SBI BlogRevenue Growth Insights

GTM Design & Structure

Transforming Buyers into Lifelong Partners

Transforming Buyers into Lifelong Partners Business leaders frequently ask how to integrate these professionals effectiv...

15 May 26

5 min read

By Ray Makela Read More

GTM Design & Structure

Evaluate Q1 Growth Intelligence to Drive Predictable Performance

53% of executives remain confident in achieving 2026 targets, as overall commercial growth sentiment reaches a two-year ...

5 May 26

6 min read

By Craig Riley Read More

GTM Design & Structure

CRO turnover is breaking GTM performance

GTM investment is up. Growth is down. And the most common intervention, replacing the chief revenue officer, is not chan...

17 Apr 26

5 min read

By Gabriel Mathews Read More

GTM Design & Structure

What “Good” GTM AI Actually Looks Like in Practice

Most GTM teams believe they are implementing AI. The results suggest they are not. Adoption is high, and activity is inc...

17 Apr 26

10 min read

By Craig Riley Read More

GTM Design & Structure

AI is Now Your Newest Teammate

AI is Now Your Newest Teammate: The 'Agentic Journey' in Customer Success We recently returned from the Pulse conference...

10 Apr 26

7 min read

By Ray Makela Read More

GTM Design & Structure

The Automation Illusion: Why Go-To-Market AI Strategies Are Failing

Go-to-market AI strategies are largely failing to produce tangible financial results. Currently, only 18% of sales organ...

24 Mar 26

8 min read

By Ray Makela Read More

GTM Design & Structure

TAM Trap: Why Bigger Markets Can Slow Revenue Growth

Bigger TAM, Worse Results: The Coverage Trap Killing Revenue Growth On paper, things looked promising. A billion-dollar ...

12 Mar 26

5 min read

By Craig Riley Read More

GTM Design & Structure

The Shift to Strategic Revenue Enablement

The Enablement Execution Gap Companies invest millions in sales teams, technology, and processes; enablement serves as t...

2 Mar 26

4 min read

By Ray Makela Read More

GTM Design & Structure

How to Build a Sales Coaching Culture | SBI Podcast

Sales organizations constantly look for ways to scale success, and the frontline manager serves as the ultimate force mu...

27 Feb 26

8 min read

By Ray Makela Read More

GTM Design & Structure

The AI Tipping Point in Sales Enablement

Operationalizing AI for Faster Onboarding and Better Coaching Sales organizations face a critical moment with artificial...

27 Feb 26

7 min read

By Ray Makela Read More

GTM Design & Structure

The Great Unbundling: Rethinking Value in the AI Era | SBI Insights

Source: SBI Growth Advisory (2026), The Great Unbundling: Why Your NRR Is Declining Even as Customers Extract More Value...

27 Feb 26

4 min read

By SBI Team Read More

Insights

The Deal Doesn't End at Signature: Why Your CS Strategy is Leaking Revenue

B2B revenue teams still over-rotate on the sale and under-invest in what happens next. We celebrate the "hunter," alloca...

13 Feb 26

6 min read

By Ray Makela Read More

GTM Design & Structure

Procurement Teams are Not the Enemy. They’re the Gatekeepers.

Sales professionals often view procurement as the place where deals go to die. We see them as margin killers. We see the...

13 Feb 26

9 min read

By Ray Makela Read More

Insights

Your Customers Are Lying To You | SBI Insights

If you're relying on satisfaction scores to guide your NRR investments, you're building on quicksand. Here's why: 84% of...

12 Feb 26

3 min read

By SBI Team Read More

GTM Design & Structure

The AI Hype Meter Is Redlining

Scroll through LinkedIn. Try to find five posts that do not mention artificial intelligence (AI). You cannot do it. The ...

5 Feb 26

6 min read

By Mike Hoffman Read More

Coaching & Training

The "Growth at All Costs" Era is Dead

The market has undergone a fundamental shift. We have moved from a world that prioritized revenue growth above all else ...

5 Feb 26

6 min read

By Nick Toman Read More

Coaching & Training

The Playbook Fallacy

Most sales leaders would never put an untrained pilot in a cockpit. However, every day, organizations allow new sellers ...

3 Feb 26

6 min read

By Ray Makela Read More

GTM Design & Structure

The Lost Lever of Inorganic Growth

$350B worth of 2025 technology acquisitions will fail – highlighting a practical guide to harmonizing your post-M&A ...

20 Jan 26

8 min read

By Patrick Doran Read More

Insights

The "Closer" is a Myth: Why Negotiation Starts at Discovery–Not the Contract

There is a pervasive, dangerous myth in B2B sales: the legend of the "Born Negotiator." This is the "Closer" who swoops ...

2 Dec 25

11 min read

By Ray Makela Read More

Insights

The "Simple Business" Trap: Complexity Demands Data, Not Gut Feeling

There is a misconception about "unglamorous" industries. People look at a company like Restaurant Technologies (RTI). Th...

2 Dec 25

7 min read

By Mike Hoffman Read More

Research Report

The 3 Trends That Defined Q4 (And Will Make or Break Your Next Q1)

If Q4 2025 taught us anything, it is that the middle ground is collapsing. Across the four major research studies that S...

