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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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by Eric Morse May 19, 2016

How to Tell if Your VP of Sales is a Top Performer: Key Attributes

The VP of Sales’ primary responsibility is delivering revenue, be this in the form of a hard number, growth/profit targets, and/or market share

. A critical position in any company with a sales team, the VP of Sales position is notorious for high turnover, usually due to burnout or being a bad fit – there’s reason for the common saying “You’ve Got to Get Past the Carcass of Your First VP of Sales”. Read Article

by Erin Riley May 12, 2016

Get Ahead by Taking the First Step

Last week on the SRi blog, we discussed Goal Setting and Planning. We presented the idea of evaluating how you currently spend your days and weeks, then setting aside time each week in order to properly plan them.

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by Erin Riley May 5, 2016

Goal-Setting & Planning Your Way to More Efficient Time Management

Do you feel rushed? Overworked? Does it seem as if you never have enough time to get everything done each week?  Did you answer “yes” to all or any of these questions? If, so keep reading for a few ideas on how to streamline your week and take back your time for you!

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by Eric Morse April 27, 2016

Defining Sales Excellence: Can You Identify Your Top Performers?

Do you manage a team of sales reps with clear (or sometimes not-so-clear) over-performers and under-performers? Do you have a rep on your team who you wish you could duplicate? Are you able to weed the “A” players from the “C” players, and articulate why they fall in their respective categories? Simply put, are you able to define your Characteristics of Sales Excellence?

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