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Sales

How to Build a Top Sales Team with a Great Sales Training Program

Like a championship sports team that needs great athletes, exceptional salespeople are the lifeblood of a high-performin...

7 Oct 24

2 min read

By David Jacoby Read More

Commercial Productivity

Research: How to Drive Commercial Efficiency

Facing headwinds from inflation, rising-wages, and decades-high interest rates, many firms are struggling to realize the...

3 Oct 24

2 min read

By Nick Toman Read More

GTM Design & Structure

Success Story: Revamping a Company's GTM Engine for long-term Growth

Growth is often at the forefront of any value-creation strategy for many companies. While CEOs may successfully drive ra...

2 Oct 24

2 min read

By Anthony Erickson Read More

Sales

Motivating Your Sales Team: Boomers to Gen Z

Understanding what motivates a sales team is a significant challenge faced by sales managers. Typical sales teams often ...

30 Sep 24

8 min read

By Ray Makela Read More

Sales

How Your Growth is Closely Tied to Commercial Efficiency

At an event in Washington, D.C. earlier this month, we talked about the “profitability paradox” to describe what busines...

26 Sep 24

3 min read

By Eric Estrella Read More

Sales

Improve Your Rep's Sales Pipeline Management Skills With These 4 Tips

We all know how challenging it can be to manage a constantly changing pipeline, but it's essential for reps to stay orga...

23 Sep 24

3 min read

By Ray Makela Read More

Sales

Selling Value: Start with These 29 Questions

Sales professionals frequently talk about “selling value,” but few know how to focus the conversation on issues that imp...

17 Sep 24

1 min read

By David Jacoby Read More

GTM Design & Structure

How Market Leaders Grow Profitably Despite Rising Costs

The reality faced by B2B organizations today is a challenging one: profitable growth is increasingly elusive, rising cos...

12 Sep 24

2 min read

By Nick Toman Read More

Sales

How to Effectively Set Clear Sales Team Expectations

Establishing clear and consistent expectations is the bedrock of a successful sales team. They provide direction, foster...

9 Sep 24

3 min read

By Norman Behar Read More

Talent Lifecycle

The Next Steps to Driving Bold B2B Buying Decisions

For B2B organizations to make the right annual planning decisions for 2025, they need to ensure they remain on top of ri...

5 Sep 24

2 min read

By Nick Toman Read More

Coaching & Training

Mastering the Art of Selling to the C-Suite: Strategies for Success

In today's ever-evolving business landscape, decision-making involves many stakeholders, making it crucial to adapt and ...

2 Sep 24

8 min read

By David Jacoby Read More

GTM Design & Structure

H1 FY24 Update: GTM Efficiency Continues to Decline

Many companies found themselves in a worst of both worlds situation in 2023, struggling to deliver growth while managing...

29 Aug 24

2 min read

By Dave Lingebach Read More

Sales

Guide to Sales Objection Handling

While sales objections are frustrating, they can be valuable opportunities to build trust, address concerns, and ultimat...

26 Aug 24

9 min read

By David Jacoby Read More

Coaching & Training

4 Tips on How To Reach Decision Makers

"Yes, but I need to meet with the real decision-maker" “I’m stuck with a lower-level contact and they don’t want to give...

19 Aug 24

2 min read

By Ray Makela Read More

Sales

Report: Commercial Success in 2025 Hinges on GTM Strategy

Moving into the latter half of 2024, growth leaders should consider starting the annual planning process for 2025 today....

15 Aug 24

2 min read

By Nick Toman Read More

Sales

How to Prevent Unnecessary Sales Objections

No matter how good you're at selling at some point in the sales process, you'll get some objections. Common objections w...

12 Aug 24

2 min read

By David Jacoby Read More

Commercial Productivity

Drive Bold Purchase Decisions with Headway Selling

Today’s buying environment is one of rising costs and shrinking opportunities: B2B organizations have seen their sales a...

8 Aug 24

3 min read

By Bryan Kurey Read More

Sales

How Your Company Can Deliver a Killer SKO

An engaging and impactful sales kickoff (SKO) event goes a long way in setting the tone for your sales team's performanc...

8 Aug 24

3 min read

By Bryan Kurey Read More

Commercial Productivity

Six Ways to Integrate AI Into Your Sales Process to Win More Deals

In today’s complex selling environment, Generative AI rapidly changes how sales teams operate. While using GenAI can pro...

5 Aug 24

3 min read

By Ray Makela Read More

Marketing

Growth in 2025 Starts with Aligning on a Fact Base

Now that half of 2024 has passed, your executive leadership team will likely want to start thinking about starting the a...

