SBI Blog Revenue Growth Insights

A few years ago, I had a long conversation with a newly promoted sales manager (let’s call him John) who was insecure ab...

On this episode, Anne Sommi Edmondson, Executive Vice President of Marketing asks: In one of my past jobs, we churned th...

On this episode, Founder of Membrain.com George Brontén asks: "How do you hold the sales team accountable for executing ...

On this episode, Sales Director Gary Pickering asks "How do you create a world class sales organization?". We describe t...

On this episode, Ema Roloff asks: How do you re-engage a customer, who has given a verbal, that has gone silent? What wa...

Perhaps it’s the fact that I work at a sales training company, but I have a soft spot for salespeople. Whether it is a p...

On this episode, SRG's CEO and Managing Director Norman Behar talks about what's the best approach to measuring the effe...

On this episode, SRG's CEO and Managing Director Norman Behar shares best virtual training tips when considering moving ...

On this episode, SRG's CEO and Managing Director Norman Behar shares advice on managing sales performance. Jon Ray asks:...

On this episode, SRG's CEO and Managing Director Norman Behar shares his best practices for sales contests and incentive...

If you want to make your sales quota, start by consistently managing a sales pipeline. That means ensuring that you’re d...

On this episode, SRG's CEO and Managing Director Norman Behar shares advice on how to get sales leadership to change the...

On this episode, SRG's CEO Norman Behar shares advice on how to avoid wasting time with unqualified leads. Dan Christie ...

On this episode, we talk about the role of sales management in sales training. The question is: To what extent should a ...

According to CSO Insights, less than 50% of first meetings result in second meetings. One reason for this poor ratio is ...

According research conducted by the Chally Group, 39% of B2B buyers select a vendor according to the skills of the sales...

If you want to become a high-impact sales manager, the type that consistently achieves great results with your sales tea...

It’s about Grit. Grit is passion and perseverance to long term goals. According to Angela Lee Duckworth, “Grit” wins ove...

"Begin with the End in Mind" Over 35 years ago, Steven Covey identified this as one of the Seven Habits of Highly Succes...

Most salespeople ask fact-based questions during their sales calls. These are questions designed to uncover factual info...

In today's challenging and complex selling environment, having a great customer coach (or better yet, customer coaches) ...

Few salespeople enjoy prospecting, particularly cold calling. But what if your sales team never had to cold call again? ...

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

Sales people rarely have enough time in the day to manage all of the activities expected of them. Whether it’s making pr...

Think of a recent sales call where you just presented your solution to a buyer. Assuming you have done an effective job ...

One of the greatest challenges many sales training initiatives face is that the participants (sales professionals) often...

Research consistently shows that organized, consistent, disciplined prospecting is the number one key to sales success. ...

When I speak with sales leaders about improving sales performance, one of their most frequent comments is that they need...

Most sales teams I work with have a common prospecting challenge: the sales people dread prospecting, but their sales ma...

One of the most common, but often misunderstood, expressions after meeting with a customer is that “it was a great sales...

Social Selling is a term that is popular these days, but what exactly does it mean and how do you do it? Social selling ...

Whenever we start a sales training project, our client inevitably asks, ”How many sales reps should we have in each clas...

Many salespeople hate competition. Unfortunately, that’s the nature of selling – it's always there and you have to beat ...

One of the first lessons I was taught as a newly commissioned officer in the Navy was that the division officer (first l...

As SRG’s Director of Marketing, one of the most common questions I get from sales professionals is whether LinkedIn can ...

Here are a few common sales problems: you have gone through the entire sales process only to find out that the person yo...

One of the primary reasons sales managers neglect to coach their sales reps is that they don’t know how. Although this i...

Abraham Lincoln was known for his uncanny knack to lead others – even those with whom he disagreed. Click here for a gre...

It’s time to stop treating Social Selling as a shiny new object in sales enablement With the hype and promise around Soc...

Whether you’re a sales manager looking to hire a great salesperson or a good salesperson looking to get better, recogniz...

Over the weekend my living room was converted into a Girl Scout Cookie warehouse and is now stacked floor to ceiling wit...

One of my favorite quotes about writing has been attributed to many great authors, including Pascal, Cicero, Twain, Fran...

While many sellers avoid the activity of prospecting like the plague, prospecting is the lifeblood of generating new bus...

Sometimes sales training opportunities appear in the most unlikely places. Last weekend I was walking in my neighborhood...

One of the most challenging situations for many sales managers is dealing with reps who have sales performance issues ca...

Across our client base and in our sales training workshops, we are seeing sales professionals becoming more familiar wit...

Amazon is notorious for having a challenging hiring process. In fact, Jeff Bezos, CEO of Amazon, once said “I’d rather i...

Updating and using LinkedIn has become a bit like flossing your teeth. We are encouraged to do it every day, it seems li...

Research shows that effective sales coaching can dramatically improve the performance of sales teams—in some cases drivi...

I often discuss the value of LinkedIn as a way of mapping and researching new areas of the account, and I continue to he...