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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

Sales

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

Sales

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

Sales

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

Sales

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

Sales

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

Sales

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

Sales

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

Sales

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

Sales

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

Sales

The CEO’s Guide to a Fast Start for Sales in 2024

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

15 Feb 24

2 min read

By Mike Hoffman Read More

GTM Design & Structure

Go-to-Market Planning for 2024: Laying the Groundwork for Growth

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

13 Feb 24

4 min read

By Rahul Puri Read More

GTM Design & Structure

Leaders: Here’s How to Drive Seller Productivity in 2024

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

8 Feb 24

1 min read

By Rick Karlton Read More

Article

10 Tips for B2B Marketers to Get Ahead in 2024

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

5 Feb 24

2 min read

By Tracy Hansen Read More

GTM Design & Structure

CEOs Discuss: Top-Line Growth and Opportunities in 2024

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

2 Feb 24

1 min read

By Ray Makela Read More

Article

7 Focus Areas to Secure a Fast Start to 2024

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

1 Feb 24

3 min read

By Anthony Erickson Read More

Sales

How to Plan Engaging Sales Meetings that Motivate Your Team

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

29 Jan 24

3 min read

By David Jacoby Read More

Sales

Listen: How AI Can Help Drive Your Sales Engine

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

23 Jan 24

2 min read

By Ray Makela Read More