1 Aug 24

2 min read

By Nick Toman Read More

Sales

Why Today’s Top Sellers are Poised to Become Great Sales Coaches

For years, there has been skepticism about whether top sellers can become great coaches. While promoting top sellers int...

29 Jul 24

2 min read

By Norman Behar Read More

Sales

How To Size The Sales Force To Maximize Revenue

Is your sales organization appropriately staffed, or are there gaps in your headcount? Many CFOs base their sales team s...

26 Jul 24

3 min read

By Eric Estrella Read More

Sales

Develop Your Plate Approach for More Productive Sales Meetings

Sales playbooks are a foundational tool for any sales team. Sales playbooks provide clear and concise guidelines and bes...

22 Jul 24

3 min read

By David Jacoby Read More

Commercial Productivity

How Declining Commercial Efficiency is Holding Back Profitable Growth

Facing headwinds from inflation, rising wages, and decades-high interest rates, it has been a challenge for commercial l...

18 Jul 24

3 min read

By Nick Toman Read More

Helping Women Executives Succeed by Having the Right Mindset

As women in professional settings, we need to recognize the fact that we often have taller hurdles to overcome to succee...

16 Jul 24

3 min read

By Amy Lummus Read More

Sales

The Ultimate Guide to Rapport Building With Buyers

The classic sales maxim, "People buy from people they like," is supported by extensive behavioral science research. Dr. ...

15 Jul 24

3 min read

By David Jacoby Read More

GTM Design & Structure

The Second CEOs’ Guide for the First 90 Days

The second CEO's job often comes with immense responsibility and little guidance. Whether scaling up growth momentum or ...

12 Jul 24

3 min read

By Nick Toman Read More

GTM Design & Structure

Why Market Leaders Start Annual Planning Early

For many growth leaders, inefficiencies in their value creation plan remain among the most significant hurdles toward th...

11 Jul 24

2 min read

By Anthony Erickson Read More

GTM Design & Structure

Achieve Better Prospecting Results by Targeting Your Message

In today's fast-paced sales environment, technology significantly enhances prospecting capabilities. Thanks to auto-dial...

8 Jul 24

3 min read

By David Jacoby Read More

Sales

Seven Ways to Get Out of a Sales Slump

If you are in a sales slump, the good news is that you have likely experienced sales success in the past and can get bac...

1 Jul 24

3 min read

By Norman Behar Read More

Sales

How to Create a Highly Collaborative Sales Coaching Environment

When we think of great coaches, the picture that frequently comes to mind is of tough, no-nonsense football coaches—"fie...

1 Jul 24

4 min read

By David Jacoby Read More

Sales

4 Biggest Traps to Avoid for Increased Sales Coaching ROI

Industry research shows that consistent sales coaching can dramatically improve the performance of sales teams, driving ...

1 Jul 24

3 min read

By David Jacoby Read More

Sales

Incentivize Your Sales Reps to Pursue Higher Quality Deals

Most companies fail to realize that they could be generating an uplift of two to five percent from every sales rep just ...

28 Jun 24

2 min read

By Nick Toman Read More

GTM Design & Structure

How to Ease Buying Friction and Capture More Commercial Wins

For commercial leaders looking to make 2024 their benchmark year, winning over buyers seems increasingly difficult. They...

27 Jun 24

2 min read

By Nick Toman Read More

Sales

Building B2B Prospecting Sequences that Drive Results

As technology evolves, so do the strategies used by sales professionals to reach potential clients. Today, a multi-chann...

24 Jun 24

3 min read

By David Jacoby Read More

Revenue Growth Office

How to Build a Sustainable and Resilient Business Model

Amidst pressure from the board and an increasingly volatile market, many CEOs today make the mistake of pursuing growth ...

21 Jun 24

2 min read

By Nick Toman Read More

Sales

Is Your Sales Team Operating at Just Half Their Potential?

Based on SBI’s observations, most Sales teams operate at just half of their potential—and yours could be one of them. Da...

13 Jun 24

2 min read

By Anthony Erickson Read More

Sales

Accelerating Sales with AI: Transforming the Sales Process

In addition to uncertain economic conditions, the rise in the number of stakeholders and the complexity of buying decisi...

11 Jun 24

3 min read

By Ray Makela Read More

Revenue Growth Office

How GTM Strategies are Changing with B2B Buying in 2024

For commercial leaders looking to make the most of 2024, Q2 seems to be the perfect time to accelerate growth. However, ...

6 Jun 24

3 min read

By Andrew Urteaga Read More

GTM Design & Structure

Why White Space Analysis is Critical to Account Growth

Growing business in existing accounts is critical to achieving your team’s long-term sales success. According to Forbes ...

3 Jun 24

3 min read

By David Jacoby Read More