SBI Blog Revenue Growth Insights

We’ve all been there— stuck in a sales slump that feels impossible to break. Whether it was early in your career or duri...

Take a quick look at the forecasted end-of-year close dates in your CRM system. What dates do most of your sales team’s ...

One frequently discussed issue by negotiation experts is when you should make the first offer in a negotiation. Conventi...

As businesses prepare for the challenges and opportunities of 2025, the role of enablement teams is coming under increas...

Accurate sales forecasting is essential for business success. But it can be difficult to get it right due to certain mis...

Driving GTM efficiency was the focus of this year’s annual planning webinar series. Optimizing your GTM strategy for eff...

Hiring and onboarding new sales hires can be extremely challenging especially for sales managers who lead, manage, and c...

Leadership training is a core part of professional development in many organizations. It teaches leaders across departme...

Sales organizations continue to invest in customized sales training but are often challenged when it comes to demonstrat...

Like a championship sports team that needs great athletes, exceptional salespeople are the lifeblood of a high-performin...

Understanding what motivates a sales team is a significant challenge faced by sales managers. Typical sales teams often ...

We all know how challenging it can be to manage a constantly changing pipeline, but it's essential for reps to stay orga...

Sales professionals frequently talk about “selling value,” but few know how to focus the conversation on issues that imp...

Establishing clear and consistent expectations is the bedrock of a successful sales team. They provide direction, foster...

In today's ever-evolving business landscape, decision-making involves many stakeholders, making it crucial to adapt and ...

While sales objections are frustrating, they can be valuable opportunities to build trust, address concerns, and ultimat...

"Yes, but I need to meet with the real decision-maker" “I’m stuck with a lower-level contact and they don’t want to give...

No matter how good you're at selling at some point in the sales process, you'll get some objections. Common objections w...

In today’s complex selling environment, Generative AI rapidly changes how sales teams operate. While using GenAI can pro...

For years, there has been skepticism about whether top sellers can become great coaches. While promoting top sellers int...

Sales playbooks are a foundational tool for any sales team. Sales playbooks provide clear and concise guidelines and bes...

The classic sales maxim, "People buy from people they like," is supported by extensive behavioral science research. Dr. ...

If you are in a sales slump, the good news is that you have likely experienced sales success in the past and can get bac...

When we think of great coaches, the picture that frequently comes to mind is of tough, no-nonsense football coaches—"fie...

Industry research shows that consistent sales coaching can dramatically improve the performance of sales teams, driving ...

As technology evolves, so do the strategies used by sales professionals to reach potential clients. Today, a multi-chann...

In addition to uncertain economic conditions, the rise in the number of stakeholders and the complexity of buying decisi...

When you have a strong relationship with a buyer, you tend to have more influence with that buyer. That means the buyer ...

Prospecting is a numbers game with a high rejection rate, so it is easy for reps to get discouraged. Just asking your re...

Gone are the days of endless cold calls and the limitations of geographic reach. Virtual prospecting unlocks a world of ...

If you sell for a living, hearing “no” is a part of your career. This is particularly true in prospecting, where prospec...

Prospecting has evolved as automation has made creating, sending, and tracking multi-email sequences to prospects easy. ...

Salespeople, like professional athletes, face the inevitable highs and lows of their profession. During a sales slump, y...

2023 presented a unique set of challenges for sales managers. Economic uncertainty, cautious buyers, and reliance on exi...

For many commercial leaders, helping sellers to be more effective poses significant challenges. Despite innovative metho...

In today's dynamic commercial environment, accelerating the sales cycle is not just a goal but a necessity for thriving ...

If you have ever run a sales meeting, you know that most salespeople aren’t thrilled to attend and prefer to spend time ...

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

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

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

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

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

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

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

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...

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

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

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