SBI BlogRevenue Growth Insights

Coaching & Training

Match the Hatch in Sales to Break Through the Noise When Prospecting

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

23 Jan 24

4 min read

By Ray Makela Read More

Article

The CEO’s Guide to Successful Turnarounds

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

18 Jan 24

1 min read

By Mike Hoffman Read More

Sales

3 Rapport-Building Skills to Help Your Gen Z Sales Reps

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

16 Jan 24

3 min read

By David Jacoby Read More

Software

How to Optimize Your Revenue Engine for Growth in Tech

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

11 Jan 24

2 min read

By Nick Toman Read More

Article

4 Tips to Effectively Implement GenAI Across Sales Processes

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

11 Jan 24

3 min read

By Nick Toman Read More

Sales

4 Sales Management Strategies to Increase Revenue

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

9 Jan 24

3 min read

By David Jacoby Read More

GTM Design & Structure

What’s the Formula for Winning Quicker, Bigger Deals?

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

5 Jan 24

3 min read

By Nick Toman Read More

Sales

3 Tactics to Move Your Sales Opportunity Forward

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

2 Jan 24

3 min read

By David Jacoby Read More

Customer Success

How to Turn Customer Success into a Main Revenue Driver

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

28 Dec 23

2 min read

By Ray Makela Read More

Sales

How to Maximize Your Sales Training Budget

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

27 Dec 23

4 min read

By Norman Behar Read More

Sales

3 Top Sales Trends to Watch for in 2024

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

18 Dec 23

2 min read

By David Jacoby Read More

GTM Design & Structure

The Essential Guide to Navigating Leadership Transitions

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

14 Dec 23

2 min read

By Ray Makela Read More

Sales

7 Sales Metrics You Should Track Every Month

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

11 Dec 23

4 min read

By Ray Makela Read More

Sales

5 Ways to Increase Sales Performance in 2024

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

4 Dec 23

3 min read

By Norman Behar Read More

Coaching & Training

The Ultimate Sales Guide for Collaborating with Procurement

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

27 Nov 23

7 min read

By Ray Makela Read More

Sales

4 Steps to Achieving Sales Goals by Setting Subgoals

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

22 Nov 23

3 min read

By Norman Behar Read More

Article

Top 5 Tips to Build an Effective Customer Marketing Strategy

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

14 Nov 23

2 min read

By Bryan Kurey Read More

Sales

Developing Accurate Sales Forecasts

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

13 Nov 23

3 min read

By Norman Behar Read More

Marketing

Strategic Shift: Aligning Marketing with CEO Vision for Commercial Success

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

13 Nov 23

2 min read

By Tracy Hansen Read More

Sales

Want To Win Large Deals? Follow the RAMP Method

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

6 Nov 23

3 min read

By Ray Makela Read More

GTM Design & Structure

CEOs See Optimistic Demand but Worrying Pipelines in Q4 2023

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

6 Nov 23

2 min read

By Bryan Kurey Read More

Article

2 Big Ideas to Deliver Sales Velocity Today

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

2 Nov 23

4 min read

By Mike Hoffman Read More

GTM Design & Structure

What’s Stopping You from Effectively Reaching Existing Customers?

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

31 Oct 23

2 min read

By Bryan Kurey Read More

Sales

Insights from the SES Experience 2023: A Glimpse into the Future of Sales Enablement

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

30 Oct 23

2 min read

By SRG, a Part of SBI Read More

Sales

3 Ways to Incorporate Sales Training at a Sales Kickoff (SKO)

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

23 Oct 23

3 min read

By Norman Behar Read More

Sales

Driving Sales Velocity in a Challenging Market: Discover the 4 Traits That Set Top Sellers Apart

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

19 Oct 23

3 min read

By Rick Karlton Read More

Sales

6 Things You Need Before Entering Sales Negotiation

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

16 Oct 23

3 min read

By Ray Makela Read More

Sales

The Ultimate Sales Rep Performance Checklist & Improvement Plan

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

9 Oct 23

3 min read

By Ray Makela Read More

Sales

How to Choose the Best Sales Training Company For Your Business

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

2 Oct 23

6 min read

By Ray Makela Read More

Sales

Conversation on Driving Sales Productivity and Performance

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

28 Sep 23

2 min read

By Anthony Erickson Read More

Sales

Harnessing the Power of AI in Sales: A Guide for Leaders

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

25 Sep 23

4 min read

By Ray Makela Read More

Sales

Five Sales Skills Every Salesperson Should Have

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

19 Sep 23

3 min read

By David Jacoby Read More

GTM Design & Structure

Planning to capture the full potential of your existing customer base

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

19 Sep 23

1 min read

By Bryan Kurey Read More

GTM Design & Structure

Improving Sales Effectiveness with Account Segmentation

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

14 Sep 23

3 min read

By Bryan Kurey Read More

Sales

3 Ways to Prepare Your Sales Team for Slow Economic Growth

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

11 Sep 23

2 min read

By Norman Behar Read More

Sales

Four Exciting Applications of Generative AI for Sales Managers

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

7 Sep 23

3 min read

By Ray Makela Read More

Sales

How to Beat the Competition in Sales

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

6 Sep 23

7 min read

By Ray Makela Read More

Sales

6 Sales Coaching Activities That Will Set You Apart

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

31 Aug 23

2 min read

By Ray Makela Read More

GTM Design & Structure

Which Seller Approach Increases Deal Size and Speeds Deal Velocity?

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

31 Aug 23

3 min read

By Nick Toman Read More

Sales

Choosing the Right Sales Management Style

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

30 Aug 23

3 min read

By David Jacoby Read More