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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

6 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

5 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

6 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

5 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

7 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

4 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

5 min read

By Nick Toman Read More

GTM Design & Structure

Getting Your Talent Right to Avoid Growth Risks

52% of surveyed CEOs report accelerating demand into the start of the year, with many more prioritizing growth as a core...

10 May 24

4 min read

By Nick Toman Read More

GTM Design & Structure

Report: CEOs Are Concerned About Their GTM Talent

To reach significant growth goals, CEOs have many factors to consider before making their next move. Yet from our observ...

9 May 24

5 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

5 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

7 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

4 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

5 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

4 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

6 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

5 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

5 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

10 min read

By Rahul Puri Read More

GTM Design & Structure

Leaders: Here’s How to Drive Seller Productivity in 2024

Sellers today have an unenviable job: buyers are increasingly conservative, and deals are taking longer to close. A surv...

8 Feb 24

3 min read

By Rick Karlton Read More

Article

10 Tips for B2B Marketers to Get Ahead in 2024

The marketing landscape is ever evolving, and it could take market leaders considerable effort to keep up with every shi...

5 Feb 24

4 min read

By Tracy Hansen Read More

GTM Design & Structure

CEOs Discuss: Top-Line Growth and Opportunities in 2024

Good CEOs plan to create value for the quarter; great CEOs create sustainable models for the years to come. For many com...

2 Feb 24

3 min read

By Ray Makela Read More

Article

7 Focus Areas to Secure a Fast Start to 2024

The transition into a new calendar year can create a period of adjustment that negatively impacts a company’s productivi...

1 Feb 24

7 min read

By Anthony Erickson Read More

GTM Design & Structure

Listen: How AI Can Help Drive Your Sales Engine

AI development continues at a breakneck pace, with the number of use cases increasing by the day. This raises the questi...

23 Jan 24

4 min read

By Ray Makela Read More

Article

The CEO’s Guide to Successful Turnarounds

When organizational growth stagnates and prospects decline, company boards might bring in new talent to revamp the compa...

18 Jan 24

3 min read

By Mike Hoffman Read More

Software

How to Optimize Your Revenue Engine for Growth in Tech

Understanding the right design and execution of Go-to-Market (GTM) levers in uncertain markets could help CEOs propel th...

11 Jan 24

5 min read

By Nick Toman Read More

Article

4 Tips to Effectively Implement GenAI Across Sales Processes

We’ve all heard stories of how generative AI has been amazing for so many people out there, with some companies using th...

11 Jan 24

6 min read

By Nick Toman Read More

GTM Design & Structure

What’s the Formula for Winning Quicker, Bigger Deals?

When Sales isn’t bringing in the numbers you’re hoping for, what is the first potential solution that comes to mind? Inc...

5 Jan 24

6 min read

By Nick Toman 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

GTM Design & Structure

The Essential Guide to Navigating Leadership Transitions

With a more optimistic 2024 ahead, most CEOs are ready to actively pursue growth, including a shift toward higher expens...

14 Dec 23

3 min read

By Ray Makela Read More

Article

Top 5 Tips to Build an Effective Customer Marketing Strategy

Some of the research that SBI has done this year highlights a trend of sales cycles getting longer and deal sizes gettin...

14 Nov 23

5 min read

By Bryan Kurey Read More

GTM Design & Structure

CEOs See Optimistic Demand but Worrying Pipelines in Q4 2023

The first half of 2023 has not been smooth sailing for many businesses but based on responses to SBI’s CEO survey for Q3...

6 Nov 23

4 min read

By Bryan Kurey Read More

Article

2 Big Ideas to Deliver Sales Velocity Today

If there’s one market trend that’s been stressed repeatedly in more recent SBI research findings, it’s that many CEOs ha...

2 Nov 23

8 min read

By Mike Hoffman Read More

GTM Design & Structure

What’s Stopping You from Effectively Reaching Existing Customers?

As sales cycles lengthen and new logo acquisitions become more challenging, more organizations are now shifting back to ...

31 Oct 23

4 min read

By Bryan Kurey Read More

GTM Design & Structure

Driving Sales Velocity in a Challenging Market: Discover the 4 Traits That Set Top Sellers Apart

In the ever-evolving sales landscape, understanding what drives success can often seem like deciphering an enigma. Howev...

19 Oct 23

6 min read

By Rick Karlton Read More

GTM Design & Structure

Conversation on Driving Sales Productivity and Performance

In thinking about growth imperatives for 2024, leading chief revenue officers (CROs) have been looking into ways to harn...

28 Sep 23

5 min read

By Anthony Erickson Read More

GTM Design & Structure

Finding the Right Starting Point for AI in Sales

The present state of artificial intelligence (AI) development and the proliferation of use cases for this technology has...

21 Sep 23

7 min read

By Bryan Kurey Read More

GTM Design & Structure

Planning to capture the full potential of your existing customer base

For many companies, customer marketing remains an untapped driver of growth, yet it is often overlooked in favor of new ...

19 Sep 23

3 min read

By Bryan Kurey Read More

GTM Design & Structure

Improving Sales Effectiveness with Account Segmentation

If you’ve been following recent SBI content on annual planning, you may have already seen some key takeaways from SBI re...

14 Sep 23

7 min read

By Bryan Kurey Read More

GTM Design & Structure

Which Seller Approach Increases Deal Size and Speeds Deal Velocity?

There isn’t a CEO out there that hasn’t noticed the overall decline in commercial productivity in recent quarters. SBI’s...

31 Aug 23

6 min read

By Nick Toman Read More

GTM Design & Structure

How to Drive GTM Growth in a Slow Market

Over the past year, CEOs have been hunkering down, preparing their organizations for a recession that never came. Even t...

17 Aug 23

4 min read

By Mike Hoffman Read More