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Customer Success Strategy

Why Most Price Objections Aren’t About Price

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

5 Jun 26

9 min read

By David Jacoby Read More

Customer Success Strategy

How to Engage the Stakeholders Who Influence Complex B2B Deals

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

26 May 26

14 min read

By David Jacoby Read More

GTM Design & Structure

AI Should Be Reducing Your GTM Costs. Here’s Why It Isn’t.

AI spend is up. Tool counts are rising. And GTM as a percentage of revenue across PE-backed SaaS portfolios has barely m...

20 May 26

13 min read

By Gabriel Mathews Read More

Coaching & Training

How to Build a Value Proposition That Earns Executive Buy-In

Most value propositions are built for the wrong audience. A sales professional who has spent months developing a technic...

20 May 26

10 min read

By Ray Makela Read More

GTM Design & Structure

Transforming Buyers into Lifelong Partners

Transforming Buyers into Lifelong Partners Business leaders frequently ask how to integrate these professionals effectiv...

15 May 26

5 min read

By Ray Makela Read More

Research Report

Your Largest Accounts Already Have the Pipeline. Here Is How to Find It.

There is a 22-point gap between CEOs who call account expansion critical and CEOs who trust their teams to execute it. T...

14 May 26

14 min read

By Craig Riley Read More

Coaching & Training

How to Create Urgency When Your Buyer Isn't Ready to Act

Sometimes we have problems, but we don't do anything about them. Other times, our problems are so urgent that we take im...

13 May 26

13 min read

By Ray Makela Read More

Coaching & Training

The Quarterly Revenue Review: Why Most Sales Teams Skip It — And How to Run One

The end of the quarter is one of the busiest periods for any sales organization. Salespeople spend the final days of the...

7 May 26

13 min read

By David Jacoby Read More

Pricing

Stop Subsidizing AI: Architect Profitable Monetization Strategies

The share of SaaS organizations shipping AI capabilities increased from 70% to 93% within a single year. This rapid mark...

6 May 26

7 min read

By Patrick Doran Read More

Customer Success

How to Reduce Customer Churn: A Diagnostic Framework for CSM Teams

Customer churn is a growing (and expensive) problem for SaaS companies. According to recent SBI research, Net Revenue Re...

6 May 26

10 min read

By David Jacoby Read More

GTM Design & Structure

Evaluate Q1 Growth Intelligence to Drive Predictable Performance

53% of executives remain confident in achieving 2026 targets, as overall commercial growth sentiment reaches a two-year ...

5 May 26

6 min read

By Craig Riley Read More

Coaching & Training

When Coaching Isn’t the Answer: How to Diagnose the Right Management Action

When a salesperson on the team is underperforming, coaching is often prescribed as the answer. Schedule joint sales call...

1 May 26

11 min read

By David Jacoby Read More

Coaching & Training

Why Sales Managers Keep Selling, and Why It's Hurting Your Team

Most sales managers were great salespeople before they were promoted. That's usually why they got the job. And in many c...

30 Apr 26

10 min read

By David Jacoby Read More

GTM Design & Structure

CRO turnover is breaking GTM performance

GTM investment is up. Growth is down. And the most common intervention, replacing the chief revenue officer, is not chan...

17 Apr 26

5 min read

By Gabriel Mathews Read More

GTM Design & Structure

What “Good” GTM AI Actually Looks Like in Practice

Most GTM teams believe they are implementing AI. The results suggest they are not. Adoption is high, and activity is inc...

17 Apr 26

10 min read

By Craig Riley Read More

GTM Design & Structure

AI is Now Your Newest Teammate

AI is Now Your Newest Teammate: The 'Agentic Journey' in Customer Success We recently returned from the Pulse conference...

10 Apr 26

7 min read

By Ray Makela Read More

Coaching & Training

Prevent a Heated Price Negotiation

Discounting is expensive, yet in many sales transactions today it’s still the norm. All too often, salespeople give disc...

9 Apr 26

7 min read

By Ray Makela Read More

Coaching & Training

How Sales Managers Build a Revenue Operating System

Revenue Reporters or Revenue Leaders? How High-Impact Sales Managers Build a Revenue Operating System Most sales manager...

3 Apr 26

9 min read

By David Jacoby Read More

AI-Driven Insights

The SaaS Survival Guide: 6 Archetypes and the 3 Threats of the AI Era

For two decades, SaaS growth followed a predictable sequence. Customer acquisition drove internal headcount, and that hi...

2 Apr 26

9 min read

By Craig Riley Read More

GTM Design & Structure

The Automation Illusion: Why Go-To-Market AI Strategies Are Failing

Go-to-market AI strategies are largely failing to produce tangible financial results. Currently, only 18% of sales organ...

