SBI BlogRevenue Growth Insights

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Enablement leaders agree: if you want to improve frontline performance, you need to start with the people leading the fr...

On the latest episode of the Sales Readiness Podcast, Ray Makela, Managing Director of Talent Development, was joined by...

Think having an internal pricing function makes you stand out? Think again. In 2025, 98% of SaaS companies designate res...

Managing a high-performance sales team can be challenging. One of the main challenges is that the job requires sales man...

If you follow professional football, then you know that Shedeur Sanders was the big story of the 2025 NFL draft. For you...

Sales organizations are investing heavily in sales training, yet the results tell a concerning story. Between 2021 and 2...

At both the World50 Connect and Recognize CEO Innovation Network events, artificial intelligence and tariffs were the do...

Two themes, both riddled with uncertainty, dominated the conversations at the World50 Connect and Recognize CEO Innovati...

Sales manager training is widely recognized as a key performance driver, yet many companies fail to invest in and delive...

As companies prepare for the second half of 2025, growth-minded leaders are facing a commercial landscape dominated by r...

67% of SaaS companies ignore value-based pricing, according to our latest 2024 State of SaaS report and research. They i...

A foundational yet often overlooked element of successful selling is relationship building and rapport. In the latest ep...

Modern sales organizations are more complex than ever. Teams are dispersed over states or countries, buying motions are ...

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

Cliff Simon, CRO of Carabiner Group, a part of SBI, represented SBI at ChiliPalooza, a dynamic, workshop-driven conferen...

If you’re not pricing correctly, you’re driving customers away. In an uncertain economy, your pricing strategy has a gre...

Sales enablement has boomed. The State of Sales Enablement Report for 2023 found that the number of businesses with a de...

The path to leadership is more than climbing the corporate ladder. True leadership comes with overcoming obstacles, crea...

Companies selling into a complex B2B sales environment are shifting away from traditional, stage-based forecasting model...

Historically, CEOs have treated enablement as a tactical function and support system for sellers rather than a strategic...

What is the most impactful yet underutilized growth lever for SaaS companies? Pricing. Research shows that every 1% incr...

Last weekend, a strange man knocked at my front door. He introduced himself as a painter named Steve with a unique speci...

Sales leaders prioritize seller training, but they often overlook training for frontline sales managers, one of the most...

Transitioning from traditional sales to enterprise sales can be a major shift, as SBI Executive Consultant, Sarah Bedwel...

As CEOs move through 2025, understanding how to drive sustainable revenue growth while navigating declining go-to-market...

Sales enablement leaders are facing an increasingly complex and evolving landscape. The modern buyer’s journey has evolv...

In a rapidly evolving commercial landscape, executives express confidence in their go-to-market (GTM) strategies, yet ma...

As a sales leader, there’s nothing worse than getting to the end of the quarter and realizing your team will miss their ...

Sales enablement teams recognize the need to track and measure sales performance indicators, yet few feel confident in t...

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

CEOs are entering 2025 with cautious optimism. While many saw strong growth in 2024, they recognize that ongoing challen...

Motivating sellers is a common challenge for frontline sales managers. Just as your sales team is comprised of unique in...