SBI Blog Revenue Growth Insights

“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...

Whether your selling virtually or in-person, the first minutes of an initial sales call with a new prospect are critical...

For Sales Operations leaders on a calendar year, we are rapidly approaching annual planning season. As if it wasn’t diff...

The COVID-19 pandemic has been the ultimate validation of the importance of leadership abilities for sales managers. In ...

In the span of a few weeks, the work world has shifted en masse from regular offices to working at home as a result of t...

According to industry research, sales managers that devote more than three hours of coaching per month to each of their ...

Most sales managers know they need to coach their salespeople to maximize performance, but they don’t know how to get st...

Asking great questions is an essential skill every successful sales professional must master. That’s because when you as...

Imagine achieving phenomenal sales growth with no salespeople. Impossible? Well, Dropbox, the file storage company, foun...

In today’s crowded marketplace, it’s easy to forget how many choices your buyer has. Buyers have a difficult time differ...

If you're a football fan, you're no doubt familiar with the woeful tale of Johnny Manziel’s brief professional football ...

Many sales leaders tend to over-focus on creating scripts for their sales teams. These include prospecting scripts, pres...