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Industry
Strategy
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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 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...

Virtual Sales Leadership Framework

Download the Virtual Sales Leadership Framework to see how Market Leaders are adapting to a new world. Fill out the form below to download the Virtual Sales Leadership Framework. ...

Revenue Multiplier, Not Cost Center: Why Sales Leaders Should Invest in Customer Success

As a sales leader, you have most certainly heard the words “Customer Success,” especially if you are a sales leader for a subscription-based technology company. Some companies tout customer success as the critical driver of their growth. Many others, however,...

Top 5 Insights for Sales Leaders This Month

This past month will have lasting implications for years to come. And what will resonate with businesses is how they chose to respond to the COVID-19 crisis. While new executive orders are put in place, and governments contemplate “opening” their...

How a SaaS Sales Leader is Staying the Course During COVID-19

We have seen first hand how the COVID-19 crisis has devastated businesses around the world for weeks. However, as we adapt to a new era of commerce, many companies have found opportunities to reevaluate their strategies and thrive. On today’s show,...

How Sales Leaders Are Prospecting in a COVID-19 World

Waking up today, there is a lot of uncertainty in your world as sales leaders. The way you are interacting with customers and even your own sales team have changed overnight. As my colleague points out in his recent post,...

How a Sales Leader Manages a Remote Workforce

Sales leaders around the world have been adjusting to working from home while attempting to maintain a team-oriented environment. However, leading a virtual workforce eliminates the face-to-face interactions that so many businesses have relied on. How do you sustain personal...

How a Sales Leader Moves Upmarket from SMB to Enterprise Customers

Moving from an SMB customer base to enterprise customers sounds like an excellent idea when presented in a board room. In reality, it is a very difficult and complicated transformation to pull off. In today’s interview, we are joined by Stefano...
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