SBI BlogRevenue Growth Insights

Coaching & Training

Prevent a Heated Price Negotiation

Discounting is expensive, yet in many sales transactions today it’s still the norm. All too often, salespeople give disc...

9 Apr 26

7 min read

By Ray Makela Read More

Coaching & Training

How Sales Managers Build a Revenue Operating System

Revenue Reporters or Revenue Leaders? How High-Impact Sales Managers Build a Revenue Operating System Most sales manager...

3 Apr 26

9 min read

By David Jacoby Read More

AI-Driven Insights

The SaaS Survival Guide: 6 Archetypes and the 3 Threats of the AI Era

For two decades, SaaS growth followed a predictable sequence. Customer acquisition drove internal headcount, and that hi...

2 Apr 26

9 min read

By Craig Riley Read More

GTM Design & Structure

The Automation Illusion: Why Go-To-Market AI Strategies Are Failing

Go-to-market AI strategies are largely failing to produce tangible financial results. Currently, only 18% of sales organ...

24 Mar 26

8 min read

By Ray Makela Read More

RevOps & RevTech

RevOps Leaders Roundtable: AI, Efficiency, and Revenue Operations Priorities for 2026

Revenue Operations leaders are navigating a rapidly shifting landscape in 2026. Artificial intelligence adoption is acce...

13 Mar 26

9 min read

By Adam Sheehan Read More

GTM Design & Structure

TAM Trap: Why Bigger Markets Can Slow Revenue Growth

Bigger TAM, Worse Results: The Coverage Trap Killing Revenue Growth On paper, things looked promising. A billion-dollar ...

12 Mar 26

5 min read

By Craig Riley Read More

Research Report

Revenue Outperformers 2026: 3 Strategies to Accelerate Growth

3 Ways Revenue Outperformers Are Accelerating in the Turns Professional drivers understand that winning happens in the c...

10 Mar 26

5 min read

By Ray Makela Read More

Coaching & Training

Mastering the Sales Pipeline: The Five Factors Behind Predictable Revenue

The Sales Manager’s Dilemma Imagine this: it’s the last week of the quarter, and you’re staring at a revenue gap that wa...

10 Mar 26

9 min read

By Ray Makela Read More

GTM Design & Structure

The Shift to Strategic Revenue Enablement

The Enablement Execution Gap Companies invest millions in sales teams, technology, and processes; enablement serves as t...

2 Mar 26

4 min read

By Ray Makela Read More

GTM Design & Structure

How to Build a Sales Coaching Culture | SBI Podcast

Sales organizations constantly look for ways to scale success, and the frontline manager serves as the ultimate force mu...

27 Feb 26

8 min read

By Ray Makela Read More

GTM Design & Structure

The AI Tipping Point in Sales Enablement

Operationalizing AI for Faster Onboarding and Better Coaching Sales organizations face a critical moment with artificial...

27 Feb 26

7 min read

By Ray Makela Read More

GTM Design & Structure

The Great Unbundling: Rethinking Value in the AI Era | SBI Insights

Source: SBI Growth Advisory (2026), The Great Unbundling: Why Your NRR Is Declining Even as Customers Extract More Value...

27 Feb 26

4 min read

By SBI Team Read More

Coaching & Training

Enablement Leaders in 2026: Engineering Growth From the Base With AI

When we brought together enablement leaders for SBI’s Q1 2026 Enablement Growth Forum, a familiar pattern showed up with...

17 Feb 26

15 min read

By Ray Makela Read More

Insights

The Deal Doesn't End at Signature: Why Your CS Strategy is Leaking Revenue

B2B revenue teams still over-rotate on the sale and under-invest in what happens next. We celebrate the "hunter," alloca...

13 Feb 26

6 min read

By Ray Makela Read More

GTM Design & Structure

Procurement Teams are Not the Enemy. They’re the Gatekeepers.

Sales professionals often view procurement as the place where deals go to die. We see them as margin killers. We see the...

13 Feb 26

9 min read

By Ray Makela Read More

Insights

Your Customers Are Lying To You | SBI Insights

If you're relying on satisfaction scores to guide your NRR investments, you're building on quicksand. Here's why: 84% of...

12 Feb 26

3 min read

By SBI Team Read More

GTM Design & Structure

The AI Hype Meter Is Redlining

Scroll through LinkedIn. Try to find five posts that do not mention artificial intelligence (AI). You cannot do it. The ...

5 Feb 26

6 min read

By Mike Hoffman Read More

Coaching & Training

The "Growth at All Costs" Era is Dead

The market has undergone a fundamental shift. We have moved from a world that prioritized revenue growth above all else ...

5 Feb 26

6 min read

By Nick Toman Read More

Coaching & Training

The Playbook Fallacy

Most sales leaders would never put an untrained pilot in a cockpit. However, every day, organizations allow new sellers ...

3 Feb 26

6 min read

By Ray Makela Read More

GTM Design & Structure

The Lost Lever of Inorganic Growth

$350B worth of 2025 technology acquisitions will fail – highlighting a practical guide to harmonizing your post-M&A ...

