SBI BlogRevenue Growth Insights

Coaching & Training

SBI's Guide to Nailing Your Ideal Customer Profile

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 ...

10 Dec 24

3 min read

By Tracy Hansen Read More

Coaching & Training

5 Key Factors to Set Your New Sales Hire Up for Success

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

9 Dec 24

3 min read

By Norman Behar Read More

Customer Success

Why Customers Are Ghosting Your Sellers

“Yes, I scheduled the follow-up meeting, but the customer did not show. No reply to my emails or phone calls.” The above...

2 Dec 24

2 min read

By Rick Karlton Read More

Coaching & Training

Coach Your Sales Team Out of a Sales Slump

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

25 Nov 24

4 min read

By SBI Team Read More

Coaching & Training

7 Steps to Close the Year Like a High Performer

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 ...

20 Nov 24

3 min read

By Rick Karlton Read More

Coaching & Training

Effective Counter Negotiation Tactics to Use when Buyers Lead with the First Offer

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

18 Nov 24

5 min read

By David Jacoby Read More

Coaching & Training

The Future of Revenue Enablement: An Inside Look at Top Performing Organizations

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

15 Nov 24

2 min read

By Ray Makela Read More

Coaching & Training

Avoid these 3 Missteps to Improve Sales Pipeline Forecasts

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

11 Nov 24

3 min read

By David Jacoby Read More

Coaching & Training

3 Ways to Drive Go-to-Market (GTM) Efficiency Through Increased Productivity

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

7 Nov 24

3 min read

By Anthony Erickson Read More

Coaching & Training

5 Key Factors to Set Your New Sales Hire Up for Success

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

28 Oct 24

3 min read

By Norman Behar Read More

Coaching & Training

Sales Manager Training: How is it Different from Leadership Training?

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

21 Oct 24

3 min read

By Ray Makela Read More

Coaching & Training

Sales Training Programs that Last: Five Key Success Factors

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

14 Oct 24

3 min read

By Norman Behar Read More

Coaching & Training

How to Build a Top Sales Team with a Great Sales Training Program

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

7 Oct 24

2 min read

By David Jacoby Read More

Coaching & Training

Motivating Your Sales Team: Boomers to Gen Z

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

30 Sep 24

8 min read

By Ray Makela Read More

Coaching & Training

Improve Your Rep's Sales Pipeline Management Skills With These 4 Tips

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

23 Sep 24

3 min read

By Ray Makela Read More

Coaching & Training

Selling Value: Start with These 29 Questions

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

17 Sep 24

1 min read

By David Jacoby Read More

Coaching & Training

How to Effectively Set Clear Sales Team Expectations

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

9 Sep 24

3 min read

By Norman Behar Read More

Coaching & Training

Mastering the Art of Selling to the C-Suite: Strategies for Success

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

2 Sep 24

8 min read

By David Jacoby Read More

Coaching & Training

Guide to Sales Objection Handling

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

26 Aug 24

9 min read

By David Jacoby Read More

Coaching & Training

4 Tips on How To Reach Decision Makers

"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...

19 Aug 24

2 min read

By Ray Makela Read More

Coaching & Training

How to Prevent Unnecessary Sales Objections

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

12 Aug 24

2 min read

By David Jacoby Read More

Commercial Productivity

Six Ways to Integrate AI Into Your Sales Process to Win More Deals

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

5 Aug 24

3 min read

By Ray Makela Read More

Coaching & Training

Why Today’s Top Sellers are Poised to Become Great Sales Coaches

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

29 Jul 24

2 min read

By Norman Behar Read More

Coaching & Training

Develop Your Plate Approach for More Productive Sales Meetings

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

22 Jul 24

3 min read

By David Jacoby Read More

Coaching & Training

The Ultimate Guide to Rapport Building With Buyers

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

15 Jul 24

3 min read

By David Jacoby Read More

Coaching & Training

Seven Ways to Get Out of a Sales Slump

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...

1 Jul 24

3 min read

By Norman Behar Read More

Coaching & Training

How to Create a Highly Collaborative Sales Coaching Environment

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

1 Jul 24

4 min read

By David Jacoby Read More

Coaching & Training

4 Biggest Traps to Avoid for Increased Sales Coaching ROI

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

1 Jul 24

3 min read

By David Jacoby Read More

Coaching & Training

Building B2B Prospecting Sequences that Drive Results

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

24 Jun 24

3 min read

By David Jacoby Read More

Coaching & Training

Accelerating Sales with AI: Transforming the Sales Process

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

11 Jun 24

3 min read

By Ray Makela Read More

Coaching & Training

The Ultimate Guide to Building Sales Relationships

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

6 May 24

9 min read

By David Jacoby Read More

Coaching & Training

8 Ways to Improve Your Team’s Prospecting

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

29 Apr 24

2 min read

By David Jacoby Read More

Coaching & Training

5 Effective Virtual Prospecting Strategies to Make You Stand Out

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

22 Apr 24

3 min read

By David Jacoby Read More

Coaching & Training

Six Effective Sales Prospecting Strategies to Get Around Resistance

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

12 Apr 24

4 min read

By David Jacoby Read More

Coaching & Training

Improve Your Email Prospecting with the HERO Framework

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

8 Apr 24

2 min read

By David Jacoby Read More

Coaching & Training

6 Ways to Break out of a Sales Slump

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

25 Mar 24

3 min read

By Norman Behar Read More

Coaching & Training

Top 5 Lessons for Sales Managers: Boost Your 2024 Performance

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

18 Mar 24

3 min read

By Alonso Chehade Read More

Coaching & Training

Five Essential Steps to Building an Effective Sales Playbook

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

14 Mar 24

2 min read

By Ray Makela Read More

Coaching & Training

Navigating the New Sales Landscape: Strategies for Accelerating Your Sales Cycle

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

11 Mar 24

4 min read

By Ray Makela Read More

Coaching & Training

How to Plan Engaging Sales Meetings that Motivate Your Team

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

29 Jan 24

3 min read

By David Jacoby Read More