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New Trends in Technology Enabling the Inside Sales Function

Just a few years ago inside sales was the runny-nose little brother when compared to field sales. This meant getting the hand-me-downs of field sales technology and being an afterthought in sales process and enablement. Fast forward to today…..the inside sales...

How Can the Revenue and Sales Enablement Function Best Support Account Management?

Getting Ahead in Your Sales Enablement Role You’ve just been promoted to be the new Head of Sales Enablement. Now you’re tasked to take over a function that once belonged to marketing. Your organization has veered into a content driven account...

Why the Sales and Marketing Functions Need to Care About Product Lifecycle Management (PLM)

How often do you hear sales and marketing teams being critical of the product portfolio? Your products! It is easy for people to sit in the cheap seats and judge. But why does it continue to happen? Ironically, it’s because...

Transform Your Tactical Sales Operations Group into a Strategic Revenue Operations Function

Nobody wants to be the bad guy. Setting up rules and guidelines for the sales force to follow feels an awful lot like being a parent to a group of rowdy teenagers. Enter this information here, follow this new process...

Sales Ops Functions & Descriptions Tool

Download the Sales Ops Functions & Descriptions Tool below. Key Benefits: Outline the steps to follow for developing your sales ops charter Evaluate what sales ops functions to use, which to save, and which to throw out Add these steps to the sales ops...

Bringing Clarity to the Ill-defined Sales Enablement Function

On this week’s SBI Insider Video Podcast we discuss Sales Enablement, a surprisingly ill-defined and misunderstood term. My colleague Mike Drapeau and I discuss the right paradigm for training. The goal of Sales Enablement is to drive revenue per sales...

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...

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 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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