In this Sales Readiness Podcast episode, our host Ray Makela, SBI’s Managing Director of Talent Development, is joined by Dave Lingebach, SBI’s Senior Research Manager, to break down the findings of SBI’s latest research report, in partnership with the Revenue Enablement Society, Closing the Training Gap for Frontline Sales Managers. In this conversation, they break down the implications of continually investing in the upskilling of frontline sales managers, as this role has the greatest influence on the performance of a sales team.  

Key Takeaways:  

• Organizations with dedicated sales manager training outperformed those without by a 7% increase in quota attainment.  

• The skills required to be a great sales manager or coach are vastly different from the skills that make a great seller.  

• Competing priorities are the number one reason frontline sales manager training is overlooked.  

In this episode of The Climb podcast, our host, Cliff Simon, CRO of Carabiner Group, a part of SBI, sits down with Kevin “KD” Dorsey, Founder of Sales Leadership Accelerator, to unpack the transformative role of AI in frontline sales management.  

 
Key Takeaways:  

• Repetition drives mastery. Real progress comes from focused repetition beyond initial exposure to a new skill.  

• Frontline managers are often ill-equipped to lead. Investing in their development pays of exponentially across the team.  

• AI tools can reinforce what good looks like and help managers deliver consistent, targeted coaching.  

In this episode of the Sales Readiness Podcast, Ray Makela, SBI’s Managing Director is joined by Ethan Radoff, Partner at SBI, to explore the critical role of building strong relationships and rapport in sales. The two discuss why trust and emotional connections are essential in the sales process and how sales professionals can improve their ability to connect with buyers. With a strong focus on delivering value in every interaction and sustaining long-term customer relationships, Ray and Ethan outline practical strategies and techniques for improving sales effectiveness.

Key Talking Points

• Active listening is a superpower.

• Engaged, thoughtful conversations build trust and credibility.

• Sustained relationships drive long-term success.

• Post-sale engagement is just as important as pre-sale interactions.

• Sales is still a people business.

• Emotional connections drive decision-making just as much as a product offering.

In this episode, Anthony Erickson, SBI Managing Partner, hosts JD Miller, author of “The CRO’s Guide to Winning in Private Equity,” to discuss the implications of a growing company, and the necessary mindset and strategy adjustments that come with major transitions. They dive into the tough decisions leadership must make in order to maintain focus on the long-term goals of an organization.

Key Takeaways:

• Strategies to identify and avoid common leadership blind spots when scaling an organization.

• Ways to combat the natural tendency to become risk-adverse, despite growth coming from agility and innovation.

• Assessing the practicality and benefits of major operational and leadership changes before making a quick decision.