2 Dec 25

7 min read

By Nick Toman Read More

Research Report

AI Won’t Replace Your Sales Manager. It Will Finally Let Them Lead

Despite aggressive commercial spending, growth is slowing across the board. Revenue growth has contracted from 22% in 20...

27 Nov 25

6 min read

By Ray Makela Read More

Research Report

Enablement Workshop: Tackling Buyer Friction, AI-Ready Managers, and Better Coaching at Scale

When you put a group of enablement leaders from companies like Red Hat, Salesforce, IBM, Cato Networks, DocuSign, and Sp...

27 Nov 25

9 min read

By Ray Makela Read More

Research Report

95% of AI Pilots Fail. AI Services are the Solution.

95% of AI pilots fail to produce any measurable P&L impact. That finding from MIT's July report should concern every...

25 Nov 25

9 min read

By Isaac Silverman Read More

GTM Design & Structure

Healthcare Services Provider — Reigniting Growth Through Inside Sales Transformation

Stagnant Growth Year-over-year growth in new patient acquisition had plateaued for this healthcare services company. The...

17 Nov 25

5 min read

By SBI Team Read More

GTM Design & Structure

How RevOps Leaders Are Orchestrating Growth in 2026

As we wrapped our final RevOps Leader Roundtable of 2025, one thing was clear: the pressure on revenue teams isn’t going...

12 Nov 25

6 min read

By Adam Sheehan Read More

Performance Management

The Forecasting Risk Lurking Beneath the Base Business

As a CFO, you're tasked with doing what most SaaS leaders are struggling to achieve in 2025: Deliver growth. Improve eff...

30 Oct 25

6 min read

By Kristin MacCarthy Read More

GTM Design & Structure

Leading Through Uncertainty: How AI is Redefining the Operating Model for Growth

Markets are volatile, tariffs unpredictable, and boardrooms louder than ever about one thing: proof of productivity. For...

28 Oct 25

9 min read

By Mike Hoffman Read More

Performance Management

The Five Elements to Effective Annual Planning

Our observations of market conditions ahead paint a stark picture for commercial leaders: profitable growth is increasin...

28 Oct 25

7 min read

By Anthony Erickson Read More

GTM Design & Structure

How to Master Annual Planning Rollout for 2026

With the right information and strategic bets in place, leaders prime their organizations for revenue excellence. But ev...

24 Oct 25

5 min read

By Nick Toman Read More

GTM Design & Structure

The Elements of an Annual Planning Fact Base

Effective annual planning often makes the difference between achieving your growth goals and falling behind the competit...

24 Oct 25

6 min read

By Anthony Erickson Read More

Coaching & Training

Accelerate Growth at Sales Kickoff (SKO) - Avoid These 5 Mistakes

Every year, thousands of companies spend millions of dollars on sales kickoff (SKO) events and concentrate on talking at...

23 Oct 25

5 min read

By SBI Team Read More

GTM Design & Structure

The Signal That Unlocks SaaS Growth

Net Revenue Retention (NRR) has become a key challenge for SaaS growth. Since Q1 2023, average NRR has dipped from 110% ...

22 Oct 25

6 min read

By Nick Toman Read More

GTM Design & Structure

While Growth Slows for Most, Leaders Take a Different Approach

Recent economic pressures have begun to stabilize, yet most mid-market companies are still struggling to achieve growth....

15 Oct 25

6 min read

By Dave Lingebach Read More

GTM Design & Structure

Accelerating Executive Impact: Why Time-to-Productivity Is Now a GTM Metric

If you’re stepping into a new commercial leadership role, you’re not being given time to learn the business. The expecta...

3 Oct 25

5 min read

By Tony Erickson Read More

GTM Design & Structure

Growth Plans Aren’t Failing in Execution, They’re Failing in Design

SBI’s latest CEO Value Creation Pulse: Correcting and Avoiding Future Planning Miscues reveals a sharp divide between co...

30 Sep 25

7 min read

By Dave Lingebach Read More

GTM Design & Structure

Is Your NRR Falling? You’re Not Alone, But You Might Be Solving the Wrong Problem

Net Revenue Retention (NRR) is under pressure across the board. In SBI’s latest analysis of more than 150 B2B companies,...

25 Sep 25

8 min read

By SBI Read More

GTM Design & Structure

Return on Go-to-Market: What Growth Leaders Need to See

Lacking clarity on what investments are working and what aren't, is an issue. Across boardrooms and investor updates, th...

17 Jun 25

3 min read

By SBI Read More

GTM Design & Structure

Growth Isn't an Idea. It's a System.

Every leadership team says they want sustained, profitable growth, yet very few achieve it. Even fewer understand why th...

17 Jun 25

3 min read

By SBI Read More

GTM Design & Structure

CEOs Are Asking The Wrong Questions About AI

At both the World50 Connect and Recognize CEO Innovation Network events, artificial intelligence and tariffs were the do...

1 May 25

5 min read

By Mike Hoffman Read More