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Strategic insights, best practices, and thought leadership on revenue growth, go-to-market strategies, and operational excellence.

The Death of Instinct in GTM

Gut feel built careers. Data builds companies. The best revenue leaders know when to trust each.

November 5, 20257 min read

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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

6 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

8 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

6 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

6 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

7 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

5 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

7 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

8 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

10 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

7 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

11 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

7 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

8 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

5 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

5 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

6 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

5 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

3 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

3 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

4 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

7 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

5 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

6 min read

By Patrick Doran Read More

Customer Success

Customer Success: An Underutilized Growth Lever

Customer Success (CS) has long been misunderstood as a reactive support function. But as Annie Stefano and Ray Makela di...

2 Jun 25

4 min read

By Ray Makela Read More

Coaching & Training

Why Manager Playbooks Miss the Mark and What Enablement Needs to Be Doing Differently

Sales managers are at the center of sales execution, yet too often, they are expected to lead without being led. Recent ...

26 May 25

7 min read

By Ray Makela Read More

RevOps & RevTech

Insights from RevOps Leaders: Aligning AI with Strategy from the Start

At SBI’s 2025 Spring Regional Summit, a select group of revenue operations leaders gathered for a focused Growth Forum h...

22 May 25

3 min read

By Seamus Ruiz-Earle Read More

Coaching & Training

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