The most popular revenue growth articles read by head of sales and CRO subscribers the last 30 days.

5 Steps to Exceed Your Annual Revenue Number

You are deep into the first quarter. Do you have a plan to hit your 2018 revenue goal? Every sales leader knows the routine. You crushed last year’s number. Your CEO and board repay you with a new, unrealistic revenue goal. The next 10 months will pass quickly, here are five steps to set you up for success.


A Channel Strategy to Out-punch Your Weight Class

Burney Barker, SVP of Worldwide Sales at Gigamon is a transformative global sales leader with success at EMC, Dell, and now Gigamon. With 96%+ of Gigamon’s revenue coming through partners, and Burney coming off the best quarter in the company’s history, I can’t think of a better guest to discuss channel partners. 


The Sales Leader Dilemma – Doing More With Less

Each year, many sales leaders face the reality of an increasing target and static headcount. Some are blessed with new products or additional marketing to support the cause.  Others are left with the challenge of doing more with less. There are surprisingly simple concepts that can help get more out of your sales team. 


Generate Shareholder Value with a Sales Transformation

Jack Molloy, EVP of Worldwide Sales and Services for Motorola, demonstrates how a worldwide sales leader can transform the sales force of a publicly traded company. Jack has transformed the sales force and generated tremendous growth in shareholder value.  Jack is here today to share how he made that transformation happen.


SBI’s Top 10 SaaS Metrics

The recent explosion of business intelligence and analytics tools has resulted in organizations measuring everything under the sun. We often find that the problem is not a lack of KPI’s, rather too many KPI’s. For most businesses 5-10 KPI’s is enough to capture the trends, identify areas of opportunity and dig further into those areas. Download the top 10 SaaS Metrics.


How a New Head of Sales Gets Off to a Fast Start

Jennifer Bakunas, the Senior Vice President of Americas Sales for Monotype has a wealth of experience, from spinning up successful start-ups to running enterprise sales teams. She took over the sales leadership role at Monotype last year, and we join her at the end of one year to discuss her successful transformation of the 100-plus person sales force.


Already Think Your 2018 Quota is Mission Impossible?

When setting a yearly quota, all too often leadership defers to a top-down approach. Territory potential, industry dynamics, and the skill-set of the sales team are not taken into consideration. Reps get overwhelmed and nothing gets achieved. Here is what Sales leaders should do to ensure their team makes quota in 2018.


How To Execute A Sales Transformation

JD Miller, the General Manager and Head of Sales for BravoSolution has led four organizations through a successful transformation.  Most recently, JD lead the sales and marketing team at BravoSolution through an incredible transformation to generate new logo revenue. He is here today to share how he made a successful exit happen.


7 KPIs to Evaluate Go-To-Market Effectiveness

Evaluating the effectiveness of a Go-to-Market (GTM) strategy, and the team driving it, is a challenge. How do you know if you have the right GTM strategy? Here are 7 KPIs you can use to assess their GTM plan to determine the probability of success.


An Additional Resource


Here is an interactive tool that will help you test and rate your revenue growth strategies against SBI’s emerging best practices.


Sales Revenue Growth





Matt Sharrers

Leads the firm's focus on the CEO’s role in accelerating revenue growth by embracing emerging best practices to grow revenue faster than the industry and competitors. 

Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.


Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.


Prior joining SBI in 2009, Matt spent eleven years leading sales and marketing team teams as a Vice President of Sales. Matt has “lived in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.



Read full bio >