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Sales Result Blog

CRM for CEOs: Are You Looking at the Right Data?

Any CEO worth his or her salt understands the importance of using a CRM system to collect and analyze data, which allows you to track your sales team activity, have a transparent view of your sales funnel, and provide verifiable numbers to your board with confidence.


By Eric Morse

· February 4, 2016

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Topics: vp of sales, ceo, sales goals, sales success, leadership, tailored approach, salesforce.com, sales funnel, sales vp, salesforce, CRM

Five Reasons Why You Need a Sales Playbook

Can every member of your sales team deliver strong value propositions and elevator pitches that address a prospect’s needs while building credibility and peaking interest? Is your team consistent and effective in their approach strategies, both individually and collectively?


By Eric Morse

· February 2, 2016

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Topics: vp of sales, sales, sales management, ceo, sales consulting, sales vision, sales efficiency, sales effectiveness, sales playbook

"Everyone" is Not Your Prospect: Boost Sales Success with a Segmentation Strategy

A common mistake made by sales leadership is not including segmentation in their territory planning process and overall sales strategy. The intentions here are usually good, namely not wanting to miss any great sales opportunities, but the outcome is often bad: lack of segmentation leads to wasted time and efforts on behalf of the entire sales organization on dead-end and poor-quality leads.


By Eric Morse

· January 29, 2016

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Topics: vp of sales, sales, sales management, ceo, sales consulting, sales vision, sales training, sales leadership, sales goals, sales efficiency, sales effectiveness, territory planning, sales segmentation, tailored approach, sales strategy, lead generation

Think of "Friends" as "Prospects": Applying Carnegie's Principles for Better Sales

Dale Carnegie’s famous book, How to Win Friends and Influence People, was one of the first self-help books to become a best-seller and has sold 15 million copies worldwide since its original 1936 publication. Eighty years later, much of Carnegie’s advice rings true, and is very applicable to those in sales professions.


By Liz Stone

· January 26, 2016

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Topics: sales, sales tip, sales training, sales goals, sales success, winning, leadership, sales strategy, prospect

5 Sales Leadership Tips to Foster Employee Engagement for Best Results

“Actions speak louder than words” is a sentiment we’re all familiar with. If you are a CEO or in another position of sales leadership, your words and actions have a big impact on the people who work beside and beneath you. Today’s blog is about saying what you’ll do and doing what you say to build a high-engagement sales organization under your leadership.


By Eric Morse

· January 19, 2016

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Topics: vp of sales, sales, ceo, sales vision, sales tip, sales leadership, sales goals, sales manager, sales success, employee engagement, sales vp

Sales Success = Struggle: Are You Willing to Take the Pain?

We recently shared an inspiring article about how struggle defines success, and the importance that negative experiences play in getting what you want. The article also spoke the concept that sometimes what you think you want may not actually be what you actually want at all – sometimes we fall in love with a fantasy that we aren’t willing to work for, one that we like the idea of but not the reality of. This applies to all areas of our lives, from love to family to work to life goals – in this blog, we will apply it specifically to sales.


By Eric Morse

· January 6, 2016

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Topics: sales, ceo, sales consulting, sales planning, sales vision, sales tip, sales leadership, sales goals, sales manager, sales success, success, winning

Why The Question Is More Important Than The Answer



There's a common analogy that "The journey is more important than the destination", the concept being that embarking on a journey and the experiences along the way are more important than reaching a final resting place. Such experiences shape human beings and allow us to understand and interpret our world.

This concept applies to critical thinking; surely you've heard the phrase "The question is more important than the answer." The question is the journey, the answer is the destination. Today's blog will delve into the importance of asking the right questions when it comes to sales discoveries.


By Eric Morse

· December 16, 2015

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Topics: vp of sales, sales, sales management, ceo, sales consulting, sales vision, discovery, asking questions, sales success, sales efficiency, sales effectiveness, sales strategy

Five Sales Lessons Learned from The Wolf of Wall Street


The dark comedy The Wolf of Wall Street, directed by Martin Scorsese and featuring Leonardo DiCaprio, is a bio-pic of the “Wolf” himself, Jordan Belfort. Belfort was a stockbroker in the late 1980s and 1990s who rapidly rose to success with his corrupt brokerage empire, Stratton Oakmont.

An overnight millionaire, Belfort quickly adopted a lavish and gluttonous lifestyle that caught the eye of the FBI and ultimately led to his downfall. After a stint in prison, Belfort emerged a new man who lives a “straight edge” lifestyle and today, travels the world teaching sold-out sales training seminars. Although Belfort engaged in major criminal business practices during his Stratton Oakmont days, he was also an incredible salesman who practiced selling and management techniques that we can all learn from. Read on for our top five takeaways from the film.


By Eric Morse

· December 8, 2015

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Topics: sales, sales management, sales consulting, selling, sales tip, sales training, wolf of wall street, sales efficiency

Clean Up Your [Sales] Clutter

Many of us tidy our desks before taking time off from the office, especially for long durations such as the over the holidays. We organize our email inboxes, fill our recycling bins to the brim with papers have accumulated over months, set up “away” messages, and tie up loose ends. Cleaning your clutter clears your mind, and returning to an orderly desk allows you to work harder, tackle tough projects and be more productive, all with grace and ease.


By Eric Morse

· December 3, 2015

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Topics: vp of sales, sales, sales management, ceo, Sales Process, sales consulting, sales planning, sales vision, selling, playbook, sales efficiency, sales effectiveness, sales playbook

Five Reasons Why You Need a Sales Playbook

Can every member of your sales team deliver strong value propositions and elevator pitches that address a prospect’s needs while building credibility and peaking interest? Is your team consistent and effective in their approach strategies, both individually and collectively?


By Eric Morse

· November 23, 2015

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Topics: vp of sales, sales, sales management, ceo, sales consulting, sales vision, sales efficiency, sales effectiveness, sales playbook

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