SBI BlogRevenue Growth Insights

Coaching & Training

From Product Pitches to Profit Conversations: How Biamp Rebuilt Its Sales Muscle

When your market is mature and hypercompetitive, standing still is the fastest way to fall behind. I recently spoke with...

30 Oct 25

3 min read

By Ray Makela Read More

RevOps & RevTech

Pipeline & Forecast Analytics

Every Monday morning, the same ritual: your CRO asks if you'll hit the quarter. You look at your pipeline, run the math,...

29 Oct 25

3 min read

By Adam Sheehan Read More

Insights

TIBCO - Getting Back to Growth in Enterprise Software

Industry Context Enterprise software firms racing to subscription models often stumble on execution. Rapid acquisitions ...

28 Oct 25

1 min read

By SBI Read More

GTM Design & Structure

Leading Through Uncertainty: How AI is Redefining the Operating Model for Growth

Markets are volatile, tariffs unpredictable, and boardrooms louder than ever about one thing: proof of productivity. For...

28 Oct 25

4 min read

By Mike Hoffman Read More

Sales

Sales Productivity Metrics: Measure What Drives Revenue

Your sales team is busy. CRM logs show calls, emails, meetings. Activity dashboards are green. So why aren't you hitting...

28 Oct 25

3 min read

By Andrew Urteaga Read More

Performance Management

The Five Elements to Effective Annual Planning

Our observations of market conditions ahead paint a stark picture for commercial leaders: profitable growth is increasin...

28 Oct 25

3 min read

By Anthony Erickson Read More

Performance Management

The Forecast Problem Hiding in Plain Sight

Every CRO I know is chasing the same goal: a forecast they can trust. Quarter after quarter, even strong sales teams fin...

27 Oct 25

3 min read

By Jamie Halpin Read More

Marketing

Predictive Lead Scoring: Stop Guessing, Start Winning

Every sales leader faces the same brutal reality: your team spends too much time on leads that won't close, while high-v...

25 Oct 25

3 min read

By Tracy Hansen Read More

Marketing

Personalized Outreach: Scale Relevance, Not Volume

Every sales and marketing leader faces the same paradox: you have more data about your prospects than ever before, yet y...

24 Oct 25

3 min read

By Tracy Hansen Read More

GTM Design & Structure

How to Master Annual Planning Rollout for 2026

With the right information and strategic bets in place, leaders prime their organizations for revenue excellence. But ev...

24 Oct 25

2 min read

By Nick Toman Read More

GTM Design & Structure

The Elements of an Annual Planning Fact Base

Effective annual planning often makes the difference between achieving your growth goals and falling behind the competit...

24 Oct 25

3 min read

By Anthony Erickson Read More

Coaching & Training

Accelerate Growth at Sales Kickoff (SKO) - Avoid These 5 Mistakes

Every year, thousands of companies spend millions of dollars on sales kickoff (SKO) events and concentrate on talking at...

23 Oct 25

2 min read

By SBI Team Read More

Marketing

Performance Analytics: Measure What Actually Matters

The Problem: Vanity Metrics Marketing teams track thousands of metrics but struggle to prove business impact. Your CMO r...

23 Oct 25

2 min read

By Tracy Hansen Read More

Marketing

Predictive Targeting: Find Your Best Customers Before They Find You

The Problem: Marketing Waste B2B marketers waste up to 60% of their budget on audiences that will never convert. Traditi...

23 Oct 25

2 min read

By Tracy Hansen Read More

GTM Design & Structure

The Signal That Unlocks SaaS Growth

Net Revenue Retention (NRR) has become a key challenge for SaaS growth. Since Q1 2023, average NRR has dipped from 110% ...

22 Oct 25

3 min read

By Nick Toman Read More

Pricing Strategy

Pricing Strategy Balance: Where Value, Competition, and Finance Meet

The Pricing Balancing Act Most pricing strategies fail because they over-optimize for one dimension. Price too high for ...

21 Oct 25

3 min read

By Patrick Doran Read More

Private Equity

100-Day Execution: The Make-or-Break Period for PE Value Creation

A Disciplined Start Defines the Trajectory The first 100 days set the pace for the entire hold period. PE sponsors and C...

20 Oct 25

2 min read

By Brian Stearns Read More

Private Equity

GTM Due Diligence: The Hidden Value Creation Lever

The $18M Mistake A PE firm acquired a SaaS company for $85M based on strong revenue growth and solid EBITDA margins. Fin...

20 Oct 25

3 min read

By Brian Stearns Read More

Private Equity

Building Commercial Excellence Across PE Portfolios

The Portfolio Paradox A mid-market PE firm had eight B2B software portfolio companies. All had strong products. All stru...

19 Oct 25

3 min read

By Gabriel Mathews Read More

Coaching & Training

Why MEDDPICC Isn’t Enough: The Case for Strategic Sales Coaching

In complex B2B sales, MEDDPICC has become the gold standard for opportunity inspection. It’s a powerful tool that helps ...

15 Oct 25

3 min read

By SBI Read More

GTM Design & Structure

While Growth Slows for Most, Leaders Take a Different Approach

Recent economic pressures have begun to stabilize, yet most mid-market companies are still struggling to achieve growth....

