SBI Growth

The Annual Revenue Plan - A CEO’s Roadmap to Value Creation

SBI Growth

Comparing last year’s SBI CEO survey results against this year’s shows a more cautious, even conservative, growth posture being embraced. A year ago, we saw CEOs leaning into proven markets with their growth teams. Growth strategies were noticeably clearer after the emergence from the pandemic.

New Sales Leader? Avoid these 3 Common Mistakes

SBI Growth

If you are a transitioning sales leader, welcome, the clock is ticking… Faced with rigorous pressure to emerge victorious coming out of the gate, the average tenure for a Chief Revenue Officer is a mere 19 months.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

2022 State of SalesTech: Driving Adoption of Critical Operational Tools

SBI Growth

A few weeks ago, SBI Research shared a chart highlighting the reasons why top-performing SalesTech is falling short of desired outcomes after the investment. This has been a significant pain point facing revenue growth leaders and is magnified by the lack of adoption of critical tools.

Tools 284

4 Suggestions to Improve Forecast Accuracy

SBI Growth

Q1 is over and a strong indication of how the remainder of 2022 will unfold.

6 Proven B2B Marketing Strategies and How to Use Them

Bold tactics. Innovative ideas. Thriving revenue growth. Behind every great B2B marketing campaign is an amazing story. Learn the strategies behind six winning B2B marketing campaigns — directly from the marketers that made them. Read the stories now!

How Growth-Minded CEOs Clearly Define a Focused Set of Imperatives

SBI Growth

Leadership teams tend to activate multiple growth levers and ultimately cause friction in the business—a common problem. For CEOs wanting to create clarity and drive growth amidst uncertainty, they need to get on their front foot and drive relentless focus on a short set of key growth imperatives.

156
156

How CEOs Can Make the Most of Independent Board Members

SBI Growth

Last week, we assembled a group of Independent Board Members as part of SBI’s executive advisory board program.

Groups 277

Why Your SalesTech Isn’t Delivering, Part 1

SBI Growth

As commercial leaders are being pushed to grow at unprecedented rates, recent SBI research suggests that 57% of their highest-performing sellers are pursuing other opportunities.

Preview: Top Trends in B2B Go-to-Market for 2022

SBI Growth

As we look ahead to 2022, our team is hard at work on a “Top Trends” report that we’ll share early in January. Our intent? Sharing key themes and shifts in both growth strategy and growth execution as we consider what 2022 may hold for commercial leaders and their teams. type-article

Trends 284

Five Questions with Smart Selling Tools’ Founder, Nancy Nardin

SBI Growth

The salestech landscape continues to explode, with more than 1200 solutions currently available for growth leaders to purchase.

Tools 275

Best Practices for Pay Transparency Around Your Sales Reps

Speaker: Grayson Morris, CEO, Performio & Lisa Wallace, Co-Founder, Assemble

It's no secret that employees are leaving their jobs for greener pastures. Many are frustrated with their compensation and indicate this as a major driver of attrition. Learn how pay transparency around quota-bearing roles can help you retain and motivate your reps in this webinar!

Building a B2B SalesTech Stack for Growth

SBI Growth

Commercial leaders have been introducing sales technology for years in an effort to boost seller productivity and efficiency.

B2B 284

Four Questions to Predict Your A-Player Retention

SBI Growth

The “war for talent” dominated headlines and SBI client conversations across 2021, with attrition rates ranging from 25-60%, and leadership teams scrambling to both backfill open roles and future-hire sufficient headcount to achieve growth goals. type-article

How a CEO Accelerates Growth in Less Time

SBI Growth

Private equity-backed companies are served with high expectations for accelerated growth. CEOs are operating in months, not years, and are challenged with generating revenue faster and in a variety of forms. type-video topic-Growth Strategy

How High-performing CEOs Inventory Bets for Revenue Growth

SBI Growth

In SBI’s CEO growth planning survey, it’s not surprising to see that nearly two-thirds of CEOs admit to having developed contingency plans for their businesses given the current macroeconomic conditions.

The Truth About Sales Agility: Separating Fact From Fiction

Speaker: Michelle Vazzana

In this rich, research-based session, Dr. Michelle Vazzana will explain both the powerful research findings on high-performing agile sellers and sales managers, and the interim steps organizations can take to ultimately transform their salesforce.

Four Risks Growth Leaders Must Consider for 2022, Part Four: Too Much Agility

SBI Growth

While the current macroeconomic environment presents growth leaders with considerable opportunity, CEOs will benefit from showing commitment to the shortlist of growth initiatives that matter most to their annual plans as opposed to shifting gears with the market.

6 Leadership Lessons for Incoming Growth CEOs

SBI Growth

As I prepared to step into the role of CEO at a transitioning company that was on the cusp of massive growth and facing economic turbulence, I reflected on conversations I’ve had with other CEOs.

Building the Foundations for a Strong 2022: How to Align Role Profiles to Growth Plans

SBI Growth

While we all know the last 18 months have presented innumerable challenges, they have also highlighted how some individuals can thrive in digital or remote environments, flipping the script on the competencies many sales leaders thought were tried-and-true in their.

