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by Liz Stone February 10, 2017

Increase Win Rates: 6 Steps for An Effective Win/Loss Program

Studying wins and losses is a valuable sales and marketing activity that is often overlooked in sales organizations. The best way to improve your win rates, up to 50% according to Gartner, is to align your strategies with your prospect’s buying process, needs, and goals. This can be done through a post-sale interview with the new client or lost prospect, often called a Win/Loss Interview, Report or Analysis.

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by Liz Stone February 6, 2017

Top 3 Ways to Segment a B2B Market

As a sales consulting company selling business-to-business (B2B) solutions, we use B2B strategy for ourselves and for our clients. One problem that we see with many new clients is that they don’t have a strong segmentation strategy.

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by Liz Stone January 24, 2017

Restaurant Results // Good Eats in West Texas

Our team has collectively spent months in West Texas over the past year in a client's Odessa office. For those who are unfamiliar, Odessa lies just above the Permian Basin, which is a major production region for oil and natural gas in the U.S. The Permian is the second largest oil field in the world, with output totaling more than 2 million barrels per day. If you've read or watched Friday Night Lights, the book takes place here, and the show's town, called Dillon, is largely based on Odessa.

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by Liz Stone January 11, 2017

Rules for a Winning Sales Presentation [+ Free Template]

As sales consultants and salespeople ourselves, we are strong believers in the value that a sales presentation can provide here at SRi. In fact before providing our own proposals, we give an Executive Presentation to our prospects, either in-person or on a call via some slide-sharing medium like Go-to-Meeting. 

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by Liz Stone January 5, 2017

Don't Let the Definition of Sales Insanity Describe You

 “The definition of insanity is doing the same thing and expecting different results” is a colloquial quote you’ve likely heard many times throughout your sales career as a motivational statement or theme for a sales meeting. As played out as it may be, there’s a reason why it’s used so often – it’s true, and 100 times amplified when it comes to sales.

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by Liz Stone December 22, 2016

6 Sales Resolutions That Will Stick

Many of us are familiar with the fleeting nature of New Year's resolutions: eat less and exercise often top the list and are hard to happily maintain year-long! Regardless of whether personal resolutions are your thing, you should be making a committment to professional improvement of yourself and your team each year. These resolutions don't involve limiting your caloric intake and increasing time on a treadmill and even better, they'll yield big results for your business, likely becoming mainstays in future years. 

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by Liz Stone December 13, 2016

Modern Marketing: Have Your CMO & Marketing Team Evolved?

The Evolution of Modern Marketing

Traditional marketing methods are becoming less effective as the consumer takes more control over the buying process and their experience in it. With the internet and multiple screens at their fingertips, buyers are becoming more informed and sophisticated with shorter attention spans and a low tolerance for poor sales and marketing attempts. We've experienced this change at Sales Result and see many of our clients struggling with it as well.

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by Liz Stone December 8, 2016

Do I Need a Sales Trainer or a Sales Consultant?: Blog 2 of 2

This is a continuation of our blog series differentiating sales training and sales consulting. With so many options out there, and an often fuzzy demarcation between the two, these blogs are aimed to help sales leadership get a better understanding of the pros and cons of each to help them select the service that best fits their needs.

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by Liz Stone December 2, 2016

Do I Need a Sales Trainer or a Sales Consultant?: Blog 1 of 2

Type in “help for my sales team”, “sales team training”, “building a sales team”, “sales organization support”, or any other sales-support-related keywords or phrase into Google, and you’ll be bombarded with information. You'll find blogs containing “5 top tips” or “10 unique ideas” for improving efficiency and sales rep performance, articles from top business publications like Forbes and Business Insider, and websites from sales trainers and sales consultancies alike, guaranteeing “proven solutions” and “award winning approaches” to fast-track your team.

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by Liz Stone November 16, 2016

Restaurant Results // After Hours in Houston

For most salespeople, traveling is a part of the grind – the term “road warrior” exists for these folks. This is certainly the case for sales management and sales leadership, who are responsible for managing multiple branches or offices, visiting top accounts, and showing face at industry events.  

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