SBI BlogRevenue Growth Insights

Today’s buyers don’t like to be “sold” or pitched. They would rather feel like they are in control of their purchase pro...

Sales and account management are vital in driving revenue growth and cultivating strong customer relationships. Although...

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

Sales managers frequently find themselves immersed in the immediate, short-term results, making it quite a challenge to ...

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

In today's digital age, sales teams have many cool tech tools they can use. But if they don't use them properly, it can ...

Think of the last time you won a close, competitive sales opportunity. What tipped the scales in your favor? In sales si...

As a salesperson, you'll often encounter objections from buyers regarding the price. Though these objections can be frus...

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

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

The current phenomenon of “quiet quitting” has been gaining attention recently. It refers to the growing trend of employ...

In just a matter of a few months, ChatGPT has created a global frenzy. Its amazing capabilities show how Artificial Inte...

Being a sales manager is tough. They face unique challenges like hitting revenue targets, managing a diverse team, navig...

Last weekend, a strange man knocked at my front door. He introduced himself as a painter named Steve with a unique speci...

The “sell me this pen” test is a classic go-to question for sales managers interviewing sales candidates, and it’s easy ...

Hiring sales stars is an important yet challenging task for every sales manager. One challenge is whether to hire based ...

The success of any sales organization depends on having the right mindset, culture, and strategy. As two of the most suc...

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

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

During challenging economic times, it’s only natural for sales leaders to look for ways to do more with less. While your...

According to LinkedIn research, the turnover rate for salespeople increased up to 25% compared to the 2019 pre-COVID rat...

Providing regular, constructive feedback to sales representatives on their performance is an important part of their dev...

What’s the economic outlook for next year? Rising interest rates? Inflation? Recession? Answer: No one knows for sure. H...

Pipeline Management is a critical exercise with which many organizations struggle. High-growth companies with consistent...

Sales training is proven to help your team close more business deals, stay competitive, avoid discounting, win bigger de...

“Fall in love with the problem, not the solution.” That’s how Uri Levine, the co-founder of Waze, the world’s leading na...

In prospecting, the only thing worse than not setting a prospecting appointment is setting an appointment with the wrong...

During the pandemic, stuck at home with few restaurant options, I taught myself how to cook. As I became more obsessed w...

Can a new mattress change your life? Maybe—more on that later. But my recent experience shopping for a mattress highligh...

Asking great questions is foundational to consultative selling, but for many sales reps, this is easier said than done. ...

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

It may seem like a lifetime ago, but early in the pandemic people thought “Work from Home” was just a temporary disrupti...

It's been quite a year for sales leaders across the country. Before we gaze ahead to 2022, we want to take a quick look ...

Previously, we discussed why “linearity” doesn’t work when managing enterprise sales opportunities. Selling to the enter...

Many senior sales leaders are enamored with “linearity”- the concept that the sales process can be broken into monthly, ...

If you sell technology solutions, you know that meeting with Technology Officers early in the sales process can dramatic...

When navigating a large, complex sales opportunity, one of the most important relationships a sales rep can cultivate is...

“Do you mind if I ask you a few questions to understand your needs better?” This is the go-to line most salespeople use ...

Inevitably at some point during a sales call, the customer will ask, “Who else have you done this for?” What they’re rea...

In previous blogs, we discussed how to prepare for a meeting with a key executive (see here and here). But the 800-pound...

How do you prepare for a meeting with a CXO or other important executive? A friend of mine who is a senior investment ba...

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

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

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

To say your salesforce is changing is an understatement. Not only have there been shifts in adapting to a new virtual wo...

Here’s a post one of my colleagues recently made on LinkedIn after a long day of prospecting: “Today, I made 114 calls. ...

Early in the sales process, typically during discovery, it’s critical to learn as much about your customer’s issues, con...

As the calendar has turned to 2021, top-tier NFL teams are preparing for deep runs in the playoffs. Others are going bac...

Stop me if this sounds familiar: Your salesperson tells you that the first meeting with the major account was a success....

While COVID-19 has forced sales organizations to make a dramatic shift towards selling virtually, it hasn’t changed huma...