15 Oct 25

2 min read

By Dave Lingebach Read More

AI-Driven Insights

Enablement Growth Forum Q3 2025 Recap: Why SKO and AI Will Define 2026 Performance

When we brought together enablement leaders for SBI's Q3 Enablement Growth Forum, one theme rang loud and clear: the old...

14 Oct 25

3 min read

By Ray Makela Read More

GTM Design & Structure

Accelerating Executive Impact: Why Time-to-Productivity Is Now a GTM Metric

If you’re stepping into a new commercial leadership role, you’re not being given time to learn the business. The expecta...

3 Oct 25

2 min read

By Tony Erickson Read More

GTM Design & Structure

Growth Plans Aren’t Failing in Execution, They’re Failing in Design

SBI’s latest CEO Value Creation Pulse: Correcting and Avoiding Future Planning Miscues reveals a sharp divide between co...

30 Sep 25

3 min read

By Dave Lingebach Read More

GTM Design & Structure

Is Your NRR Falling? You’re Not Alone, But You Might Be Solving the Wrong Problem

Net Revenue Retention (NRR) is under pressure across the board. In SBI’s latest analysis of more than 150 B2B companies,...

25 Sep 25

3 min read

By SBI Read More

Coaching & Training

4 Unique Challenges Sales Managers Face

Being a sales manager is tough. They face unique challenges like hitting revenue targets, managing a diverse team, navig...

21 Jul 25

5 min read

By David Jacoby Read More

Pricing

16 Pricing Best Practices That Separate Top-Performers from the Rest

Despite new research and tools, pricing remains one of the most underutilized levers for sustainable revenue growth. Man...

17 Jul 25

3 min read

By Patrick Doran Read More

Research Report

Why Planning for 2026 Starts Now

For most leadership teams, annual planning begins later than it should. The best planning processes take several months,...

16 Jul 25

5 min read

By Bryan Kurey Read More

Coaching & Training

Sales Pipeline Management vs. Sales Forecasting

Effectively managing the progression of opportunities and accurately predicting future sales performance is critical for...

14 Jul 25

3 min read

By Norman Behar Read More

Pricing

Don't Listen to Your Gut. Trust SaaS Pricing Data to Exceed Your Growth Targets

What is more likely to accelerate SaaS growth in 2025: pricing data or gut instinct? SaaS companies that follow data-led...

10 Jul 25

4 min read

By Patrick Doran Read More

Coaching & Training

Why Enablement Needs a Seat at the Strategy Table: Key Takeaways from SBI's Sales Enablement Workshops

In early June, SBI hosted three high-impact Sales Enablement workshops, one in San Francisco hosted by Laurel Tanner and...

3 Jul 25

2 min read

By Ray Makela Read More

Enablement & Training

Redefining Enablement with Predictive Coaching, Measurable Proficiency, and AI That Actually Works

The latest episode of The Sales Readiness Podcast features a high-energy conversation between Ray Makela, Managing Direc...

30 Jun 25

2 min read

By Ray Makela Read More

Enablement & Training

Enablement Teams are Still Struggling to Close the Sales Manager Training Gap

Frontline sales managers play a critical role in translating corporate strategy into field execution. Yet, despite their...

23 Jun 25

3 min read

By Ray Makela Read More

Research Report

CEOs are Underestimating the Importance of Two Critical Aspects of the Operating Model

Even before the April 2025 tariff announcement and other recent shifts that have amplified economic uncertainty, CEOs we...

19 Jun 25

2 min read

By Bryan Kurey Read More

GTM Design & Structure

Return on Go-to-Market: What Growth Leaders Need to See

Lacking clarity on what investments are working and what aren't, is an issue. Across boardrooms and investor updates, th...

17 Jun 25

1 min read

By SBI Read More

GTM Design & Structure

Growth Isn't an Idea. It's a System.

Every leadership team says they want sustained, profitable growth, yet very few achieve it. Even fewer understand why th...

17 Jun 25

1 min read

By SBI Read More

Customer Success

How Leading Customer Success Teams are Becoming Strategic and Revenue Driven

In this episode of The Sales Readiness Podcast, Ray Makela, Managing Director of Talent Development at SBI, is joined ag...

16 Jun 25

2 min read

By Ray Makela Read More

AI-Driven Insights

The 6 Cs of Future-Proof AEs: Why The Human Element Matters More In The Age of AI

AI is moving fast—faster than most sales teams are ready for. Tools that summarize calls, write emails and surface insig...

9 Jun 25

3 min read

By Ray Makela Read More

CEO/Board/Executive Leadership

How CEOs Are Shifting Gears Amid Ongoing Uncertainty

SBI’s May 2025 edition of the CEO Value Creation Pulse Report reflects a shift in how CEOs are responding to a more comp...

5 Jun 25

2 min read

By Bryan Kurey Read More

Pricing

Don't Waste Your AI Features. Pricing Insights to Maximize Adoption

AI is now central to your SaaS product strategy, even if you’re not an AI-first company. From analytics and automation t...

4 Jun 25

3 min read

By Patrick Doran Read More