See what your peers are reading — the most popular articles viewed by our Sales subscribers.

Here are the most popular posts read by our Sales subscribers…

 

Article: Why Top CROs Care About Sales Velocity

 

Measuring Sales Velocity is an effective way to highlight issues in the sales process by stage where bottlenecks exist. Calculate your organization’s Sales Velocity by region and business unit to find and address opportunity areas in your sales process.

 

 

 

Article: How Sales Leaders Avoid a Talent Exodus in Challenging Times

 

A main tenet of B2B sales is that it is often more cost-efficient to sell to and service your existing customers versus acquiring new ones. This concept also applies to your sales talent strategy. You don’t want to be continuously identifying and hiring new reps. You want to retain your top performers in order to maintain your well-oiled revenue-generating machine. Read on to understand the top 5 things you must get right to ensure you are retaining your top performers and consistently hitting your growth objectives.

 

 

Podcast: How a Marketing Leader Relentlessly Drives Alignment With Sales

 

Lori Christiansen, VP of Marketing at Motus, joins SBI Managing Director, Tony Erickson, to discuss how market-leading companies drive alignment between sales and marketing to accelerate revenue growth.

 

 

 

Article: Why Sales Leaders Should Care About DEI

 

There are many studies that have shown why implementing a Diversity, Equity, and Inclusion (DEI) initiative will help you make your number. DEI cannot be a short term initiative for a PR stunt. To really reap the benefits of DEI, integrate the strategy in your company’s values.

 

 

 

Article: How to Plan Your Digital Strategy for 2021

 

2021 offers us a rare chance to “reset.” While your business may still need to deal with many of the same challenges faced in 2020, now is the time to look at your revenue planning strategy and consider an agile approach to digital transformation. Read on to learn what makes a successful digital transformation and how to prioritize your efforts.

 

 

 

Discover more insights for sales leaders here.

ABOUT THE AUTHOR

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 to joining SBI in 2009, Matt spent eleven years leading sales and marketing 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.

 

 

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