SBI Growth

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5 Lessons to Fast-Start Your 2024 as a Sales Manager

SBI Growth

2023 presented a unique set of challenges for sales managers. Economic uncertainty, cautious buyers, and reliance on existing customers contributed to longer sales cycles and pipeline woes. However, 2024 brings new opportunities, and with these five lessons, sales organizations can get on track for a fast start in 2024.

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3 Rapport-Building Skills to Help Your Gen Z Sales Reps

SBI Growth

Generation Z is all about tech. However, when building relationships with customers, they might struggle a bit compared to older generations. To close this gap, you must teach your Gen Z reps some key rapport-building skills that will position them as trusted partners despite age differences.

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Match the Hatch in Sales to Break Through the Noise When Prospecting

SBI Growth

The key to success in sales lies in adapting and fine-tuning your approach. Like in fly fishing, where expert anglers "match the hatch" to increase their chances of hooking a trophy fish, sales professionals must align their strategies with what truly matters to their prospects. Let's dive into the art of prospecting and learn how matching the hatch can lead to more fruitful deals and bigger victories.

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How to Plan Engaging Sales Meetings that Motivate Your Team

SBI Growth

If you have ever run a sales meeting, you know that most salespeople aren’t thrilled to attend and prefer to spend time selling. However, with the right approach, sales meetings are an excellent opportunity to transform your team into high-performers fueled by a shared vision of success. Let’s look at what you can do as a sales manager to create an environment where your team actively participates, embraces new ideas, and emerges with a renewed sense of purpose.

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Manage EBITDA, But Don’t Neglect Commercial Productivity auto publish testing

SBI Growth

The beginning of 2023 marked the start of more conservative spending for CEOs, which is likely to continue until the year ends. But expense management is only one part of the equation: leaders must look elsewhere if they want to hit their financial targets. Based on SBI’s survey data, revising how productive their go-to-market (GTM) teams are and finding solutions to raise that benchmark is what’s going to make the difference here.

Survey 274
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Why CMOs Need Impactful Storytelling in Board Meetings

SBI Growth

Driving impact as a marketing leader is often not as easily quantifiable as compared to Sales, making it all the more important for marketing leaders to tell a compelling story when presenting to the Board. This set the tone for the conversations that took place at SBI’s Chief Marketing Officer (CMO) Growth Forum, a dynamic roundtable session between SBI and a group of invited marketing leaders.

Meeting 194
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2 Big Ideas to Deliver Sales Velocity Today

SBI Growth

If there’s one market trend that’s been stressed repeatedly in more recent SBI research findings, it’s that many CEOs have been noticing a dip in commercial productivity, with sales cycles getting gradually longer. This poses a difficult challenge to CEOs: How do we do more with less? How can we continue to grow the business without investing in that growth?