How To 299

Get Busy Growing or Get Busy Dying: How to Evaluate Growth Levers for 2022

SBI Growth

Is your company enjoying the economic boom the economy is experiencing? 2021 has been a good year for the market with major stock markets up 15-18% year-to-date. This momentum has resulted in companies making bold moves to capture the opportunity.

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

Six Key Themes for CEOs to Win the Growth Battle in 2022

SBI Growth

What sets CEOs of high-growth companies apart in 2021? Much of it comes down to focus and conviction. type-article topic-Revenue Growth Strategy

How Omicron Is Impacting SKO Plans

SBI Growth

Immediately following the announcement of the Omicron COVID-19 variant, commercial leaders began questioning their sales kickoff (SKO) plans and turning to SBI for peer comparisons and feedback. type-article

5 Ways Sales Leaders Create a Winning Culture

SBI Growth

In years past, if you wanted to build out or strengthen your sales organization, you could simply offer higher compensation than your competitors. The higher sales cost would be greatly outweighed by the revenue that high-performing sales professionals would drive.

What Every B2B CMO Should Know Today

SBI Growth

With executives facing the same challenges and experiences, and in this unique time, on a level playing field. Clarity is needed for the C-Suite in terms of Marketing. Many CEOs have placed digital investments on the back burner and now.

B2B 275

Your Ultimate Guide to the Trends Shaping Marketing Data

In Salesforce’s latest Marketing Intelligence Report, hear from 2,500+ global marketers on how they are leading with their data, from business growth to customer satisfaction, data privacy, and more. Get the report now!

5 Steps for Value Creation in the Annual Planning Process

SBI Growth

SBI research and Growth Forum discussions indicate that CEOs and their leadership teams tend to hedge their bets during uncertain times. But we have seen from high-performing companies that they take a focused approach to value creation.

Four Risks Growth Leaders Must Consider for 2022, Part One:  Unrealistic Assumptions Around Talent Acquisition

SBI Growth

Both CEOs and staffing firms shared that despite planned headcount additions, they are struggling to fill open roles, with the number of posted sales roles growing by 65% since early 2021.

Survey 264

Reimagining Events in a Hybrid World

SBI Growth

A hot topic on the minds of executives, validated by SBI’s Growth Advisory Board Program, is what the future of the workplace looks like and how to create an impactful EX and CX in a hybrid environment. Executives are looking.

Designing the Optimal GTM Model: 3 Keys to Success

SBI Growth

An effective go-to-market model has three primary benefits for a company. First, it supports a more efficient motion that minimizes your cost of new customer acquisition. Second, it enables your commercial team to capture greater wallet share from existing customers. Article Go-To-Market Strategy

The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

Don't Create Confusion, Create Value: 2022 CEO MacroView

SBI Growth

SBI has released its 2022 CEO MacroView Report titled “Don’t Create Confusion, Create Value.” The report contains an analysis of results from a survey of 150 CEOs as they face economic uncertainty, talent challenges, and shifting demand.

Survey 170

How to Lead a Digital-Oriented Sales Strategy

SBI Growth

At this point in 2020, all your competitors have undergone some variation of a “digital transformation” to supplement an end-to-end data-driven, Customer Experience (CX) focused digital sales strategy. A recent study conducted by KPMG found that over 90% of companies.

Four Risks Growth Leaders Must Consider for 2022, Part Three: CX Initiatives That Are No More Than Lip Service

SBI Growth

Most commercial leaders agree that customer experience is important; we found the same: 67% of all companies surveyed are planning a significant CX initiative for 2022. That number jumps to 85% of high performing companies).

Four Risks Growth Leaders Must Consider for 2022, Part Two: Disproportionate Budget Allocation to ‘Feet on the Street’

SBI Growth

CEOs are increasing sales and marketing investment more than any other functional area in 2022, and most GTM leaders are funneling a significant portion of that investment to quota-carrying reps.

Funnel 248

Roadblocks to Delivering a Competitive Buying Experience

Why are buyer-facing teams struggling and what can be done about it? Bigtincan teamed up with Heinz Marketing in a recent research study to discover the roadblocks revenue-generating teams encounter in preparing buyer-facing teams for today’s market. Click here to learn what you can do today to prepare!

Uncovering the Secret to Clean Data

SBI Growth

In today’s world, CEOs are having to make critical business decisions while being saturated with data, trends, and ever-changing technologies. With all of this conflicting or faulty information, how can you make sound judgments for your organization without the threat.

Data 258

Three Factors Impacting Contemporary Marketing and Sales Interlock

SBI Growth

Last week, SBI held an executive roundtable meeting for commercial leaders with the goal of unpacking Marketing and Sales interlock for revenue growth. The group combined leaders mostly from private equity backed companies in software, technology, SaaS, and business services. type-article

Independent Board Members Validate SBI’s 2023 CEO Growth Planning Survey Results

SBI Growth

Recently, through SBI’s Executive Growth Forum Program, the team hosted an invitation-only event for independent board members to better understand, from their respective lenses, how they view CEOs preparing for 2023.

Survey 156

5 Step Annual Planning Process

SBI Growth

Although Annual Planning happens every year we find that many of our clients wait too long or are unsure of where to start the annual planning process.

170
170

The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.