<img src="https://d5nxst8fruw4z.cloudfront.net/atrk.gif?account=y/5rg1awO700gQ" style="display:none" height="1" width="1" alt="Sales Result">

by Liz Stone October 17, 2016

Enterprise Versus SMB Selling: Do You Have the Right Reps to Reach Your Buyer?

Enterprises and SMBs are very different beasts and in order to sell to them effectively, your sales reps need to have certain skills. While there are key characteristics that all top-performing reps have in common, there are specific qualities that a sales rep selling to Enterprise versus a Small or Medium-Sized Business must possess in order to be successful with repeatable results.

This blog explores characteristics needed for Enterprise and SMB reps, as well as some main differentiators between these two types of businesses.

Read Article

by Liz Stone September 29, 2016

10 Steps to a Winning 2017 Sales Plan

<<< Don't be this guy.

You wouldn’t go into a meeting that you were leading unprepared; the same goes for next year. Building an annual sales plan is critical to reaching your sales goals. Take the following 10 steps to begin building a 2017 sales plan with acheivable sales goals and a strategy to reach them that you can be celebrating this time next year. 

Read Article

by Liz Stone September 16, 2016

It's Time to Evaluate Your Sales Process

When was the last time you evaluated your sales process? Or, have you ever fully defined your sales process? The likelihood is that your sales process is due for check-up. 

Read Article

by Liz Stone August 18, 2016

Go for Gold: Olympic Strategies to Apply to Your Sales Team

If you're anything like us, there have been some late nights recently watching the Olympics. It's hard to pull away from the physical feats, world records, incredible wins, tragic losses and athletes' stories, all on the beautiful backdrop of Brazil. 
Read Article

by Liz Stone August 12, 2016

Start Assessing Your Sales Org with a Free Worksheet

When was the last time you audited your sales organization? As a sales leader, you must regularly monitor your sales organization in order to determine areas of strength and weakness, identify hidden revenue blockers, understand industry standing, and forecast accurately.

Read Article

by Liz Stone August 4, 2016

5 Tips for Re-Energizing Your Sales Team

Is complacency running rampant in your sales organization? Are your sales reps content with the status quo, perhaps they are forgetting things, making too many assumptions or missing opportunities? Are you seeing a shift from a “hunting” to a “farming” mentality on behalf of your reps, or have you hired “farmers” that you can’t seem to turn into “hunters”? Whether you have experienced salespeople who have lost their drive, or newer reps you’re struggling to motivate, here are five tips for re-energizing your team or certain individuals on it..

Read Article

by Eric Morse July 27, 2016

How Great Leaders Go “Beyond Business as Usual”

Today we will discuss the hero message on the front page of our new website, "Go Beyond Business as Usual", and what this means for sales leadership and management.  

Read Article

by Liz Stone July 19, 2016

Restaurant Results // Beyond BBQ in Austin

We travel frequently to visit our clients, and often they take us to their favorite local eateries and watering holes. We’ve had many memorable meals with our clients and friends, and often share them to social media - yes, we're those people. Our CEO Eric recently received a comment on one such post saying “you should be a food critic” and it got us wondering… why we hadn’t we thought of this sooner?!  

Read Article

by Liz Stone July 7, 2016

Be Smart...Hire Smarter: Why You Need People Who Are Brighter Than You

Billionaire, entrepreneur and founder/CEO of Dell, Michael Dell, is quoted saying “Try never to be the smartest person in the room. And if you are, I suggest you invite smarter people…or find a different room.”  If you’re committed to growing your business, the biggest favor you can do yourself and your company is to hire people who are smarter than you.

Read Article

by Liz Stone June 29, 2016

8 Ways to Make the Most of a Summer Slowdown

“Summertime and the living is easy..." Not so much for the many companies who experience slower sales as the business world loosens its tie and dips its toes in the pool come the sunnier months. Not only is summer notorious for lower close rates, but it also marks the halfway point of the year; Q1/Q2 have wrapped up, and if a slow summer wasn’t incorporated into annual planning, it can cost you the number come end of year.

Read Article


30-minute consultation

Subscribe to Sales Result Blog

Stay connected with SRi