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SBI | GTM Insights: SBI Growth

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How to Assess Your Negotiation Leverage Using MASTER TACK

Many salespeople believe the buyer holds all the power in a negotiation, and that belief usually ends in an unnecessary discount. Learn how to assess your real negotiation leverage using MASTER TACK, SBI's ten-category fra...


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How to Assess a Salesperson's Coachability

Frontline sales managers rarely have enough time to coach...


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The Discovery Call Is Dead. What Sellers Need Instead.

Most sellers still open with questions they think show discipline. The reality is, buyers have already done their homework before the call even starts. That leaves the rep asking for details the buyer does not want to repeat.

The old discover...


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Consultative Selling in the Age of AI: Why It Matters More Now

Buyers now turn to generative AI before they turn to a salesperson, and that's changing what consultative selling in the age of AI actually requires. This post maps each stage of the buyer's Purchase Process to the sel...


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AI Slop Is Costing Your Sales Team More Than You Think

A salesperson sends a prospect a polished, confident-sounding email. Unfortunately, the industry statistic referenced in the email was outdated and misapplied, and the use case didn't match the buyer's business. The salespers...


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