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The Impact of Your Digital Evolution on Your Customer Acquisition Cost

The global pandemic has brought about the greatest virtual sales experience ever to occur. Organizations that were staving off digital evolution were forced into adoption, while those that had embraced digital were positioned for success. In a multi-quarter stretch where...

Why Sales Leaders Should Care About DEI

Traditionally, B2B sales teams are mostly dominated by men. Though female sales reps earn a base pay of 33% lower than male reps, women are still paid higher at a commission rate. In fact, in a study 86% of women...

How Sales Leaders Avoid a Talent Exodus in Challenging Times

As a sales leader, you view the revenue planning process as a tug-of-war between reality and board expectations. Did you have a killer year where you blew past your number? The board wants 15% more on top of that next...

How to Plan Your Digital Strategy for 2021

As we round out 2020 and begin to look ahead to 2021, the topic of revenue planning is surely at the forefront of conversations between your company’s leadership team and board members. While your annual revenue planning activities may focus...

Client Advisory Board

SBI’s Client Advisory Board Invitation-only peer groups that explore emerging best practices and guide SBI’s strategy and research Chief Executive Officers SBI’s CEO Board lies at the pinnacle of SBI’s Executive Programs. A key component of SBI’s Research Institute, this exclusive group exists...

Consumers Have Spent Over $50B in Mobile Apps This Year—How Much Did Your Company Capture?

Everyone Went Digital During Lockdown – Did Your Mobile Experience Improve? Many people have found themselves spending more time on their smartphones these days. Lockdown orders and social distancing have driven an increased dependence on smartphones across all facets of daily...

How to Lead a Digital-Oriented Sales Strategy

At this point in 2020, all your competitors have undergone some variation of a “digital transformation” to supplement an end-to-end data-driven, Customer Experience (CX) focused digital sales strategy. A recent study conducted by KPMG found that over 90% of companies...

Proper 2021 Planning Will Require a New Level of Focus

No more bets, please. Have you ever been at a roulette table next to the person who bets on nearly every number? They practically cover the board betting the majority of the 38 numbers, 0 & 00 included, not realizing...

6 Ways to Make Change Management Less Excruciating

To say that change is difficult is an understatement. It explains why some of us are still proudly wearing the hole-ridden t-shirt they’ve had since college (guilty as charged). In a work environment, change is even harder. Especially when you’re...

How Sales Leaders Should Be Thinking About Innovation in 2020

Running a sales transformation is difficult. In our experience at SBI, we have found that the organization’s culture, increased collaboration, and focus on value creation are key levers to successfully grow revenue. Additionally, we also see innovation as being a...
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