May 11, 2021 –
This last year has presented innumerable challenges for sales professionals, but the greatest of them have centered around addressing the changing needs of buyers in a primarily digital environment. What may have worked for inside sales teams in the past...MORE >
April 29, 2021 –
Sales and Product are in constant tension with each other. Ideally, this friction is a catalyst for the two groups to rally together and drive top-line growth. However, this pressure can also lead to disengaged employee groups that resent each...MORE >
April 25, 2021 –
CEOs often get lost in data while trying to decide what’s working, if there is too much, or if it’s even correct. But even great data is futile if not activated properly across commercial functions.
On today’s show, Mike Dickerson, CEO...MORE >
April 20, 2021 –
According to Forbes, Customer-centric companies are 60% more profitable than companies that don’t focus on customers. Yet, as COVID moves from a moment in time to the new normal, CEOs must balance delivering differentiated customer experience while maximizing the value of...MORE >
April 15, 2021 –
What is your plan for achieving your revenue target in 2021? With new logo acquisitions increasingly scarce across industries, market-leading companies have had to reimagine how to go beyond the install base to optimize revenue generation.
SBI hosts multiple client advisory...MORE >
April 9, 2021 –
For many industries and companies, the pandemic has changed sales and marketing forever. In some ways, the changes manifest accelerating trends that were already in motion, and in other ways, the changes are new, permanent disruptions. Of course, every disruption...MORE >
April 7, 2021 –
Imagine the following: As you scroll through social media, you come across an ad. Not just any ad though, an ad for a product so specific to what you are looking for that you wonder how they were able to...MORE >
March 27, 2021 –
On today’s special edition of the Revenue Growth Help Desk, we celebrate Women’s History Month and are joined by three inspiring women leading the charge in revenue growth: Debra Walton, Chief Revenue Officer, Data & Analytics, London Stock Exchange Group,...MORE >
March 24, 2021 –
If you are not using BDRs, you probably have at least considered them. I have worked with many clients who have deployed them to marketing to qualify leads and to sales to prospect ideal target accounts. But what separates BDRs...MORE >
March 22, 2021 –
The number of A-Players an org has can make or break a sales leader’s ability to make their number. This, of course, has remained constant through the pandemic (80/20 rule). Leaders grapple with not having enough A-players in their...MORE >
SBI TV episodes bring you Sales and Marketing insights from B2B industry thought leaders and growth experts, on topics like product, pricing, customer experience and success, and go to market. Catch up on new and previous episodes here.