Quarterly Research Report Library

Revitalizing Growth: Accelerate While Others Stand Still

SBI surveyed over 1,300 CEOs over the last six months from both public and private B2B companies in software, IT services, UC&C, and business services, and have found that organizations have found themselves in one of three categories in response to the disruptive economic climate: Survivors, Observers, or Accelerators.

 

Download

Maximizing Enterprise Value Through CEO Selection

In this report, we discuss:

  1. Bias in the CEO selection process
  2. Research on CEO performance
  3. Why Sales CEOs more effective
  4. Advice to the Board: How to de-risk future CEO ‘new hire’ decisions
  5. What to do if the current CEO lacks a Sales background

 

Download

A Data-Driven Framework to Manage Top Line Distress in the Crisis

This executive brief helps CEOs, CFOs, and CROs identify and forecast demand shifts and their impact on top line revenue. Includes:

  • An explanation of the 7 forces that impact demand and how to find opportunities for growth within them
  • A 6-step action plan for navigating changes to demand
  • A template to drive action across revenue levers (product, pricing, marketing, sales, CX)

 

Download

Recession Proofing the GTM Engine: How Market Leading CEOs Prepare for Economic Headwinds

Key points include:

  • How market-leading CEOs approach recession-proofing differently than CEOs of average and laggard companies
  • Why strategies that worked during the last recession won’t work in the next downturn
  • How to choose the right go-to-market strategy based on your company’s maturity and revenue growth capabilities
  • The 10 growth metrics that matter — and benchmarks to evaluate your company’s performance

 

Download

 

Making Your Number in 2020

An extensive research study by SBI revealed a breakthrough finding: one of the strongest predictors of revenue growth is your annual planning process.

 

Download

 

Sales Leaders Can Recover from a First Half Revenue Miss

The research report reveals:

  1. Common barriers to recovery — low close rate, slow cycle time, insufficient pipeline, and open headcount — and how to overcome each
  2. Why conventional wisdom will steer you wrong and what to do instead
  3. The steps you need to take to make your number in 2019

 

Download

Poor Execution: Death Knell to your 2019 Sales Strategy

Learn how to:

  1. Respond to internal and external forces that threaten your team
  2. Empower sales managers to be change agents
  3. Implement an operating cadence that steers your team toward replicable success

 

Download

 

Execution Gaps Threaten the 2019 Strategy for Your Portfolio Companies

Operating partners can protect their portcos by knowing:

  1. When to retain vs. replace executive teams
  2. Why your “integration plan” should morph into an “execution plan”
  3. How to establish an execution activity cadence that all your portcos can leverage

 

Download

 

Why Execution Gaps Threaten the CEO’s 2019 Strategic Plan

A roadmap for CEOs to identify and close execution gaps across the organization:

  1. Moving from a passive to an active CEO
  2. Creating an execution-oriented culture
  3. Fixing execution weak links
  4. Establishing a proven operational cadence via direct reports

 

Download

Overweighting Executive Talent: The Key to a Successful 2019

Find out why overweighting executive talent is the key to success in 2019.

We cover:

  1. Executive alignment
  2. “A” player recruiting
  3. Succession planning

 

Download

The Talent Wake Up Call for Private Equity Firms: Talent Is An Investment Worth Making

Find out the 3 talent management strategies to employ to improve your deal success.

  1. Look but you can’t touch
  2. Doubling down on your investment
  3. Know when to say when

 

Download

 

The Talent Wake Up Call for Sales Leaders

Find out the 3 talent management strategies to employ to succeed in today’s competitive talent environment

  1. Deploy some ‘Rocket Science’ techniques to find ‘A’ players
  2. Accelerate new hires with self service, multi-dimensional onboarding
  3. Focus on sales management fundamentals that are surprisingly relevant

 

Download

The Critical 4: How Sales Leaders Create a Clear Path to Making the 2019 Number

Learn the Critical 4 for Sales Leaders:

  1. Develop a revenue plan to go after the right accounts, the right way
  2. Optimize coverage of ideal prospects
  3. Operate with a budget and demonstrate ROI
  4. Put the right feet on the street to execute the plan

 

Download

How Operating Partners Optimize the 2019 GTM Plans Across The Portfolio

Learn the Critical 4 for Portfolio Companies:

  1. Develop a revenue plan to go after the right accounts, the right way
  2. Optimize coverage of ideal prospects
  3. Operate with a budget and demonstrate ROI
  4. Put the right feet on the street to execute the plan

 

Download