SBI BlogRevenue Growth Insights

Marketing is a core part of an effective revenue engine, but for CMOs looking to amplify their impact on the bottom line...

For much of 2023, volatile markets and unforeseen challenges held CEOs back from executing aggressive value creation pla...

Our recent research findings underscore a significant spike in GTM leadership turnover, which is appearing in the latest...

Gone are the days of endless cold calls and the limitations of geographic reach. Virtual prospecting unlocks a world of ...

If you sell for a living, hearing “no” is a part of your career. This is particularly true in prospecting, where prospec...

Marketing is an integral part of any successful go-to-market model, yet they are typically the most misunderstood, with ...

Buyers today face a lack of consistency: from rapidly shifting priorities to uncertain regulatory environments, every st...

Prospecting has evolved as automation has made creating, sending, and tracking multi-email sequences to prospects easy. ...

Every quarter, SBI conducts surveys to learn how CEOs and other C-level executives are planning for value creation and a...

In all my years of working with private equity (PE)-backed portfolio companies, their upside deal model is typically bas...

The marketing engine is a crucial part of a B2B organization’s branding and pipeline. While CMOs invest heavily into enh...

Every quarter, SBI hosts a series of Executive Growth Forums where leading executives (CEOs, CROs, Presidents, CCOs, COO...

Salespeople, like professional athletes, face the inevitable highs and lows of their profession. During a sales slump, y...

Recruitment is a key component of any company’s initiative to build up talent in their organization, but without any cle...

2023 presented a unique set of challenges for sales managers. Economic uncertainty, cautious buyers, and reliance on exi...

For many firms, marketing is often relegated as a cost center, and marketing leaders often find themselves competing for...

From the dusty, agricultural heart of Central California, a young Tracy Edwards begins to make her legacy on our world. ...

For many commercial leaders, helping sellers to be more effective poses significant challenges. Despite innovative metho...

In today's dynamic commercial environment, accelerating the sales cycle is not just a goal but a necessity for thriving ...

If you have been following our podcast and latest blogs, you would have heard many of our experts talk about how talent ...

CEOs want to retain the playmakers and managers that have proven themselves in the past. But for many companies, their t...

As business leaders, we get excited when we think about just how much a Sales team empowered by artificial intelligence ...

Knowing who to hire and what sort of traits to foster across an organization’s talent can go a long way in creating valu...

With the turn of the calendar year, CEOs and their go-to-market teams stand at a crossroads that presents both unique ch...

The slowdown in corporate spending due to economic and geopolitical uncertainties has prompted many companies to rethink...

Sellers today have an unenviable job: buyers are increasingly conservative, and deals are taking longer to close. A surv...

The marketing landscape is ever evolving, and it could take market leaders considerable effort to keep up with every shi...

Good CEOs plan to create value for the quarter; great CEOs create sustainable models for the years to come. For many com...

The transition into a new calendar year can create a period of adjustment that negatively impacts a company’s productivi...

Sales Training on a Global Scale One of the statements we’ve heard a lot from our clients is: “We want to deploy a globa...

If you have ever run a sales meeting, you know that most salespeople aren’t thrilled to attend and prefer to spend time ...

AI development continues at a breakneck pace, with the number of use cases increasing by the day. This raises the questi...

The key to success in sales lies in adapting and fine-tuning your approach. Like in fly fishing, where expert anglers "m...

When organizational growth stagnates and prospects decline, company boards might bring in new talent to revamp the compa...

Generation Z is all about tech. However, when building relationships with customers, they might struggle a bit compared ...

Understanding the right design and execution of Go-to-Market (GTM) levers in uncertain markets could help CEOs propel th...

We’ve all heard stories of how generative AI has been amazing for so many people out there, with some companies using th...

Sales leaders today face a common problem: how to drive increased productivity from their sales teams. While we would al...

When Sales isn’t bringing in the numbers you’re hoping for, what is the first potential solution that comes to mind? Inc...

Sales opportunities can easily lose momentum and stall, creating a bottleneck in the sales funnel and leading to lost de...

Invest in creating value for your customers and your customers will become more invested in your brand in return. As a c...

Staying ahead of the competition requires a skilled and knowledgeable sales team. Opting for sales training is an invest...

The sales landscape constantly evolves, shaped by technological advancements, shifting customer expectations, and a high...

With a more optimistic 2024 ahead, most CEOs are ready to actively pursue growth, including a shift toward higher expens...

Every conversation, interaction, and decision made within your sales team significantly impacts your bottom line. To thr...

Smart qualification is more important than ever. MEDDPICC (and its related MEDDICC cousins) is the simplest, most action...

As buying behaviors continue to change, so does the market. To stay competitive, organizations need to find ways to maxi...

To sales professionals, procurement teams often seem like an insurmountable hurdle on the path to winning sales. While i...

Success in sales demands more than a distant target. It requires a clear roadmap and smaller victories along the way, or...

Some of the research that SBI has done this year highlights a trend of sales cycles getting longer and deal sizes gettin...