SBI BlogRevenue Growth Insights

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

Sometimes we have problems, but we don't do anything about them. Other times, our problems are so urgent that we take im...

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

Customer churn is a growing (and expensive) problem for SaaS companies. According to recent SBI research, Net Revenue Re...

When a salesperson on the team is underperforming, coaching is often prescribed as the answer. Schedule joint sales call...

Most sales managers were great salespeople before they were promoted. That's usually why they got the job. And in many c...

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...

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...

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

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

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

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

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

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

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

At this year’s ATD SELL 2025 conference, one message came through loud and clear: the imperative to move beyond training...

When your market is mature and hypercompetitive, standing still is the fastest way to fall behind. I recently spoke with...

Every year, thousands of companies spend millions of dollars on sales kickoff (SKO) events and concentrate on talking at...

In complex B2B sales, MEDDPICC has become the gold standard for opportunity inspection. It’s a powerful tool that helps ...

Being a sales manager is tough. They face unique challenges like hitting revenue targets, managing a diverse team, navig...

Effectively managing the progression of opportunities and accurately predicting future sales performance is critical for...

In early June, SBI hosted three high-impact Sales Enablement workshops, one in San Francisco hosted by Laurel Tanner and...

Sales managers are at the center of sales execution, yet too often, they are expected to lead without being led. Recent ...

Enablement leaders agree: if you want to improve frontline performance, you need to start with the people leading the fr...

Managing a high-performance sales team can be challenging. One of the main challenges is that the job requires sales man...

If you follow professional football, then you know that Shedeur Sanders was the big story of the 2025 NFL draft. For you...

Sales organizations are investing heavily in sales training, yet the results tell a concerning story. Between 2021 and 2...

Sales manager training is widely recognized as a key performance driver, yet many companies fail to invest in and delive...

A foundational yet often overlooked element of successful selling is relationship building and rapport. In the latest ep...

Modern sales organizations are more complex than ever. Teams are dispersed over states or countries, buying motions are ...

One of the biggest challenges for a sales organization is moving upmarket. For example, if you target the small- and med...

Sales enablement has boomed. The State of Sales Enablement Report for 2023 found that the number of businesses with a de...

Historically, CEOs have treated enablement as a tactical function and support system for sellers rather than a strategic...

Last weekend, a strange man knocked at my front door. He introduced himself as a painter named Steve with a unique speci...

Sales leaders prioritize seller training, but they often overlook training for frontline sales managers, one of the most...

As a sales leader, there’s nothing worse than getting to the end of the quarter and realizing your team will miss their ...

Sales enablement teams recognize the need to track and measure sales performance indicators, yet few feel confident in t...

Most companies don’t go through the process of hiring a sales training partner very often. When they do, they’re often l...

Motivating sellers is a common challenge for frontline sales managers. Just as your sales team is comprised of unique in...

Senior sales leaders become frustrated when their sales managers, many of whom were promoted from the sales ranks, focus...

The mandate for enablement teams has evolved dramatically. Once considered a catch-all team performing various misfit du...

As a sales manager, you may not consider yourself a sales leader. After all, strategic leadership issues fall within the...

In today’s fast paced sales environment, AI has emerged as a powerful force, promising enhanced productivity and improve...

Building a top-tier marketing team isn’t just about hiring the best people; it’s about continuously nurturing their tale...

1. 6 Differences Between Sales and Account Management Dive into the 6 key differences between sales and account manageme...

Growth—it’s the golden ticket every B2B marketer chases. But let’s be real, “growth” is one of those buzzwords that gets...

Establishing clear expectations is essential in marketing, a field where success depends on strategy, creativity, and da...

Sales coaching is an essential responsibility of frontline sales managers. In our Sales Management Research Report, we f...

Let’s cut to the chase: if you’re in B2B and don’t have a solid Ideal Customer Profile (ICP), you’re basically throwing ...