SBI BlogRevenue Growth Insights

Coaching & Training

3 Rapport-Building Skills to Help Your Gen Z Sales Reps

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

16 Jan 24

3 min read

By David Jacoby Read More

Coaching & Training

4 Sales Management Strategies to Increase Revenue

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

9 Jan 24

3 min read

By David Jacoby Read More

Coaching & Training

3 Tactics to Move Your Sales Opportunity Forward

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

2 Jan 24

3 min read

By David Jacoby Read More

Coaching & Training

How to Maximize Your Sales Training Budget

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

27 Dec 23

4 min read

By Norman Behar Read More

Coaching & Training

3 Top Sales Trends to Watch for in 2024

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

18 Dec 23

2 min read

By David Jacoby Read More

Coaching & Training

7 Sales Metrics You Should Track Every Month

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

11 Dec 23

4 min read

By Ray Makela Read More

Coaching & Training

5 Ways to Increase Sales Performance in 2024

As buying behaviors continue to change, so does the market. To stay competitive, organizations need to find ways to maxi...

4 Dec 23

3 min read

By Norman Behar Read More

Coaching & Training

The Ultimate Sales Guide for Collaborating with Procurement

To sales professionals, procurement teams often seem like an insurmountable hurdle on the path to winning sales. While i...

27 Nov 23

7 min read

By Ray Makela Read More

Coaching & Training

4 Steps to Achieving Sales Goals by Setting Subgoals

Success in sales demands more than a distant target. It requires a clear roadmap and smaller victories along the way, or...

22 Nov 23

3 min read

By Norman Behar Read More

Coaching & Training

Developing Accurate Sales Forecasts

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

13 Nov 23

3 min read

By Norman Behar Read More

Coaching & Training

Want To Win Large Deals? Follow the RAMP Method

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

6 Nov 23

3 min read

By Ray Makela Read More

Coaching & Training

Insights from the SES Experience 2023: A Glimpse into the Future of Sales Enablement

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

30 Oct 23

2 min read

By SRG, a Part of SBI Read More

Coaching & Training

3 Ways to Incorporate Sales Training at a Sales Kickoff (SKO)

Given that one of the most important differentiators for sales professionals is how they sell, it is natural to want to ...

23 Oct 23

3 min read

By Norman Behar Read More

Coaching & Training

6 Things You Need Before Entering Sales Negotiation

In the modern, competitive landscape of sales, negotiation is no longer simply about price; it’s about value. Smart sale...

16 Oct 23

3 min read

By Ray Makela Read More

Coaching & Training

The Ultimate Sales Rep Performance Checklist & Improvement Plan

Managing an underperforming sales rep is one of the most challenging responsibilities of a frontline manager. You hired ...

9 Oct 23

3 min read

By Ray Makela Read More

Coaching & Training

How to Choose the Best Sales Training Company For Your Business

Choosing the best sales training company for your business is more than just a decision. It is an investment in the futu...

2 Oct 23

6 min read

By Ray Makela Read More

Coaching & Training

Harnessing the Power of AI in Sales: A Guide for Leaders

The integration of Artificial Intelligence (AI) into the sales domain has opened up a plethora of opportunities. As sale...

25 Sep 23

4 min read

By Ray Makela Read More

Coaching & Training

Five Sales Skills Every Salesperson Should Have

Today's sellers must be proficient in face-to-face and virtual selling. This means that sales success requires many skil...

19 Sep 23

3 min read

By David Jacoby Read More

Coaching & Training

3 Ways to Prepare Your Sales Team for Slow Economic Growth

With buying behaviors turning more conservative, sales velocity has slowed, presenting new challenges for sales leaders....

11 Sep 23

2 min read

By Norman Behar Read More

Coaching & Training

Four Exciting Applications of Generative AI for Sales Managers

The role of a frontline sales manager (FLSM) is challenging. From supporting sellers and providing coaching to handling ...

7 Sep 23

3 min read

By Ray Makela Read More

Coaching & Training

How to Beat the Competition in Sales

There is no escape from competition in sales. Whether it is already apparent or lurking around the corner, the challenge...

6 Sep 23

7 min read

By Ray Makela Read More

Coaching & Training

6 Sales Coaching Activities That Will Set You Apart

Sales coaching is one of the most important activities a manager can do to increase performance. Yet managers often conf...

