SBI Blog Revenue Growth Insights

Think of the last time you won a close, competitive sales opportunity. What tipped the scales in your favor? In sales si...

As a salesperson, you'll often encounter objections from buyers regarding the price. Though these objections can be frus...

As a sales manager, you want your sales team to be motivated and work toward achieving business goals. While there’s no ...

Today's Sales Ops leaders are masters of strategy, data, change, tech, and more. Expectations for quick results have nev...

In business negotiations, Procurement teams often aim to control every aspect of the sale, from limiting access to decis...

In just a matter of a few months, ChatGPT has created a global frenzy. Its amazing capabilities show how Artificial Inte...

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

Negotiation is an important skill to get what you want while building and maintaining trust in your relationships. Let's...

Active collaboration with your champions drives deal momentum and influencer alignment. This editable workbook is a prac...

Hiring sales stars is an important yet challenging task for every sales manager. One challenge is whether to hire based ...

The success of any sales organization depends on having the right mindset, culture, and strategy. As two of the most suc...

As a Chief Revenue Officer (CRO), you are responsible for the growth of your company’s revenue, and this is no small tas...

Accurate sales forecasting is essential for business success. But it can be difficult to get it right due to certain mis...

Turning Your Most Valuable Asset into Your Most Valuable Player Our recent pulse survey of more than 300 sellers confirm...

Sales coaching is crucial in improving sales reps' performance and selling skills. However, many managers don't prioriti...

To have the most productive coaching sessions, start with these two elements - the right mindset and powerful questions....

A search of sales training companies will return a range of options that can be overwhelming. Understanding the type of ...

Smarter Inspection is Mission-Critical Today In a world of abundance, a few botched deals are simply speed bumps. But to...

Salespeople often spend too much time on opportunities that aren't qualified. So what can you do to help them better qua...

Congratulations! You have just been promoted from salesperson to sales manager, now what? For many sales organizations, ...

In these challenging economic times, sales professionals must meet with senior executives and C-Suite leaders who are em...

Research estimates that about 40% of all sales opportunities end with no decision. The harsh reality of this statistic i...

Are you being asked to do more with less? Today’s economic reality has companies looking carefully at budgets, especiall...

How to Ignite Action from Insights At Brevet we train to MEDDPICC as the cornerstone of effective B2B sales qualificatio...

According to LinkedIn research, the turnover rate for salespeople increased up to 25% compared to the 2019 pre-COVID rat...

Many organizations invest in sales training initiatives to improve the sales team’s performance, yet these efforts often...

Over the last few months, economic uncertainty has increased significantly due to a combination of factors including geo...

The window for fact-driven, thoughtful changes in your value creation strategy is closing remarkably quickly. Recent his...

Improving win rates is a priority for sales organizations because too much time and energy are spent on opportunities th...

Can a new mattress change your life? Maybe—more on that later. But my recent experience shopping for a mattress highligh...

Asking great questions is foundational to consultative selling, but for many sales reps, this is easier said than done. ...

You don’t have to be a baseball fan to enjoy the movie Moneyball with Brad Pitt and Jonah Hill. The movie is an account ...

What is the most expensive decision you can make as a frontline sales manager? Hands down, it's deciding who you'll brin...

For a growing company, more than half of revenue comes from existing customers. The CRO has clear revenue generation pro...

Consider this: Your company is growing and acquired several smaller players in your space in recent years. The newly com...

Have you bought a car in the last 18 months? If you want to take a trip down memory lane, walk into a car dealership and...

Many senior sales leaders are enamored with “linearity”- the concept that the sales process can be broken into monthly, ...

We once consulted with a VP of Sales who worked for a large Fortune 50 financial services firm. He was having, like many...

What sets CEOs of high-growth companies apart in 2021? Much of it comes down to focus and conviction. As part of a sever...

If you sell technology solutions, you know that meeting with Technology Officers early in the sales process can dramatic...

“Do you mind if I ask you a few questions to understand your needs better?” This is the go-to line most salespeople use ...

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

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

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

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

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

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...

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

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