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GTM Design & Structure

6 Common B2B Pricing Strategy Mistakes | SBI Growth

As you move into the new year and begin taking stock of your business and planning out for the rest of the year, it’s im...

6 Jan 25

5 min read

By SBI Team Read More

GTM Design & Structure

Quantified Buyer Personas & Your Funnel | SBI Growth

At each step in your funnel, you’re at a different stage of the customer journey, each managed by a different team. When...

6 Jan 25

6 min read

By SBI Team Read More

GTM Design & Structure

Correctly Calculate Bookings | SBI Growth

When a customer commits to spending money with you how do you label that cash? Revenue? Nope. You can't call it revenue ...

6 Jan 25

3 min read

By SBI Team Read More

GTM Design & Structure

Buyer Personas: Why They Matter & How to Research | SBI Growth

What are buyer personas? Buyer personas (also called marketing personas) are research-based representations of your idea...

6 Jan 25

4 min read

By SBI Team Read More

GTM Design & Structure

Why Tinder's charging older users more, and why it makes perfect sense

Last week, famed dating app Tinder swiped right into their first foray into premium plans to much fanfare and hubbub. No...

6 Jan 25

5 min read

By SBI Team Read More

GTM Design & Structure

Subscription Model Examples | SBI Growth

The beauty of the subscription world is the compounding nature of the relationships. You acquire a customer, charge them...

6 Jan 25

7 min read

By SBI Team Read More

GTM Design & Structure

Product Bundling Basics & Examples | SBI Growth

Finding the perfect pricing strategy is a key component in maximizing your revenue as a SaaS company. One popular pricin...

6 Jan 25

5 min read

By SBI Team Read More

GTM Design & Structure

Revenue Optimization | Improve Revenue | SBI Growth

Revenue is good. Lots of revenue is great. Optimized revenue is better. Because the world of e-commerce is so restless, ...

6 Jan 25

9 min read

By SBI Team Read More

Insights

Building & Quantifying Buyer Personas | SBI Growth

"Know thy customer" might just be the first commandment of enlightened startups worldwide. The words have been featured ...

6 Jan 25

13 min read

By SBI Team Read More

GTM Design & Structure

Total Revenue Test | Calculate Elasticity | SBI Growth

Businesses need to know how changes in their product prices affect their income. Therefore, before you decide to either ...

6 Jan 25

3 min read

By SBI Team Read More

GTM Design & Structure

Gordon Growth Model Formula | SBI Growth

Determining the value of financial securities involves making educated guesses. That's because unforeseen things do occu...

6 Jan 25

4 min read

By SBI Team Read More

GTM Design & Structure

71% of Buyers are Frustrated with Your Team. Here's the Solution.

Today’s buying environment is full of complexities often unaccounted for by the suppliers. Buyers face rising costs, sta...

2 Jan 25

2 min read

By Bryan Kurey Read More

GTM Design & Structure

Headway Selling: Bringing in a New Era of Commercial Differentiation

Commercial productivity has been stuck in neutral, hovering at 62-64% for several years and despite advancements in tech...

5 Dec 24

2 min read

By Nick Toman 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

GTM Design & Structure

Understanding the CEO's Q3 Report: Key Insights and Implications

From our most recent CEO Value Creation Pulse Report, we see that CEOs are reassessing their performance, with organizat...

24 Oct 24

3 min read

By Bryan Kurey Read More

Performance Management

Annual Planning: Drive GTM Efficiency Through Productivity

Join us on for SBI’s Halloween Edition webinar on October 31st, 2024 at 12pm. Engage with Eric Estrella, Alicia Lee, and...

17 Oct 24

2 min read

By SBI Team Read More

Research Report

Headway Selling: What's Next When Value Selling Isn't Working

Buying friction disrupts the customer lifecycle and grinds deals to a halt. Buyers are continuously reconciling how thei...

10 Oct 24

3 min read

By Nick Toman Read More

GTM Design & Structure

Success Story: Revamping a Company's GTM Engine for long-term Growth

Growth is often at the forefront of any value-creation strategy for many companies. While CEOs may successfully drive ra...

2 Oct 24

2 min read

By Anthony Erickson Read More

GTM Design & Structure

How Market Leaders Grow Profitably Despite Rising Costs

The reality faced by B2B organizations today is a challenging one: profitable growth is increasingly elusive, rising cos...

12 Sep 24

2 min read

By Nick Toman Read More

GTM Design & Structure

H1 FY24 Update: GTM Efficiency Continues to Decline

Many companies found themselves in a worst of both worlds situation in 2023, struggling to deliver growth while managing...

