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by Liz Stone July 12, 2018

The Biggest Problem with Your B2B Sales Process [+ Free Template]

We can’t count the number of times new clients have told us they have a sales process in place, only to find that each rep has their own understanding of what that actually is (and believes their way is the RIGHT way!).

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by Liz Stone July 2, 2018

How to Train B2C Reps in B2B Sales

Business-to-business selling is a whole different beast than selling direct to consumers. Different needs, personas, sales processes, and statements of value only scrape the surface of the variances between the two.

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by Stephen Abrahms June 22, 2018

The Power of Influencers in B2B Sales

Everyone makes mistakes. And sometimes that’s the best way to learn. Reflecting on my own experience, I’ve made a huge oversight once with one of our clients. I’d like to take today’s blog to tell you that story, and hopefully, help you avoid making the same slip I made.

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by Liz Stone June 8, 2018

5 Ways to Achieve Sales and Marketing Alignment

Want fast growth, higher win rates, and improved customer retention? The answer lies in tightly-aligned sales and marketing processes. Research shows it’s more important than ever that these two departments meld together – by aligning the two, organizations see an average of 32% annual revenue growth (Forrester), 38% higher win rates, and 36% greater customer retention (both stats from MarketingProfs).

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by Maria Trizna May 31, 2018

The Best Kept Secret to Determine Your Product’s Value

The one thing many leaders fail to understand is that logical decision-making is anything but logical. That’s what makes determining and creating value so elusive, vague, and hard. Before we can explain how exactly value is derived, it’s important to understand the rather illogical decision-making process behind purchase motivation.

What Guides Our Decisions?

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by Maria Trizna May 24, 2018

Value Selling: The Difference Between Features, Benefits, and Value

When looking to grow revenue, a common strategy is to increase your deal size and sell upstream. Unfortunately, without a major shift in selling methodology sales leaders find the initiative unsuccessful. Traditionally, if the average deal size is relatively small, sales reps generally are able to successfully sell the product based on features and benefits; however, when the average deal size significantly increases, prospective clients expect to hear more than that—they want to hear and receive value.

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by Stephen Abrahms May 4, 2018

Increase Your Outbound Sales Success Using These Simple Steps

When hiring or recruiting talented sales people, hiring managers generally tend to look for someone who’s outgoing, confident, and fearless. These people are great on the phone and in meeting. They ask educated questions and get the close—if they enter a meeting with a prospect, they leave one step closer to closing a client.

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by Maria Trizna April 20, 2018

Are your SMEs and technical sales people making these mistakes?

Technical business leaders and subject matter experts (SMEs) struggle to tell their company and product story. That’s because they have the “Curse of Knowledge”, a common phenomenon that happens when people who’ve been exposed to their product for a long time can’t imagine what it’s like to not know or understand their technology product. This leads to conversations that miss the mark or bore important decision-makers. The good news is that if your SMEs are experiencing "Curse of Knowledge" symptoms discussed below, you can give your fix it by providing the proper training and tools to help them have more relevant conversations. 

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by Stephen Abrahms April 12, 2018

3 Things Sales Leaders Get Wrong When Coaching Sales Reps

Cliff is not your top sales performer. A “C” player at best, Cliff rarely makes his quota. And he never tries to improve. Cliff seems perfectly happy with the status quo, which bothers you as a sales leader whose younger years were spent as a hungry sales rep, always innovating your approach and working hard to exceed your own number. To top it all off, if Cliff could just up his numbers by 10%, it would help your branch move to second place in your company.

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by Liz Stone April 6, 2018

3 Questions to Increase Your Sales Win Rates

As a VP of Sales or a Sales Director, you're responsible for ensuring high-potential sales opportunities become closed deals for your company. If your opportunity-to-close ratio isn’t where you want it to be, or you often find opportunities getting stuck after spending considerable time and effort on them, three short questions can go a long way to increasing your sales team's win rates.   

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