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Sales Result Blog

Finding Your Next All-Star Sales Rep

Recruiting Your Next Sales Rep

 You are looking for that sales rep the rest of your team can look up to because he or she will consistently put up great numbers, with a great attitude. As you sit through interview after interview, this task becomes daunting. However, the right tools can make this necessary process easy and even fun.


By Chris

· July 27, 2015

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Topics: sales

The Financial Business Case for Sales Operations

When facts appear to be opposed by a long train of assumptions, the danger is that it invariably proves to be capable of bearing some other form of interpretation.

-­‐-­‐ Sherlock Holmes

 

What Effective Sales Operations Accomplishes

This  paper  provides  a  mathematical,  evidence-­‐based  business  case  for  considering  the  impact  of  sales operations  to  grow  revenue.   Sales  Operations  is  a  complex,


By Ryan D. Bretsch

· July 17, 2015

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Sales Messaging Strategy - Customer Service

Sales messaging is most effective when aligned with a company’s core competencies. In the first two installments, I talked about how to align sales messaging with your company’s products, and how to effectively integrate aligned messaging into your marketing plan. In this article, I am going to talk about aligning customer service with your company’s messaging. There is such a thing as too much customer service for your company, and there is such thing as not enough. How do you find the right balance for your company and your customers? To know what works, we can learn from companies that have found the right balance as a price leader, an intimacy leader, and a feature leader. We can examine their solutions to see if they are a good fit for your company.


By Chris

· June 17, 2015

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How to Sit in on a Funnel Review

CEO: Taming the sales forecasting challenge
If your revenue projections are unreliable and causing you fits, spend a little time reviewing the source data for your forecasts. Understanding where the data comes from and how it is factored before it hits your desk, will give you better insight into the process that leads to your forecast and the ability to alter the process.

Being a salesperson requires being an optimist. Regular rejection and the pressure of hitting sales quotas means a salespeople have to believe in what they are doing. Keeping your salespeople optimistic is paramount, and relying on their predictions of sales revenue requires some filtering.


By Ron

· June 15, 2015

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CEO: Sales as an Art…. Sales as a Process

As CEO, revenue is always on your mind. As your company grew you have seen some great salespeople. They were critically important in the early days and now it’s tough to find more like them. Stop looking! Building a consistent, highly performing sales organization is more about processes and management than it is finding the next superstar salesperson.

When I first started selling I admired the star salesperson. The confidence, the artful way they applied their craft, the perfect phrasing and the ability to handle objections effortlessly. The spectacle was just as impressive to watch as any great actor on stage. I dreamed of becoming THAT salesperson, and I did.


By Ron

· June 8, 2015

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Sales Messaging Strategy Consulting - Products

This is the second installment in the Sales Messaging Strategy Consulting series, emphasizing the alignment of sales messaging with product development. I cannot emphasize enough how important it is to align selling strategy with sales messaging. The three ways to win in a market are by being the dominant price leader, intimacy leader, or feature leader. If you are unfamiliar with these terms, I invite you to learn more in our BLOG library. Once you know which category your company is best suited to compete in, every part of your corporate strategy needs to match: Sales, Marketing, Product, Customer Service; Everything.


By Ryan

· March 31, 2015

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Sales Messaging Strategy - Marketing

What do train tracks, kitchen drawers, and sales messaging have in common? If they aren't aligned, they don’t work.

I cannot emphasize enough how important it is to align selling strategy with sales messaging. The three main was to win in a market are by being the dominant a price leader, intimacy leader, or feature leader. If you are unfamiliar with these market strategies, I recommend you first read our explanatory in The Right Sales Messaging. Once you have picked which category your company is best suited to compete in, every part of your strategy needs to match: Sales, Marketing, Product, Customer Service; Everything. In this article we are going to discuss how this strategy needs to be applied to marketing efforts.


By Ryan

· March 30, 2015

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Improve Sales Performance

Every company wants to improve sales performance.  Increasing the effectiveness of a sales team generates more revenue for the company which is the catalyst for fast growth, improved stability, and more smiles on the leadership team. There are many strategies and plans which can help improve sales performance, but two major concepts govern these tactics. Give the sales team the right tools to succeed, and motivate them to meet personal and company goals. Without the sales tools they need, reps are not enabled to reach their selling goals.


By Ryan Strandin

· March 5, 2015

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Call Script Importance

INTRODUCTION:

Instant communication such as email, texting and instant message have completely integrated with our daily lives. It is becoming increasingly rare to make actual phone calls for our daily conversations. We don't exercise the skill of talking on the phone very often anymore, and our collective ability to communicate effectively on the phone fades with time. It is important to be prepared for any outcome when you pick up the phone to call a potential customer, but how can you be ready for all those possibilities? This is where call scripts can be extremely beneficial. They are easy to follow guidelines so that you always have a good response, and your phone calls will turn into new business. Well-written scripts enable everyone in your organization to sell like your top performers because their cold call scripts are based on tactics and answers your top performers use.


By Ryan Strandin

· February 24, 2015

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Sales Messaging

Priority 1: Sales Messaging

Sales messaging unites your entire organization in the way you attack your market; it can be the toolkit that the rest of your sales tools rely on.  Every competitive market has multiple competing sales messages, so how do you stand out?  It is impossible for one company to offer every customer everything they want in a product or solution. If you try, you will fail. It is not possible that one company can offer the best features, the best price, and the most intimate customer experience. This principle is why any successful corporation is where it is today, because it dominates 1 of 3 competitive categories: Value, Features, Customer Intimacy. None of these strategies are better than another, but it is important to know where the whitespace is in your market, and how you fit best


By Ryan Strandin

· February 23, 2015

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