SBI Blog Revenue Growth Insights

Take a quick look at the forecasted end-of-year close dates in your CRM system. What dates do most of your sales team’s ...

One frequently discussed issue by negotiation experts is when you should make the first offer in a negotiation. Conventi...

Sales Training that Drives Results When budgets are tight, training spend often takes the first hit. And too many enable...

As businesses prepare for the challenges and opportunities of 2025, the role of enablement teams is coming under increas...

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

Driving GTM efficiency was the focus of this year’s annual planning webinar series. Optimizing your GTM strategy for eff...

Hiring and onboarding new sales hires can be extremely challenging especially for sales managers who lead, manage, and c...

From our most recent CEO Value Creation Pulse Report, we see that CEOs are reassessing their performance, with organizat...

Leadership training is a core part of professional development in many organizations. It teaches leaders across departme...

Join us on for SBI’s Halloween Edition webinar on October 31st, 2024 at 12pm. Engage with Eric Estrella, Alicia Lee, and...

Sales organizations continue to invest in customized sales training but are often challenged when it comes to demonstrat...

We’re excited to share the findings of our latest research, which was just published in Harvard Business Review: The Hid...

Buying friction disrupts the customer lifecycle and grinds deals to a halt. Buyers are continuously reconciling how thei...

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

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

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

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

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

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

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

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

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

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

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

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

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

"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...

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

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

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

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

Start Planning Your Best Ever Sales or Commercial Kickoff Blame it on Taylor Swift. The bar for live events is higher th...

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

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

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

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

Change in today’s sales organizations is constant. For front-line sales managers, navigating their teams through disrupt...

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

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

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

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

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

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

Mid-year is the make-or-break period for hitting annual sales targets. Don't go at it alone. We've curated a set of reso...

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

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...

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

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

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

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