SBI BlogRevenue Growth Insights

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

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

5 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

7 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

4 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

4 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

3 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

3 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

7 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

5 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

7 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

4 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

6 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

8 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

6 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

5 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

4 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

6 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

7 min read

By SBI Team Read More

Article

Four Risks Growth Leaders Must Consider for 2022, Part Four: Too Much Agility

While the current macroeconomic environment presents growth leaders with considerable opportunity, CEOs will benefit fro...

1 Dec 21

2 min read

By SBI Team Read More

GTM Design & Structure

Six Key Themes for CEOs to Win the Growth Battle in 2022

What sets CEOs of high-growth companies apart in 2021? Much of it comes down to focus and conviction. As part of a sever...

27 Oct 21

6 min read

By SBI Team Read More

Increase Customer Retention

How a Chief Customer Officer Helps Companies Overcome Common Digital Evolution Pitfalls

Nearly 1 year ago, the economy had come to an abrupt halt as many organizations waited to be ushered into a "new normal....

28 Sep 21

2 min read

By Matt Sharrers Read More

GTM Design & Structure

CCOs Are Appointed 2.2X More Than CROs and CMOs. Why?

While the position of the Chief Commercial Officer (CCO) has been around for some time, it is witnessing an upswing in a...

8 Jun 21

5 min read

By Ray Makela Read More

GTM Design & Structure

Are You Listening? Many Customers Prefer Inside Sales

Determine what type of reps you need, and the best organizational chart for you. Fight the urge to ignore Inside Sales b...

28 May 21

5 min read

By SBI Team Read More

GTM Design & Structure

Virtual Selling: A New Era Is Upon Us

Face-to-face selling is over, how will you arm your sales organization to effectively sell in this new environment? Rece...

28 May 21

8 min read

By Austin Kline Read More

GTM Design & Structure

The 5 components of a Channel Management Strategy

Cover the market completely with direct and indirect sales channels. It sounds crazy that your channel management strate...

27 May 21

3 min read

By Andrew Urteaga Read More

GTM Design & Structure

SPIN Selling Mistakes and How to Fix Them

Today we are discussing how to develop your sales strategy. To demonstrate how we need to sell today, we are going to bu...

27 May 21

5 min read

By Andrew Urteaga Read More

GTM Design & Structure

Three Sales Demo Disasters and How to Avoid Them

At SBI, our consultants sit through hundreds of Demos per year as part of our Go-to-Market consulting where we view exis...

27 May 21

8 min read

By SBI Team Read More

GTM Design & Structure

The Optimal Sales Manager to Rep Ratio

To the contrary, other organizations have cut back on sales reps due to economic conditions and kept Sales Management in...

27 May 21

4 min read

By Scott Gruher Read More

GTM Design & Structure

Top 3 Sales Strategy Priorities of CEOs

President of Sales demonstrates how to leverage the top sales strategies of CEOs to drive revenue growth and run a consi...

27 May 21

2 min read

By Matt Sharrers Read More

GTM Design & Structure

7 Key CFO Metrics You Should Use to Evaluate GTM Strategy

How do you know if your go-to-market (GTM) plan will succeed? Evaluating the effectiveness of a GTM strategy and the tea...

27 May 21

7 min read

By Ray Makela Read More

GTM Design & Structure

The CEOs 4 Most Common Go-to-Market Mistakes

Discover how top-growth CEOs sidestep four major pitfalls in going to market. Agility and willingness to iterate rapidly...

27 May 21

15 min read

By Matt Sharrers Read More

GTM Design & Structure

The True Cost of Keeping "C" Players

Do you know who your C Players are in your Sales Organization? Making your number might depend on it. Your C Players Are...

27 May 21

7 min read

By SBI Team Read More

GTM Design & Structure

What Every CEO Should Know About Their Data and Why They Should Care

CEOs often get lost in data while trying to decide what's working, if there is too much, or if it's even correct. But ev...

25 Apr 21

3 min read

By Matt Sharrers Read More

Increase Customer Retention

How a Sales and Marketing Leader Makes Meaningful Connections with Self-Serve Customers

With more and more possibilities available to the online consumer, the desire for self-serve options does not seem to be...

12 Sep 20

2 min read

By Matt Sharrers Read More