24 Mar 26

8 min read

By Ray Makela Read More

RevOps & RevTech

RevOps Leaders Roundtable: AI, Efficiency, and Revenue Operations Priorities for 2026

Revenue Operations leaders are navigating a rapidly shifting landscape in 2026. Artificial intelligence adoption is acce...

13 Mar 26

9 min read

By Adam Sheehan Read More

GTM Design & Structure

TAM Trap: Why Bigger Markets Can Slow Revenue Growth

Bigger TAM, Worse Results: The Coverage Trap Killing Revenue Growth On paper, things looked promising. A billion-dollar ...

12 Mar 26

5 min read

By Craig Riley Read More

Research Report

Revenue Outperformers 2026: 3 Strategies to Accelerate Growth

3 Ways Revenue Outperformers Are Accelerating in the Turns Professional drivers understand that winning happens in the c...

10 Mar 26

5 min read

By Ray Makela Read More

Coaching & Training

Mastering the Sales Pipeline: The Five Factors Behind Predictable Revenue

The Sales Manager’s Dilemma Imagine this: it’s the last week of the quarter, and you’re staring at a revenue gap that wa...

10 Mar 26

9 min read

By Ray Makela Read More

GTM Design & Structure

The Shift to Strategic Revenue Enablement

The Enablement Execution Gap Companies invest millions in sales teams, technology, and processes; enablement serves as t...

2 Mar 26

4 min read

By Ray Makela Read More

GTM Design & Structure

How to Build a Sales Coaching Culture | SBI Podcast

Sales organizations constantly look for ways to scale success, and the frontline manager serves as the ultimate force mu...

27 Feb 26

8 min read

By Ray Makela Read More

GTM Design & Structure

The AI Tipping Point in Sales Enablement

Operationalizing AI for Faster Onboarding and Better Coaching Sales organizations face a critical moment with artificial...

27 Feb 26

7 min read

By Ray Makela Read More

GTM Design & Structure

The Great Unbundling: Rethinking Value in the AI Era | SBI Insights

Source: SBI Growth Advisory (2026), The Great Unbundling: Why Your NRR Is Declining Even as Customers Extract More Value...

27 Feb 26

4 min read

By SBI Read More

Coaching & Training

Enablement Leaders in 2026: Engineering Growth From the Base With AI

When we brought together enablement leaders for SBI’s Q1 2026 Enablement Growth Forum, a familiar pattern showed up with...

17 Feb 26

15 min read

By Ray Makela Read More

Insights

The Deal Doesn't End at Signature: Why Your CS Strategy is Leaking Revenue

B2B revenue teams still over-rotate on the sale and under-invest in what happens next. We celebrate the "hunter," alloca...

13 Feb 26

6 min read

By Ray Makela Read More

GTM Design & Structure

Procurement Teams are Not the Enemy. They’re the Gatekeepers.

Sales professionals often view procurement as the place where deals go to die. We see them as margin killers. We see the...

13 Feb 26

9 min read

By Ray Makela Read More

Insights

Your Customers Are Lying To You | SBI Insights

If you're relying on satisfaction scores to guide your NRR investments, you're building on quicksand. Here's why: 84% of...

12 Feb 26

3 min read

By SBI Read More

GTM Design & Structure

The AI Hype Meter Is Redlining

Scroll through LinkedIn. Try to find five posts that do not mention artificial intelligence (AI). You cannot do it. The ...

5 Feb 26

6 min read

By SBI Read More

Coaching & Training

The "Growth at All Costs" Era is Dead

The market has undergone a fundamental shift. We have moved from a world that prioritized revenue growth above all else ...

5 Feb 26

6 min read

By Nick Toman Read More

Coaching & Training

The Playbook Fallacy

Most sales leaders would never put an untrained pilot in a cockpit. However, every day, organizations allow new sellers ...

3 Feb 26

6 min read

By Ray Makela Read More

GTM Design & Structure

The Lost Lever of Inorganic Growth

$350B worth of 2025 technology acquisitions will fail – highlighting a practical guide to harmonizing your post-M&A ...

20 Jan 26

8 min read

By Patrick Doran Read More

Coaching & Training

The Manager of the Future: Making Sales Management More Human with AI

Selling really is more complex than it used to be. Buying groups are bigger. Risk is higher. Priorities change weekly. I...

6 Jan 26

7 min read

By Ray Makela Read More

Enablement & Training

A Fast Start Decides the Year for PE-Backed Companies

The beginning of the year carries more weight in PE-backed companies than most teams acknowledge. The plan is finalized....

19 Dec 25

5 min read

By SBI Team Read More

Coaching & Training

3 Goals for Sales Reps to Achieve Early in the Sales Cycle

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

18 Dec 25

6 min read

By David Jacoby Read More

Insights

Overly Ambitious Targets Set by PE Owners

Industry Context The healthcare IT sector faces mounting pressure from regulatory changes, digital transformation demand...

11 Dec 25

4 min read

By SBI Read More