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Strategy
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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...

Newly Hired Sales Leader? Why You Must Get Your Sales Strategy Right

As a newly hired sales leader, it’s tempting to sit back and enjoy the honeymoon phase of the job. However, when the spotlight wears off, or rookie mistakes become less forgivable, it becomes a long road to make up any...

How Multi-Touch Attribution Marketing Can Help You Increase Cohesion Between Marketing and Sales

A key benefit of Multi-Touch Attribution Marketing is that it can help marketers fine-tune their strategy. Knowing which content is resonating with different buyers helps them define the types of content and channels that they want to use to target...

How a Sales and Marketing Leader Makes Meaningful Connections with Self-Serve Customers

With more and more possibilities available to the online consumer, the desire for self-serve options does not seem to be subsiding anytime soon. With more independent and educated customers, where do sales and marketing fit into this new model? In his...

Navigating the Digital Disruption to Your Sales Channel Strategy

If you are reading this article and you work in the B2B space, you have most likely been inundated with buzzwords surrounding Digital and how it is disrupting your industry: Digital strategy, digital transformation, eCommerce, big data, IoT, AI, and...

Survey Results: How CEOs Are Leading Their Sales Transformation

Great leaders know how to navigate these choppy waters, but the economic uncertainty has created a new layer of challenges. While many are still struggling to survive, others feel that recovery is fully in place and are on the upswing....

CMOs: How Are You Aligning With Sales to Execute the Annual Plan?

No one disputes the importance of Sales and Marketing alignment, especially in today’s uncertain environment. However, the challenge lies in developing a successful interlock process around annual planning that still allows both organizations the agency to complete detailed domain-specific plans. In...

How a Sales and Marketing Leader Deploys AI for an Exceptional Customer Experience

In a virtual world, Customer Experience has definitively been at the forefront of the digital revolution. How has your company adapted to the new demands of the market? Many have been turning to AI and automation for an optimized experience. On...

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...

How Best-In-Class Sales Leaders Recover From a First Half Revenue Miss

If you’re like most Sales Leaders we’ve worked with, you’re glad the first half is behind us. You are also trying to figure out how to make up lost ground. We’ve found the two most effective ways to recover from...
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