How Companies Are Achieving and Sustaining Commercial Momentum in 2023

Summary: Despite wavering demand, momentum is still possible in today’s market. SBI research shows that commercial momentum is not driven by industry trends, company size, or ownership structures. Instead, companies with high momentum have CEOs and go-to-market (GTM) leadership teams who operate with conviction. They are not overreacting with extreme cost measures; they are pursuing their next growth opportunities with deliberate intent. They are not scattered and misaligned; their leaders are synced, functioning at a high level, and investing intentionally in their commercial teams.

We found that CEOs of low-momentum companies are focusing on protecting any gains they have recently achieved. And those with high momentum, on the other hand, are finding targeted but substantive opportunities to build out from their gains. They are focusing on preparing for a recovery instead of a recession. But they are operating with conviction, placing targeted bets and laying strong foundations for their next growth acceleration. The following four strategies demonstrate how high-momentum companies are executing differently:

1. Avoiding extreme cost management measures.
2. Placing targeted bets and deliberately laying foundations for their next growth opportunities.
3. Building a strong and highly aligned commercial leadership team.
4. Investing in direct support for their commercial teams.

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Alongside an analysis on the findings of our Q1 2023 survey report, which can be found in the above link, we are also publishing a companion PPT deck that highlights the insights we uncovered.