SBI | GTM Insights

Are your sales reps practicing on your customers?

For most revenue teams, the answer is uncomfortably close to “yes.” The first time a seller’s skills are truly put to the test is often during a live customer conversation—when the stak...

Most deals do not die because a rival wins. They die because the buyer decides the pain is easier to live with than the change. That is the hard truth behind the last conversation with Steve Shorey, author of “The Pillars...

Most sales organizations know how to run a strong kickoff. The room feels aligned. The message lands. The field leaves with energy. 

Then the real test begins. 

What happens 30, 60, and 90 da...

How to Build Executive Presence in Sales Meetings

Getting access to senior executives, the ones who control budgets or have authority, is critical to closing big deals faster.  But gaining such access is incredibly difficult, and onc...

It's never too early to plan next year's sales kick-off. With tighter budgets and greater executive scrutiny, SKOs require strong business cases and next-level design strategies. Let these do's and don'ts guide a smarter approac...