SBI BlogRevenue Growth Insights

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

6 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

20 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

4 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

4 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

6 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

6 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

6 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

8 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

4 min read

By Nick Toman Read More

Coaching & Training

Why Today’s Top Sellers are Poised to Become Great Sales Coaches

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

29 Jul 24

5 min read

By Norman Behar Read More

GTM Design & Structure

How To Size The Sales Force To Maximize Revenue

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

26 Jul 24

7 min read

By Eric Estrella Read More

Coaching & Training

Develop Your Plate Approach for More Productive Sales Meetings

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

22 Jul 24

7 min read

By David Jacoby Read More

Commercial Productivity

How Declining Commercial Efficiency is Holding Back Profitable Growth

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

18 Jul 24

7 min read

By Nick Toman Read More

Helping Women Executives Succeed by Having the Right Mindset

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

16 Jul 24

6 min read

By Amy Lummus Read More

Coaching & Training

The Ultimate Guide to Rapport Building With Buyers

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

15 Jul 24

6 min read

By David Jacoby Read More

GTM Design & Structure

The Second CEOs’ Guide for the First 90 Days

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

12 Jul 24

6 min read

By Nick Toman Read More

GTM Design & Structure

Why Market Leaders Start Annual Planning Early

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

11 Jul 24

5 min read

By Anthony Erickson Read More

GTM Design & Structure

Achieve Better Prospecting Results by Targeting Your Message

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

8 Jul 24

6 min read

By David Jacoby Read More

Coaching & Training

Seven Ways to Get Out of a Sales Slump

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...

1 Jul 24

7 min read

By Norman Behar Read More

Coaching & Training

How to Create a Highly Collaborative Sales Coaching Environment

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

1 Jul 24

10 min read

By David Jacoby Read More

Coaching & Training

4 Biggest Traps to Avoid for Increased Sales Coaching ROI

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

1 Jul 24

7 min read

By David Jacoby Read More

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

5 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

5 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

6 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

5 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

5 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

7 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

6 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

7 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

4 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

5 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

4 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

5 min read

By Rick Karlton Read More

GTM Design & Structure

Getting Your Talent Right to Avoid Growth Risks

52% of surveyed CEOs report accelerating demand into the start of the year, with many more prioritizing growth as a core...

10 May 24

4 min read

By Nick Toman Read More

GTM Design & Structure

Report: CEOs Are Concerned About Their GTM Talent

To reach significant growth goals, CEOs have many factors to consider before making their next move. Yet from our observ...

9 May 24

5 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

20 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

5 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

6 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

4 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

4 min read

By Bryan Kurey Read More