29 Aug 24

2 min read

By Dave Lingebach Read More

GTM Design & Structure

Report: Commercial Success in 2025 Hinges on GTM Strategy

Moving into the latter half of 2024, growth leaders should consider starting the annual planning process for 2025 today....

15 Aug 24

2 min read

By Nick Toman Read More

GTM Design & Structure

How To Size The Sales Force To Maximize Revenue

Is your sales organization appropriately staffed, or are there gaps in your headcount? Many CFOs base their sales team s...

26 Jul 24

3 min read

By Eric Estrella Read More

GTM Design & Structure

The Second CEOs’ Guide for the First 90 Days

The second CEO's job often comes with immense responsibility and little guidance. Whether scaling up growth momentum or ...

12 Jul 24

3 min read

By Nick Toman Read More

GTM Design & Structure

Why Market Leaders Start Annual Planning Early

For many growth leaders, inefficiencies in their value creation plan remain among the most significant hurdles toward th...

11 Jul 24

2 min read

By Anthony Erickson Read More

GTM Design & Structure

Achieve Better Prospecting Results by Targeting Your Message

In today's fast-paced sales environment, technology significantly enhances prospecting capabilities. Thanks to auto-dial...

8 Jul 24

3 min read

By David Jacoby Read More

GTM Design & Structure

How to Ease Buying Friction and Capture More Commercial Wins

For commercial leaders looking to make 2024 their benchmark year, winning over buyers seems increasingly difficult. They...

27 Jun 24

2 min read

By Nick Toman Read More

GTM Design & Structure

Why White Space Analysis is Critical to Account Growth

Growing business in existing accounts is critical to achieving your team’s long-term sales success. According to Forbes ...

3 Jun 24

3 min read

By David Jacoby Read More

GTM Design & Structure

Growth Risks 2024: B2B Buying Behaviors are Evolving

An improving economic outlook for 2024 presents a golden opportunity for CEOs to capitalize on rising demand: 87% of sur...

31 May 24

2 min read

By Nick Toman Read More

GTM Design & Structure

Managing Positive Churn is Not the Answer to Improving Commercial Productivity

CEOs have set the stage for success in 2024 with a solid growth strategy, but they need their talent to be ready to exec...

30 May 24

2 min read

By Nick Toman Read More

GTM Design & Structure

Growth Risks for 2024: Getting Your Talent Right

2024 has all the signs of a prosperous year for CEOs: 52% of surveyed leaders report accelerating demand into the start ...

10 May 24

2 min read

By Nick Toman Read More

GTM Design & Structure

Report: CEOs Are Concerned About Their GTM Talent

To make 2024 a significant year for growth, CEOs have many factors to consider before making their next move. Yet from o...

9 May 24

2 min read

By Bryan Kurey Read More

GTM Design & Structure

Research: 4 Ways to Drive Value Creation in 2024

Every quarter, SBI conducts surveys to learn how CEOs and other C-level executives are planning for value creation and a...

4 Apr 24

2 min read

By Anthony Erickson Read More

GTM Design & Structure

Valuable Insights from SBI’s Executive Growth Forums

Every quarter, SBI hosts a series of Executive Growth Forums where leading executives (CEOs, CROs, Presidents, CCOs, COO...

28 Mar 24

3 min read

By Mike Hoffman Read More

GTM Design & Structure

Do You Have the Right Talent in Sales?

Recruitment is a key component of any company’s initiative to build up talent in their organization, but without any cle...

22 Mar 24

2 min read

By Ray Makela Read More

GTM Design & Structure

Here’s What a Successful Talent Initiative Looks Like

If you have been following our podcast and latest blogs, you would have heard many of our experts talk about how talent ...

8 Mar 24

2 min read

By Bryan Kurey Read More

GTM Design & Structure

Leaders: Here’s Why Your Sellers Are Underperforming

CEOs want to retain the playmakers and managers that have proven themselves in the past. But for many companies, their t...

1 Mar 24

2 min read

By Mike Hoffman Read More

Article

A Seller’s Perspective on Enhancing Sales with AI

As business leaders, we get excited when we think about just how much a Sales team empowered by artificial intelligence ...

23 Feb 24

3 min read

By Ray Makela 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

2 min read

By Anthony Erickson Read More

GTM Design & Structure

The CEO’s Guide to a Fast Start for Sales in 2024

With the turn of the calendar year, CEOs and their go-to-market teams stand at a crossroads that presents both unique ch...

15 Feb 24

2 min read

By Mike Hoffman Read More

GTM Design & Structure

Go-to-Market Planning for 2024: Laying the Groundwork for Growth

The slowdown in corporate spending due to economic and geopolitical uncertainties has prompted many companies to rethink...

13 Feb 24

4 min read

By Rahul Puri Read More