SBI BlogRevenue Growth Insights

Customer Success

How to Reduce Customer Churn: A Diagnostic Framework for CSM Teams

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

6 May 26

10 min read

By David Jacoby Read More

Customer Success

Marketing’s New Scoreboard: Net Revenue Retention

Most CMOs still measure success by pipeline, leads, and brand reach. That worked when budgets were growing and new logo ...

4 Nov 25

6 min read

By Tracy Hansen Read More

Customer Success

Predictive Health Scoring: See Churn Coming Before Your Customer Does

The Crisis: You're Always Too Late Most companies discover customer problems when it's already too late to fix them. The...

3 Nov 25

6 min read

By Alicia Lee Read More

Customer Success

Personalized Engagement: Scale Customer Relationships Without Losing the Human Touch

The Personalization Paradox Every CSM knows personalized engagement drives better outcomes. Customers who receive releva...

2 Nov 25

6 min read

By Alicia Lee Read More

Customer Success

How Leading Customer Success Teams are Becoming Strategic and Revenue Driven

In this episode of The Sales Readiness Podcast, Ray Makela, Managing Director of Talent Development at SBI, is joined ag...

16 Jun 25

4 min read

By Ray Makela Read More

Customer Success

Customer Success: An Underutilized Growth Lever

Customer Success (CS) has long been misunderstood as a reactive support function. But as Annie Stefano and Ray Makela di...

2 Jun 25

4 min read

By Ray Makela Read More

Customer Success

Top Sales Training Blogs of 2024

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

6 Jan 25

5 min read

By David Jacoby Read More

Customer Success

The Fast-Growth Fallacy: Why CEOs Expect Marketing to Deliver Quick Wins in Complex Sales

CEOs often dream of marketing as the magic bullet that can accelerate revenue growth—even in industries where the produc...

3 Dec 24

9 min read

By Tracy Hansen 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

5 min read

By Rick Karlton Read More

Pricing

Pricing Strategies for Growth: Value-based Pricing Wins in a Competitive Market

Pricing is more than just setting a number on a product— it’s a strategic decision with implications stretching deep int...

21 Nov 24

4 min read

By Anthony Erickson Read More

Customer Success

How Good Talent Can Realize Returns from Customer Success

Knowing who to hire and what sort of traits to foster across an organization’s talent can go a long way in creating valu...

16 Feb 24

5 min read

By Anthony Erickson Read More

Customer Success

How to Turn Customer Success into a Main Revenue Driver

Invest in creating value for your customers and your customers will become more invested in your brand in return. As a c...

28 Dec 23

5 min read

By Ray Makela Read More

Customer Success

Key Account Management: Avoiding the “Bow-Tie” Resource Approach

The questions are: How are your resources aligned? Are they the right resources? Are you single-threaded within the acco...

28 May 21

4 min read

By John Staples Read More

Customer Success

Touchpoint Analysis - Your Key to Unlocking the Secrets of the Customer Journey

The Customer is growing more important for all sellers in today’s digital selling motion and customer service environmen...

28 May 21

7 min read

By SBI Team Read More