiatio...

Managing difficult negotiations is not easy, the TACTIC model can help you deal and communicate with a manipulative sale...

The pace of sales organizations hasn’t let up in the first five months of 2019. Every CRO, sales ops leader, and sales e...

Instead of struggling to negotiate with Procurement, learn how to work with them. These questions will show you how to b...

If you haven’t seen A League of Their Own, you’ve at least heard someone repeat Tom Hanks’ famous line: “There’s no cryi...

Product training has gotten a bad rap lately. In a lot of companies, it’s the only sales training that’s offered. Many i...

Congratulations! You’re now a sales enablement leader. Your excitement is in full swing as you prepare for your first da...

Learn how to develop a stronger value proposition. These reasons will help you improve your negotiation leverage to sell...

Conducting sales training at a national sales meeting is a common practice but typically doesn't result in sustainable s...

Sales Reps With Strong Mental Muscle are Your Hidden Gems Raise your hand if your March Madness bracket is a now just a ...

In every sale, there’s likely someone with the potential to be your Coach or Champion. If this individual also has the b...

In this video, we share the top requirements that some of our clients routinely point to as the key drivers of corporate...

It All Begins With The Modern Selling Mindset Modern buying has fundamentally shifted all aspects of traditional sales. ...

Introducing More Sophisticated Sales Enablement Solutions Sales enablement teams continue to make themselves essential t...

The single greatest trend in software technology over the last 20 years (Salesforce.com was founded in 1999) has been th...

Improving the Business Acumen of Your Team Should Be A Priority The college admissions scandal raises a lot of questions...

The end of the first quarter is only days away. It’s the first critical milestone of the year and will establish the mom...

Framing The Customer’s Problem Can Be The Hardest Part of Selling Talk to any rep and ask: “How often do your customers ...

Sales is about the transfer of confidence. In this Q&A, we discuss five ways you can build your confidence to improv...

It’s that time of year. Spring training is underway, NCAA brackets are forming, snow is a thing of the past (hopefully)....

One of my clients was recently in the market for a new software platform. Like most buyers, this executive did extensive...

On this Q&A episode: "What's an underrated selling skill that salespeople can develop to get an edge over their comp...

Any good sports manager knows his players. He knows when to pull in the right person for the right situation. If it’s th...

In today’s crowded marketplace, it’s easy to forget how many choices your buyer has. Buyers have a difficult time differ...

Earlier in my career, I worked for a large logistics company. As a young rep, I quickly learned how to navigate through ...

Effective Team Selling Means Much More Than Just Adding People To The Team Paul, a rep for an alternative energy company...

For an Effective Sales Discovery Meeting, the Seller Acts as a Facilitator We’ve all been a part of a bad sales call. Ma...

A look into each of the characteristics top performing sales teams have in common. Watch this video to help your team ac...

The Concept of One, Absolute Decision-Maker Buyer – The Economic Buyer – is Dead Bill, a rep for a software firm, was on...

14 Months into a Merger: Phil Saunders covers how he merged two sales departments, pre and post merger issues, healthy p...

Deals and dollars invested into sales tech startups are hitting all-time highs. Sales organizations are continuing to sp...

Several weeks ago, on the eve of the new year, we polled several dozen senior sales leaders about sales enablement. The ...

Sales technology analyst Nancy Nardin, in a unique position to understand and clear the technical fog of sales enablemen...

Sales Reps Need Great Situational Awareness to Properly Execute a Sales Process One of the most fascinating parts of foo...

Sales Enablement Planning & Budget Strategies With Guest, George Bronten 2019 is HERE. Time to at least start your p...

Congratulations - you made it to year-end! For most of us, year-end brings both stress and relief. But it's also one of ...

Sales needs sales enablement; it’s an art and science relationship, with each balancing the other. The art of sales can ...

I recently talked with John Krumheuer, VP of North American Sales at SmartDrive Systems. We discussed the relationship b...

Key Strategies for Improving Under Pressure Sales As a consultant, I spend a lot of time in the field with clients. Whet...

On this Q&A episode: "What's the best way to follow-up with a demo? Even though my demos go really well, the prospec...

Our conversation is with Chris Day, inside sales leader at Bazaarvoice. We explore how to using situational awareness an...

If you're a football fan, you're no doubt familiar with the woeful tale of Johnny Manziel’s brief professional football ...

Sales Leaders Today Have An Expiration Date Ben was the sales leader of a billion-dollar manufacturing firm, and he was ...