SBI BlogRevenue Growth Insights

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...

Sales forecasting is not just another corporate chore. It is the cornerstone of informed decision-making and the financi...

Marketing has never been straightforward. It's always had an element of "gut check" and art combined with science. With ...

Larger deals mean strategic, long-term relationships and insulating yourself from the competition. However, senior execu...

The first half of 2023 has not been smooth sailing for many businesses but based on responses to SBI’s CEO survey for Q3...

If there’s one market trend that’s been stressed repeatedly in more recent SBI research findings, it’s that many CEOs ha...

As sales cycles lengthen and new logo acquisitions become more challenging, more organizations are now shifting back to ...

SRG had the privilege to witness the evolution of sales enablement at the SES Experience 2023. Marking our fifth year at...

Given that one of the most important differentiators for sales professionals is how they sell, it is natural to want to ...

In the ever-evolving sales landscape, understanding what drives success can often seem like deciphering an enigma. Howev...

In the modern, competitive landscape of sales, negotiation is no longer simply about price; it’s about value. Smart sale...

Managing an underperforming sales rep is one of the most challenging responsibilities of a frontline manager. You hired ...

Choosing the best sales training company for your business is more than just a decision. It is an investment in the futu...

In thinking about growth imperatives for 2024, leading chief revenue officers (CROs) have been looking into ways to harn...

The integration of Artificial Intelligence (AI) into the sales domain has opened up a plethora of opportunities. As sale...

The present state of artificial intelligence (AI) development and the proliferation of use cases for this technology has...

Deal champions come with different titles, roles, and personalities. But the truly effective customer advocates and coac...

Today's sellers must be proficient in face-to-face and virtual selling. This means that sales success requires many skil...

For many companies, customer marketing remains an untapped driver of growth, yet it is often overlooked in favor of new ...

If you’ve been following recent SBI content on annual planning, you may have already seen some key takeaways from SBI re...

With buying behaviors turning more conservative, sales velocity has slowed, presenting new challenges for sales leaders....

The role of a frontline sales manager (FLSM) is challenging. From supporting sellers and providing coaching to handling ...

There is no escape from competition in sales. Whether it is already apparent or lurking around the corner, the challenge...

Sales coaching is one of the most important activities a manager can do to increase performance. Yet managers often conf...

There isn’t a CEO out there that hasn’t noticed the overall decline in commercial productivity in recent quarters. SBI’s...

Are you looking to maximize your team's performance? Dive into the four pivotal sales management styles—Directing, Selli...

Today’s economic reality has companies looking carefully at budgets, especially regarding staffing. Yet, despite the cha...

Over the past year, CEOs have been hunkering down, preparing their organizations for a recession that never came. Even t...

Generative AI has emerged as a game-changer in the world of sales, lending itself as a potent tool to augment the capabi...

Attracting new clients and negotiating deals in today's economy can be challenging. And on top of that, you might be ask...

It seems you can’t open your news feed these days without seeing an article about how AI will transform the workforce. B...

Creating new sales opportunities and moving them efficiently through the sales process is a critical differentiator of h...

One of my favorite thought-provoking questions to ask a Sales Manager is “What do you think is the single most important...

As sales managers, it's easy to get caught up in the day-to-day hustle of achieving immediate results. However, true lea...

As a sales leader, you know how important it is to work with Procurement to get a deal closed. However, navigating the p...

Prospecting is vital in sales. It's often undervalued but shouldn't be. To improve efficiency and success, sales reps mu...

Today’s buyers don’t like to be “sold” or pitched. They would rather feel like they are in control of their purchase pro...

Managing underperforming sales reps can be a daunting challenge, but it is not insurmountable. As a sales leader, you ca...

The pace of sales leader turnover is accelerating. For those new to the role, success is forged by your earliest actions...

Every viable company has a unique growth thesis with seemingly endless paths to create value. The challenge that many co...

Sales and account management are vital in driving revenue growth and cultivating strong customer relationships. Although...

Uncertainty still prevails in today’s business environment. For salespeople, it has led to significant challenges in sal...

Imagine a sales scenario where you truly understand your customers, build strong relationships, and consistently achieve...

Identifying the root cause of underperformance allows managers to take proactive measures and provide targeted support t...