20 Jan 26

8 min read

By Patrick Doran Read More

Coaching & Training

The Manager of the Future: Making Sales Management More Human with AI

Selling really is more complex than it used to be. Buying groups are bigger. Risk is higher. Priorities change weekly. I...

6 Jan 26

7 min read

By Ray Makela Read More

Enablement & Training

A Fast Start Decides the Year for PE-Backed Companies

The beginning of the year carries more weight in PE-backed companies than most teams acknowledge. The plan is finalized....

19 Dec 25

5 min read

By SBI Team Read More

Coaching & Training

3 Goals for Sales Reps to Achieve Early in the Sales Cycle

As a sales manager, you have a limited amount bandwidth to go on joint sales calls with your sales reps. While going on ...

18 Dec 25

6 min read

By David Jacoby Read More

Insights

Overly Ambitious Targets Set by PE Owners

Industry Context The healthcare IT sector faces mounting pressure from regulatory changes, digital transformation demand...

11 Dec 25

4 min read

By SBI Read More

Enablement & Training

AI for Sales Managers: 2025 Q4 Enablement Growth Forum Recap

Frontline managers are the leverage point of every sales organization. Yet, we continue to bury them in administrative d...

9 Dec 25

7 min read

By SBI Team Read More

Insights

The "Closer" is a Myth: Why Negotiation Starts at Discovery–Not the Contract

There is a pervasive, dangerous myth in B2B sales: the legend of the "Born Negotiator." This is the "Closer" who swoops ...

2 Dec 25

11 min read

By Ray Makela Read More

Insights

The "Simple Business" Trap: Complexity Demands Data, Not Gut Feeling

There is a misconception about "unglamorous" industries. People look at a company like Restaurant Technologies (RTI). Th...

2 Dec 25

7 min read

By Mike Hoffman Read More

Research Report

The 3 Trends That Defined Q4 (And Will Make or Break Your Next Q1)

If Q4 2025 taught us anything, it is that the middle ground is collapsing. Across the four major research studies that S...

2 Dec 25

7 min read

By Nick Toman Read More

Research Report

AI Won’t Replace Your Sales Manager. It Will Finally Let Them Lead

Despite aggressive commercial spending, growth is slowing across the board. Revenue growth has contracted from 22% in 20...

27 Nov 25

6 min read

By Ray Makela Read More

Research Report

Enablement Workshop: Tackling Buyer Friction, AI-Ready Managers, and Better Coaching at Scale

When you put a group of enablement leaders from companies like Red Hat, Salesforce, IBM, Cato Networks, DocuSign, and Sp...

27 Nov 25

9 min read

By Ray Makela Read More

Insights

Restaurant Technologies — Predictable, Profitable Growth Through Commercial Operations

Industry Context The restaurant services industry operates on route-based distribution models where profitability depend...

25 Nov 25

5 min read

By SBI Read More

Research Report

95% of AI Pilots Fail. AI Services are the Solution.

95% of AI pilots fail to produce any measurable P&L impact. That finding from MIT's July report should concern every...

25 Nov 25

9 min read

By Isaac Silverman Read More

Coaching & Training

Most Sales Teams Have AI, but  Enablement is Required to Make it Work

Most teams have AI tools, but without enablement stepping in to guide how reps actually use them, seller productivity wo...

19 Nov 25

5 min read

By Ray Makela Read More

GTM Design & Structure

Healthcare Services Provider — Reigniting Growth Through Inside Sales Transformation

Stagnant Growth Year-over-year growth in new patient acquisition had plateaued for this healthcare services company. The...

17 Nov 25

5 min read

By SBI Team Read More

Pricing

PE Insights: Why Discount Discipline Drives Growth in PE Portfolios

Pricing has become an increasingly prevalent topic among our clients and one of the highest-priority items for operators...

13 Nov 25

7 min read

By Eric Estrella Read More

GTM Design & Structure

How RevOps Leaders Are Orchestrating Growth in 2026

As we wrapped our final RevOps Leader Roundtable of 2025, one thing was clear: the pressure on revenue teams isn’t going...

12 Nov 25

6 min read

By Adam Sheehan Read More

Insights

Zayo — Accelerating Growth Through Structured Change

Industry Context The telecommunications industry faces mounting pressure to modernize legacy infrastructure while accele...

12 Nov 25

4 min read

By SBI Read More

Private Equity

PE Firms Win by Knowing What They're Buying

In private equity, you win or lose based on what you know before you sign. The difference between a home run and a write...

6 Nov 25

6 min read

By Eric Estrella Read More

Insights

Grid Infrastructure Software Provider — Establishing Commercial Excellence

Industry Context Energy software firms are under pressure to pivot from perpetual licenses to ARR-driven models. Boards ...

5 Nov 25

2 min read

By SBI Read More

Customer Success

Marketing’s New Scoreboard: Net Revenue Retention

Most CMOs still measure success by pipeline, leads, and brand reach. That worked when budgets were growing and new logo ...

4 Nov 25

6 min read

By Tracy Hansen Read More