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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. 
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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.

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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..

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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.  

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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?!  

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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.

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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.

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by Liz Stone June 22, 2016

We Ate Our Own Dog Food & Here's What Happened: A Website Redesign Story

As a sales consulting firm, SRi is all about understanding the prospect and using targeted messaging that provides value and motivates them to buy. We emphasize the importance of this to all of our clients, and work closely with them to develop buyer personas and value propositions, elevator pitches, stories, phone/email scripts and more. Many of our clients go on to redesign their websites and marketing materials after working with SRi, using their newly-defined sales messaging and strategy as a baseline.

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by Liz Stone June 15, 2016

The Real Reason for Prospect Objections: Do Your Reps Get It?

If you’re experiencing low close rates from your sales team, the likelihood is that your reps aren’t able to respond to prospect objections. Objections are both the toughest and most standard part of a sale, and can occur from first call/email to final negotiations, ranging from a basic “not interested” to highly technical.

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by Liz Stone June 2, 2016

Your Surroundings Affect Your Success: The Impact of Your Inner Circle

There’s a quote by famous business philosopher Jim Rohn, who said “You’re the average of the five people you spend the most time with.” The concept behind this is that the company you keep has a major influence on who you are, whether you realize it or not. Therefore, it’s important to surround yourself with individuals who constantly challenge you to be a better, smarter, and ultimately more successful person. 

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