SBI Blog Revenue Growth Insights

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...

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...

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. ...

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...