SBI BlogRevenue Growth Insights

How to Build Executive Presence in Sales Meetings Getting access to senior executives, the ones who control budgets or h...

Most prospecting campaigns fail for the same reason, and it's why many sellers don’t know how to write a cold email that...

Most B2B revenue leaders know their teams aren't closing enough deals. Diagnosing and fixing the underlying cause is cha...

Most account managers spend their time on the wrong accounts and the wrong conversations. The accounts that demand the m...

As a deal moves through the sales pipeline, buyers often ask for discounts because they see it as an obvious issue. The ...

Active listening is foundational to successful selling. It helps you truly understand their customers’ needs, build stro...

When a buyer says, “Your price is too high,” the salesperson’s instinct is to offer a discount. The hope is that by quic...

Every experienced sales professional has been there: your deal is progressing, you have a great relationship with your c...

As a sales manager, you have a limited amount bandwidth to go on joint sales calls with your sales reps. While going on ...

The Scaling Paradox Your revenue target just doubled. Your CEO wants to know: how many more reps do we need? Most sales ...

The Surface vs. Reality Problem Management presents a growth story: "Strong pipeline. High win rates. Happy customers." ...

Your sales team is busy. CRM logs show calls, emails, meetings. Activity dashboards are green. So why aren't you hitting...

Managing a high-performance sales team can be challenging. One of the main challenges is that the job requires sales man...

If you follow professional football, then you know that Shedeur Sanders was the big story of the 2025 NFL draft. For you...

One of the biggest challenges for a sales organization is moving upmarket. For example, if you target the small- and med...

Sales enablement has boomed. The State of Sales Enablement Report for 2023 found that the number of businesses with a de...

Companies selling into a complex B2B sales environment are shifting away from traditional, stage-based forecasting model...

Sales leaders prioritize seller training, but they often overlook training for frontline sales managers, one of the most...

In the fast paced world of private equity, predictability is one of the most critical attributes a CRO can cultivate. In...

As a sales manager, you may not consider yourself a sales leader. After all, strategic leadership issues fall within the...

As the new year begins, commercial organizations often see an opportunity to reset and optimize. But for many teams, thi...

1. 6 Differences Between Sales and Account Management Dive into the 6 key differences between sales and account manageme...

One frequently discussed issue by negotiation experts is when you should make the first offer in a negotiation. Conventi...

Accurate sales forecasting is essential for business success. But it can be difficult to get it right due to certain mis...

Driving GTM efficiency was the focus of this year’s annual planning webinar series. Optimizing your GTM strategy for eff...

Like a championship sports team that needs great athletes, exceptional salespeople are the lifeblood of a high-performin...

Sales professionals frequently talk about “selling value,” but few know how to focus the conversation on issues that imp...

While sales objections are frustrating, they can be valuable opportunities to build trust, address concerns, and ultimat...

No matter how good you're at selling at some point in the sales process, you'll get some objections. Common objections w...

Today’s buying environment is one of rising costs and shrinking opportunities: B2B organizations have seen their sales a...

An engaging and impactful sales kickoff (SKO) event goes a long way in setting the tone for your sales team's performanc...

Sales playbooks are a foundational tool for any sales team. Sales playbooks provide clear and concise guidelines and bes...

The classic sales maxim, "People buy from people they like," is supported by extensive behavioral science research. Dr. ...

When we think of great coaches, the picture that frequently comes to mind is of tough, no-nonsense football coaches—"fie...

Industry research shows that consistent sales coaching can dramatically improve the performance of sales teams, driving ...

As technology evolves, so do the strategies used by sales professionals to reach potential clients. Today, a multi-chann...

Based on SBI’s observations, most Sales teams operate at just half of their potential—and yours could be one of them. Da...

Prospecting is a numbers game with a high rejection rate, so it is easy for reps to get discouraged. Just asking your re...

Gone are the days of endless cold calls and the limitations of geographic reach. Virtual prospecting unlocks a world of ...

Prospecting has evolved as automation has made creating, sending, and tracking multi-email sequences to prospects easy. ...

If you have ever run a sales meeting, you know that most salespeople aren’t thrilled to attend and prefer to spend time ...

Generation Z is all about tech. However, when building relationships with customers, they might struggle a bit compared ...

Sales opportunities can easily lose momentum and stall, creating a bottleneck in the sales funnel and leading to lost de...

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

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

Today's sellers must be proficient in face-to-face and virtual selling. This means that sales success requires many skil...

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

Are you looking to maximize your team's performance? Dive into the four pivotal sales management styles—Directing, Selli...

Creating new sales opportunities and moving them efficiently through the sales process is a critical differentiator of h...

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