Marketing is a core part of an effective revenue engine, but for CMOs looking to amplify their impact on the bottom line, it can be difficult to get started. After all, marketing has so many moving parts, what should leaders focus on to ensure their campaigns have the reach and impact they seek? Understand your target and position, then use the right people and tools to execute your campaign effectively ..read more

For much of 2023, volatile markets and unforeseen challenges held CEOs back from executing aggressive value creation plans. But with Q1 2024 going by without much issue, it seems like the perfect opportunity for business leaders to accelerate growth and capitalize on new opportunities. Yet, even with a clear plan in mind, leaders are still hesitant about their ability to execute it successfully, ensuring that CEOs stay vigilant despite hopeful outlooks ..read more

Our recent research findings underscore a significant spike in GTM leadership turnover, which is appearing in the latest talent market data ..read more

Gone are the days of endless cold calls and the limitations of geographic reach. Virtual prospecting unlocks a world of potential customers eager to connect online, but with so much competition, it poses a question: How do you make your message stand out? Let’s dive into five powerful virtual prospecting strategies to transform your outreach and propel you ahead of the competition ..read more

If you sell for a living, hearing “no” is a part of your career. This is particularly true in prospecting, where prospects offer all types of resistance. However, this resistance typically doesn’t indicate that the prospect is interested in your solution. With these six effective sales prospecting tactics, you can manage common forms of prospecting resistance and book more appointments ..read more

Marketing is an integral part of any successful go-to-market model, yet they are typically the most misunderstood, with many relegating them to the role of cost-center. What roles do they play in a B2B environment, and how can leaders transform marketing into a key revenue driver for their organization ..read more

Buyers today face a lack of consistency: from rapidly shifting priorities to uncertain regulatory environments, every step in the purchasing journey is plagued with second-guessing and hesitation. The main issue for commercial teams? Reset buying, where just as everyone in the buyer decision team gets agreement, changes happen and reset the progress that sellers have made thus far ..read more

Prospecting has evolved as automation has made creating, sending, and tracking multi-email sequences to prospects easy. Unfortunately, while sales enablement technology has dramatically increased the volume  of prospecting emails you can send, it hasn't improved their effectiveness. Here is how you can increase your email prospecting odds using the HERO framework ..read more

Every quarter, SBI conducts surveys to learn how CEOs and other C-level executives are planning for value creation and about the go-to-market strategies and tactics that will get them there. This year, we found that while many CEOs are confident in their direction, few believe they have the right people in charge, and time to productivity is slowing ..read more

In all my years of working with private equity (PE)-backed portfolio companies, their upside deal model is typically based on three key assumptions ..read more