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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

1 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

2 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

1 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

3 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

2 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

1 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

2 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

3 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

3 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

2 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

2 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

2 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

2 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

4 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

2 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

3 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

2 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

3 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

1 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

3 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

3 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

2 min read

By Mike Hoffman Read More

GTM Design & Structure

Why Generative AI Should Be Part of Your Sales Toolkit

Generative AI has emerged as a game-changer in the world of sales, lending itself as a potent tool to augment the capabi...

16 Aug 23

2 min read

By Ray Makela Read More

GTM Design & Structure

Unleashing Your Sales Team's Potential: A Proven 4-Step Process to Develop and Achieve a Vision for Success

As sales managers, it's easy to get caught up in the day-to-day hustle of achieving immediate results. However, true lea...

1 Aug 23

3 min read

By David Jacoby Read More

GTM Design & Structure

Are Your Commercial Initiatives Driving Growth?

Every viable company has a unique growth thesis with seemingly endless paths to create value. The challenge that many co...

6 Jul 23

2 min read

By Nick Toman Read More

GTM Design & Structure

Is Your Sales Approach Lengthening the Sales Cycle?

Uncertainty still prevails in today’s business environment. For salespeople, it has led to significant challenges in sal...

29 Jun 23

2 min read

By Bryan Kurey Read More

GTM Design & Structure

Some Companies Are Seeing Serious Sales Momentum in 2023

The latest SBI survey of CEOs shows that even in the face of today’s economic uncertainty, the more committed a company ...

1 Jun 23

1 min read

By Bryan Kurey Read More

GTM Design & Structure

Why You May Already Have The BEST Sales Team Right Now… and Not Even Know It.

Where does talent really come from? It’s a simple equation: Talent = Sales. And the more talent your organization has, t...

11 May 23

1 min read

By Anthony Erickson Read More

GTM Design & Structure

Inside Look: How a Talent Assessment Helped Improve Sales Productivity

ACME sought to improve its sales productivity and create value in its ever-growing organization. To accomplish this goal...

3 May 23

3 min read

By Anthony Erickson Read More

GTM Design & Structure

Leading Through Market Uncertainty & Driving Revenue Growth

At a closed-group leadership roundtable I recently hosted, I heard firsthand from market-leading CEOs that their busines...

19 Apr 23

2 min read

By Mike Hoffman Read More

GTM Design & Structure

A CRO's First 100 Days to Drive Revenue Growth

As a Chief Revenue Officer (CRO), you are responsible for the growth of your company’s revenue, and this is no small tas...

15 Mar 23

3 min read

By Andrew Urteaga Read More

GTM Design & Structure

Why Talent Assessments Are Necessary for Your Revenue Growth Strategy

Growth leaders understand that the key to a successful sales team is having well-trained and motivated employees who wor...

8 Mar 23

2 min read

By John Staples Read More

GTM Design & Structure

Corporate Culture: How To Instill A Positive Organizational Mindset

As CEO, my job is to help all the people on my team realize their full potential. Everyone comes to work with varied str...

4 Jan 23

3 min read

By Mike Hoffman Read More

GTM Design & Structure

Four Actions to Avoid During a Recession

The media, public markets, and even the U.S. Federal Reserve have created a tidal wave of uncertainty. Yet despite their...

15 Dec 22

4 min read

By Nick Toman Read More

GTM Design & Structure

Missed Your Number? Target Your Customer Base

Economic uncertainty has been a mainstay in recent years. Couple that with the average tenure of a CRO at just 19 months...

17 Nov 22

3 min read

By SBI Team Read More

GTM Design & Structure

The Annual Revenue Plan - A CEO’s Roadmap to Value Creation

Comparing last year’s SBI CEO survey results against this year’s shows a more cautious, even conservative, growth postur...

28 Sep 22

2 min read

By SBI Team Read More

GTM Design & Structure

Pull the Right Growth Levers Using the Value Creation Quadrants

The window for fact-driven, thoughtful changes in your value creation strategy is closing remarkably quickly. Recent his...

7 Sep 22

2 min read

By Nick Toman Read More

GTM Design & Structure

6 Leadership Lessons for Incoming Growth CEOs

As I prepared to step into the role of CEO at a transitioning company that was on the cusp of massive growth and facing ...

24 Aug 22

3 min read

By Mike Hoffman Read More

GTM Design & Structure

How CEOs Can Win the Battle for Talent

John Wilson, founding CEO of Wilson HCG, a global talent solutions leader, has a coveted front row seat for The Great Re...

1 Apr 22

1 min read

By Matt Sharrers Read More

GTM Design & Structure

Five Questions with Smart Selling Tools’ Founder, Nancy Nardin

The salestech landscape continues to explode, with more than 1200 solutions currently available for growth leaders to pu...

26 Jan 22

3 min read

By SBI Team Read More