The 21 Buying Methodologies
Recently, I’ve been somewhat fixated on the concept of methodologies. I wrote Which Sales Methodology and The Next-Gen Sales Methodology. ...
Tag: Featured
New Sales Leader? Avoid these 3 Common Mistakes
As an incoming Sales Leader, there is no time to waste. What is your plan to ensure you have success ...
Data Science and Sales Operations: Driving Greater Predictability Together in Uncertain Times
The most successful organizations are finding ways to drive greater certainty into their business through data. Learn how best-in-class Sales ...
What’s Your Ideal Customer Profile
Not every customer is “our” customer or even a potential customer. It’s common sense. We know we are supposed to ...
Four Questions to Predict Your A-Player Retention
The “war for talent” dominated headlines and SBI client conversations across 2021, with attrition rates ranging from 25-60%, and leadership ...
A Guide to OKRs for the Sales Ops Leader
Setting ambitious goals is easy. Reaching them is 10X harder. When that goal is divided across multiple people, the track ...
Building a B2B SalesTech Stack for Growth
The SalesTech landscape continues to increase in complexity. SBI outlines three key actions to help you get started on assessing ...
4 Keys to Successful Sales Management Meetings
Meetings don’t have to be a weekly annoyance for your teams. Leaders can build their meetings on these four qualities ...
How Omicron Is Impacting SKO Plans
An SBI pulse survey focused on commercial leaders' SKO and travel plans in 2022
What’s The Difference Between Sales Enablement And School?
Tools, systems, processes, training are not enough. To be effective as sales enablement teams and managers, we need to show ...
Sales VP Compensation – Sales Plan or Executive Plan?
Should the head of Sales be on a sales compensation plan or an executive compensation plan? The right design for ...
Four Risks Growth Leaders Must Consider for 2022, Part Four: Too Much Agility
Despite great external conditions and careful planning — a strong macroeconomic environment, big bets with aligned commercial capacity, and increased ...
Training Reinforcement: Is it Back to Business as Usual?
Sales training continues to be a huge part of sellers’ professional development. Still, for the billions that have been spent, ...
Four Risks Growth Leaders Must Consider for 2022, Part Three: CX Initiatives That Are No More Than Lip Service
Despite great external conditions and careful planning — a strong macroeconomic environment, big bets with aligned commercial capacity, and increased ...
Sales Math: The Impact of Discounting
The “lever” Sellers are quickest to reach for when confronted by a buyer’s resistance, sometimes ever before encountering any resistance, ...
Give your Sales People what they need!
Orrin Broberg, wrote a great post: 5 Critical Sales Enablement Mistakes To Avoid. His first point was stunning in it’s ...
How Strong is Your Commercial Culture?
The importance of having rigor, accountability, and intention cross-functionally is clear when you consider the relative performance of a commercial ...
How Evolved is your Sales Ops Function?
The topic of “Evolution of Sales Operations” is one which produces a plethora of search results on Google. As a ...
Revenue Operations Holds the Key to Unlocking Growth in 2022
In order to unlock Revenue Operations’ full impact on growth, ensure you are appropriately involving them in your annual planning ...
The Pipeline and Forecast are Different
I get into a lot of conversations about forecasts and pipelines. Sometimes, people tend to use these terms interchangeably. They ...