SBI Blog Revenue Growth Insights

Most sales leaders can tell you what they spent on their last sales kickoff. Few can tell you what it returned. A qualit...

Short answer: Most annual plans lose momentum between approval and the first quarter. Leadership agrees on the bets, the...

Short answer: Good AOP planning starts with a fact base: an honest look back at how the commercial system actually perfo...

Short answer: An annual plan with 15 priorities has no priorities. SBI’s planning approach has the CEO and CFO narrow a ...

Short answer: The annual plan reaches the field through three things: quotas, territories and compensation. If quotas ex...

Short answer: Sales and marketing alignment is usually treated as a communication problem. In annual planning, it’s a ma...

Short answer: By the time Q1 bookings come in short, it’s too late to save Q1 and hard to save the year. The conditions ...

Short answer: Most sales capacity planning answers a growth gap by adding reps. That’s slow and uncertain: ramp takes 9 ...

Short answer: Most annual planning starts by rolling last year’s model forward: more reps for more bookings, more pipeli...

Short answer: Next year’s growth comes from four places: keeping the revenue you have, expanding existing customers, win...

Short answer: An annual operating plan built around a board revenue target becomes a real plan only when you can name ev...

The forecast review ends with a number everyone has agreed to. A week later, two deals move, one shrinks and the explana...

The number is not up for debate. The board approved it, finance modeled it, and it is now the fixed point everything els...

Many salespeople believe the buyer holds all the power in a negotiation, and that belief usually ends in an unnecessary ...

Two business services companies can reach the same revenue scale and still command radically different valuations. At $3...

Most sales organizations know how to run a strong kickoff. The room feels aligned. The message lands. The field leaves w...

Most account managers spend their time on the wrong accounts and the wrong conversations. The accounts that demand the m...

As a deal moves through the sales pipeline, buyers often ask for discounts because they see it as an obvious issue. The ...

When a buyer says, “Your price is too high,” the salesperson’s instinct is to offer a discount. The hope is that by quic...

AI spend is up. Tool counts are rising. And GTM as a percentage of revenue across PE-backed SaaS portfolios has barely m...

Most value propositions are built for the wrong audience. A sales professional who has spent months developing a technic...

The end of the quarter is one of the busiest periods for any sales organization. Salespeople spend the final days of the...

The share of SaaS organizations shipping AI capabilities increased from 70% to 93% within a single year. This rapid mark...

GTM investment is up. Growth is down. And the most common intervention, replacing the chief revenue officer, is not chan...

AI is Now Your Newest Teammate: The 'Agentic Journey' in Customer Success We recently returned from the Pulse conference...

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

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

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

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

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

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...

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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