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Setting the Stage for Value Creation: How CEOs are Preparing for  2025

Drawing insights from our recent CEO Value Creation Pulse Report, it’s clear that leaders are entering 2025 with varying...

12 Dec 24

3 min read

By Bryan Kurey Read More

Coaching & Training

SBI's Guide to Nailing Your Ideal Customer Profile

Let’s cut to the chase: if you’re in B2B and don’t have a solid Ideal Customer Profile (ICP), you’re basically throwing ...

10 Dec 24

3 min read

By Tracy Hansen Read More

Coaching & Training

5 Key Factors to Set Your New Sales Hire Up for Success

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

9 Dec 24

3 min read

By Norman Behar Read More

GTM Design & Structure

Headway Selling: Bringing in a New Era of Commercial Differentiation

Commercial productivity has been stuck in neutral, hovering at 62-64% for several years and despite advancements in tech...

5 Dec 24

2 min read

By Nick Toman Read More

Customer Success

The Fast-Growth Fallacy: Why CEOs Expect Marketing to Deliver Quick Wins in Complex Sales

CEOs often dream of marketing as the magic bullet that can accelerate revenue growth—even in industries where the produc...

3 Dec 24

4 min read

By Tracy Hansen Read More

Customer Success

Why Customers Are Ghosting Your Sellers

“Yes, I scheduled the follow-up meeting, but the customer did not show. No reply to my emails or phone calls.” The above...

2 Dec 24

2 min read

By Rick Karlton Read More

Coaching & Training

Coach Your Sales Team Out of a Sales Slump

We’ve all been there— stuck in a sales slump that feels impossible to break. Whether it was early in your career or duri...

25 Nov 24

4 min read

By SBI Team Read More

Pricing

Pricing Strategies for Growth: Value-based Pricing Wins in a Competitive Market

Pricing is more than just setting a number on a product— it’s a strategic decision with implications stretching deep int...

21 Nov 24

2 min read

By Anthony Erickson Read More

Coaching & Training

7 Steps to Close the Year Like a High Performer

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 ...

20 Nov 24

3 min read

By Rick Karlton Read More

Coaching & Training

Effective Counter Negotiation Tactics to Use when Buyers Lead with the First Offer

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

18 Nov 24

5 min read

By David Jacoby Read More

Coaching & Training

The Future of Revenue Enablement: An Inside Look at Top Performing Organizations

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

15 Nov 24

2 min read

By Ray Makela Read More

Coaching & Training

Avoid these 3 Missteps to Improve Sales Pipeline Forecasts

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

11 Nov 24

3 min read

By David Jacoby Read More

Coaching & Training

3 Ways to Drive Go-to-Market (GTM) Efficiency Through Increased Productivity

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

7 Nov 24

3 min read

By Anthony Erickson Read More

Coaching & Training

5 Key Factors to Set Your New Sales Hire Up for Success

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

28 Oct 24

3 min read

By Norman Behar Read More

GTM Design & Structure

Understanding the CEO's Q3 Report: Key Insights and Implications

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

24 Oct 24

3 min read

By Bryan Kurey Read More

Coaching & Training

Sales Manager Training: How is it Different from Leadership Training?

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

21 Oct 24

3 min read

By Ray Makela Read More

Performance Management

Annual Planning: Drive GTM Efficiency Through Productivity

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

17 Oct 24

2 min read

By SBI Team Read More

Coaching & Training

Sales Training Programs that Last: Five Key Success Factors

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

14 Oct 24

3 min read

By Norman Behar Read More

Talent Lifecycle

SBI Research Featured in Harvard Business Review: The Hidden Costs of CRO Turnover

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

10 Oct 24

2 min read

By Nick Toman Read More

Research Report

Headway Selling: What's Next When Value Selling Isn't Working

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

10 Oct 24

3 min read

By Nick Toman Read More

Coaching & Training

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

Coaching & Training

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

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

Coaching & Training

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

Coaching & Training

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

Coaching & Training

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

Coaching & Training

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

GTM Design & Structure

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

Coaching & Training

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

Sales

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

Enablement & Playbooks

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