SBI, The Growth Advisory

This holiday season, we're reflecting on what we are most thankful for— our incredible team! Their hard work, collaboration, and passion drive our success. Swipe through to check out some memories from the past year. Wishing everyone a joyful and relaxing holiday season!

?? Optimizing Sales Process at Zayo ?? With a need to meet their growth objectives, Zayo Group was facing challenges in implementing effective change initiatives to address inefficiencies in their sales processes. What they needed was an optimized Go-to-Market (GTM) model that could identify high-value levers and enabled their sellers to realize the company’s targeted growth. With some help from SBI, Zayo performed a comprehensive revenue growth assessment, identifying key growth levers and developing value creation plans to realize the outcomes. They also redesigned the sales process, implementing detailed sales playbooks that helped sellers on all topics from pain point to proposal. Here’s what they achieved: ?? Double-digit Revenue Growth in 2022: We create value for our client through strategic optimizations and data-powered insights, bringing them closer to their desired results. ?? $58K Increase in Annual Rep Productivity: We help our client unlock their sellers’ potential by equipping them with the tools and knowledge necessary to multiply their effectiveness. ?? 36% Increase in Forecast Accuracy: Our careful analysis of our client’s growth trajectory also helped increase their projection accuracy, allowing for greater confidence when planning their next big win. Read now to learn how they achieved this: https://hubs.li/Q02ZpR-r0 #SBI #SaaS #GrowthStrategy #RevenueGrowth #SalesEnablement #GTM #B2BSales #BusinessTransformation #ChangeManagement #Leadership #SalesExcellence

Sales slumps happen to everyone, but as a sales manager, you have the power to turn things around. This is your opportunity to step in, provide guidance, and coach your team back to success. Here are 5 strategies to help: 1. Assess Pipeline Health: Reveal gaps and opportunities for improvement. 2. Provide Observational Feedback: Take the time to listen in where sellers are struggling and pinpoint areas for improvement. 3. Cultivate the Right Mindset: Reduce your sellers frustration and motivate them to get back on track. 4. Ensure Accounts are Properly Mapped: Confirm that sellers are properly aligning with buyer needs. 5. Reinforce the Basics: Remind your team of the process that brought success in the past and ensure the same procedures are being followed. Looking for more expert tips? Check the comments!

SBI is thrilled to share that Partner, Tracy Hansen has been named Business Development Professional of the Year by The M&A Advisor! This award recognizes her outstanding leadership, dedication to growth, and unwavering commitment to client success. Congratulations Tracy, on this incredible achievement! You continue to inspire us all.

?? Reaching the Zone of Bold Decision ?? In an environment of complex buying situations, the "Zone of No Decision" tends to be the landing zone. SBI has indentified how companies can excel through the "Zone of Good Enough" into the "Zone of Bold Decision" which results in 15% larger deals. Join today's webinar to learn how customers can commit to bigger, bolder decisions.

Buyers have multiple decision makers - on the other side of the coin, they are also communicating with multiple supplier options. We've kicked off our last webinar of the year with Nick Toman and Bryan Kurey presenting The New Era of Commercial Differentiation. The focus is on helping the buyers with an improved sales approach. Join us now with the link in the comments or submit to receive the recording or slides.

In today's challenging landscape, choosing the right pricing strategy can make all the difference. Value-based pricing is more than just a revenue lever— it's a way to differentiate, retain customers and simplify the buying experience. Unlike traditional methods, this approach is centered around buyers perception of value, keeping customers at the heart of the pricing strategy. Want to see how incorporating value-based pricing into your current strategy could be the key to unlocking growth? Check out our latest blog in the comments to dive deeper. #PricingStrategy #ValueBasedPricing #GrowthDriver

?? Seizing Business Opportunity: A Success Story?? This healthcare services organization wanted to pilot a direct selling model to take advantage of the opportunity created by Healthcare Reform. Its target? A $50M book of business in three years and 20,000 members over the next 12 months. SBI, The Growth Advisory assessed the client’s ability to drive direct digital sales through an inside sales model to identify opportunities to drive improvement. After identifying a unique market position that was unaddressed directly by existing carriers, SBI helped tailor an execution plan that involved buyer segmentation, developing marketing content and lead generation campaigns, providing an inside sales staffing model, and improving cross-sell and up-sell through sales enablement. The plan helped them achieve: ?? $200M Projected Revenue: SBI helped the client surpass their initial revenue goals by a large margin by taking advantage of a unique market position with a well-executed plan. ?? 9% Improved Lead Conversion Rate: The changes effected by SBI’s plan helped the client drive increased commercial effectiveness in their go-to-market teams. ?? 9 in Net Promoter Score: The client was highly satisfied with their engagement with SBI, recognizing the tremendous value created by our recommendations that surpassed expectations. Discover the rest of the success story here: https://hubs.li/Q02WF70R0 #SBI #SaaS #GrowthStrategy #RevenueGrowth #SalesEnablement #GTM #B2BSales #BusinessTransformation #ChangeManagement #Leadership #SalesExcellence

Webinar: Overcome Friction to Close Bigger Deals and Boost Win Rates Friction in the buying process is slowing decisions and limiting productivity. On November 21st at 12pm EST, join Nick Toman, best selling author and SBI's Chief Strategy and Product Officer, and Bryan Kurey, SBI's Head of Research as they share game-changing insights to drive GTM efficiency. -Proven strategies to cut through buyer friction and create a standout GTM experience. -Gain insights from 600+ purchase decisions to help drive larger deals and deepen customer advocacy. -Implement practical applications of Headway Selling to boost win rates and inspire bold purchase decisions. Don't miss this opportunity to elevate your GTM strategy and drive measurable success! Check the comments to register! #Webinar #GTMExperience #GTMStrategy #AnnualPlanning #HeadwaySelling

Navigating an initial offer can be challenging, but it also opens the door to strategic counter negotiation. Here's what you can do: Clarify why they made the offer and uncover their priorities. Present alternatives to show that there is more than one path to a winning outcome. Have a favorite counter negotiation strategy? Share in the comments! We dive deeper into these tactics in our latest blog! Check the top comment to keep reading. #SalesTraining #SalesNegotiation #GTM #NegotiationTactics