SBI BlogRevenue Growth Insights

Revenue Growth Office

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

Coaching & Training

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

Coaching & Training

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

GTM Design & Structure

Growth Risks 2024: B2B Buying Behaviors are Evolving

An improving economic outlook for 2024 presents a golden opportunity for CEOs to capitalize on rising demand: 87% of sur...

31 May 24

2 min read

By Nick Toman Read More

GTM Design & Structure

Managing Positive Churn is Not the Answer to Improving Commercial Productivity

CEOs have set the stage for success in 2024 with a solid growth strategy, but they need their talent to be ready to exec...

30 May 24

2 min read

By Nick Toman Read More

Talent Lifecycle

Your Buyers are Evolving: Here’s How to Get Ahead

The buying environment faced by many sellers today is volatile: it almost seems as if the once-reliable commercial appro...

23 May 24

2 min read

By Nick Toman Read More

Article

4 Common Pitfalls of Marketing Campaign Models

CMOs and their marketing teams utilize numerous resources and talent to ensure their campaigns perform well. But thoroug...

17 May 24

2 min read

By Rick Karlton Read More

GTM Design & Structure

Growth Risks for 2024: Getting Your Talent Right

2024 has all the signs of a prosperous year for CEOs: 52% of surveyed leaders report accelerating demand into the start ...

10 May 24

2 min read

By Nick Toman Read More

GTM Design & Structure

Report: CEOs Are Concerned About Their GTM Talent

To make 2024 a significant year for growth, CEOs have many factors to consider before making their next move. Yet from o...

9 May 24

2 min read

By Bryan Kurey Read More

Coaching & Training

The Ultimate Guide to Building Sales Relationships

When you have a strong relationship with a buyer, you tend to have more influence with that buyer. That means the buyer ...

6 May 24

9 min read

By David Jacoby Read More

Commercial Productivity

You're making it harder to buy. 3 ways sellers contribute to stalled deals.

Many companies experienced an inconsistent and underwhelming year for business in 2023—and with promising forecasts for ...

30 Apr 24

2 min read

By Nick Toman Read More

Coaching & Training

8 Ways to Improve Your Team’s Prospecting

Prospecting is a numbers game with a high rejection rate, so it is easy for reps to get discouraged. Just asking your re...

29 Apr 24

2 min read

By David Jacoby Read More

Marketing

The 3 Pillars of Effective Marketing Campaigns

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

26 Apr 24

2 min read

By Rick Karlton Read More

Research Report

Report: Investing in New Markets Despite Gaps in Confidence

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

25 Apr 24

2 min read

By Bryan Kurey Read More

Article

New Research: CEOs Gear for Growth, But Grapple with Talent Questions

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

24 Apr 24

3 min read

By Rahul Puri Read More

Coaching & Training

5 Effective Virtual Prospecting Strategies to Make You Stand Out

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

22 Apr 24

3 min read

By David Jacoby Read More

Coaching & Training

Six Effective Sales Prospecting Strategies to Get Around Resistance

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

12 Apr 24

4 min read

By David Jacoby Read More

Marketing

CEOs Discuss: Marketing as a Key Revenue Driver

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

12 Apr 24

2 min read

By Rick Karlton Read More

Article

Report: Four Steps to Revive Commercial Productivity

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

11 Apr 24

2 min read

By Nick Toman Read More

Coaching & Training

Improve Your Email Prospecting with the HERO Framework

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

8 Apr 24

2 min read

By David Jacoby Read More

GTM Design & Structure

Research: 4 Ways to Drive Value Creation in 2024

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

4 Apr 24

2 min read

By Anthony Erickson Read More

Commercial Talent

Why is Talent the Quickest Path to Revenue Growth?

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

2 Apr 24

2 min read

By Mike Hoffman Read More

Marketing

Boost Your B2B Revenue: Strategic Marketing Approaches for Growth

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

29 Mar 24

2 min read

By Rick Karlton Read More

GTM Design & Structure

Valuable Insights from SBI’s Executive Growth Forums

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

28 Mar 24

3 min read

By Mike Hoffman Read More

Coaching & Training

6 Ways to Break out of a Sales Slump

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

25 Mar 24

3 min read

By Norman Behar Read More

GTM Design & Structure

Do You Have the Right Talent in Sales?

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

22 Mar 24

2 min read

By Ray Makela Read More

Coaching & Training

Top 5 Lessons for Sales Managers: Boost Your 2024 Performance

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

18 Mar 24

3 min read

By Alonso Chehade Read More

Marketing

Transforming Marketing from Cost-Center to Revenue Generator

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

18 Mar 24

2 min read

By Rick Karlton Read More

Employee Experience

Putting the T in CTO: Tracy Edwards

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

17 Mar 24

2 min read

By Amy Lummus Read More

Coaching & Training

Five Essential Steps to Building an Effective Sales Playbook

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

14 Mar 24

2 min read

By Ray Makela Read More

Coaching & Training

Navigating the New Sales Landscape: Strategies for Accelerating Your Sales Cycle

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

11 Mar 24

4 min read

By Ray Makela Read More

GTM Design & Structure

Here’s What a Successful Talent Initiative Looks Like

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

8 Mar 24

2 min read

By Bryan Kurey Read More

GTM Design & Structure

Leaders: Here’s Why Your Sellers Are Underperforming

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

1 Mar 24

2 min read

By Mike Hoffman Read More

Article

A Seller’s Perspective on Enhancing Sales with AI

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

23 Feb 24

3 min read

By Ray Makela Read More

Customer Success

How Good Talent Can Realize Returns from Customer Success

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

16 Feb 24

2 min read

By Anthony Erickson Read More