31 Aug 23

2 min read

By Ray Makela Read More

Coaching & Training

Choosing the Right Sales Management Style

Are you looking to maximize your team's performance? Dive into the four pivotal sales management styles—Directing, Selli...

30 Aug 23

3 min read

By David Jacoby Read More

Coaching & Training

6 Proven Strategies to Maximize Sales Without Adding Headcount

Today’s economic reality has companies looking carefully at budgets, especially regarding staffing. Yet, despite the cha...

21 Aug 23

3 min read

By David Jacoby Read More

Coaching & Training

Sales Negotiating: How to Approach Contract Changes & Price Increases

Attracting new clients and negotiating deals in today's economy can be challenging. And on top of that, you might be ask...

14 Aug 23

7 min read

By Ray Makela Read More

Coaching & Training

Enhance Sales Conversations with Generative AI

It seems you can’t open your news feed these days without seeing an article about how AI will transform the workforce. B...

10 Aug 23

5 min read

By Ray Makela Read More

Coaching & Training

What Is Sales Velocity and Why Is It So Important?

Creating new sales opportunities and moving them efficiently through the sales process is a critical differentiator of h...

7 Aug 23

5 min read

By David Jacoby Read More

Coaching & Training

Master the Art of Active Listening by Practicing These 4 Things

One of my favorite thought-provoking questions to ask a Sales Manager is “What do you think is the single most important...

5 Aug 23

2 min read

By Ray Makela Read More

Coaching & Training

Selling to Procurement: How to Get to “Yes” Faster

As a sales leader, you know how important it is to work with Procurement to get a deal closed. However, navigating the p...

31 Jul 23

5 min read

By Ray Makela Read More

Coaching & Training

The Ultimate Guide to Sales Prospecting

Prospecting is vital in sales. It's often undervalued but shouldn't be. To improve efficiency and success, sales reps mu...

19 Jul 23

19 min read

By David Jacoby Read More

Coaching & Training

Align Your Sales Process with the Purchase Process for Better Results

Today’s buyers don’t like to be “sold” or pitched. They would rather feel like they are in control of their purchase pro...

17 Jul 23

4 min read

By David Jacoby Read More

Coaching & Training

How to Manage Underperforming Sales Reps

Managing underperforming sales reps can be a daunting challenge, but it is not insurmountable. As a sales leader, you ca...

10 Jul 23

4 min read

By Norman Behar Read More

Coaching & Training

6 Differences Between Sales and Account Management

Sales and account management are vital in driving revenue growth and cultivating strong customer relationships. Although...

4 Jul 23

4 min read

By Ray Makela Read More

Coaching & Training

Active Listening In Sales - A High-Performing Rep Superpower

Imagine a sales scenario where you truly understand your customers, build strong relationships, and consistently achieve...

26 Jun 23

5 min read

By Ray Makela Read More

Coaching & Training

How to Pinpoint the Root Cause of an Underperforming Sales Rep

Identifying the root cause of underperformance allows managers to take proactive measures and provide targeted support t...

21 Jun 23

4 min read

By Norman Behar Read More

Coaching & Training

Sales Pipeline Management vs. Sales Forecasting: What's the Difference

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

19 Jun 23

3 min read

By Norman Behar Read More

Coaching & Training

Managing Sales Behaviors to Improve Sales Performance

When sales teams don't meet their sales targets, managers usually look at the sales outcomes to figure out what went wro...

14 Jun 23

4 min read

By Norman Behar Read More

Coaching & Training

A 4-Step Process to Develop and Achieve A Sales Vision For Your Team

Sales managers frequently find themselves immersed in the immediate, short-term results, making it quite a challenge to ...

7 Jun 23

4 min read

By David Jacoby Read More

Coaching & Training

6 Benefits of Coaching in Sales (And Why It Should Be a Priority)

Why do some sales managers hesitate to coach their teams? What's stopping them from embracing a practice that can transf...

5 Jun 23

5 min read

By Norman Behar Read More

Coaching & Training

Counter Negotiation Tactics to Use When Buyer Makes the First Offer

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

31 May 23

5 min read

By David Jacoby Read More