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    By: Chris Strandin

    by Chris Strandin June 7, 2022

    SMB vs. Enterprise Sales Reps - Key Differences

    Selling to the Enterprise is very different than selling to small and medium businesses (SMB). Typically, an enterprise business has at least a thousand employees, well defined policies and procedures, and does over a billion dollars a year in revenue. Conversely, small and medium businesses have less than a thousand employees, with revenues short to well short of a billion dollars a year. These two types of accounts have different mindsets, and sales reps need to understand the differences to approach them for better results. 

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    by Chris Strandin June 2, 2022

    Growing SaaS Installed Base Revenue

    Typically following the initial growth of a company's core SaaS product, markets become saturated, and growth of new accounts slows. Once this happens, key ways to continue rapid growth are to bring a new product, service, or upgrade to market, or expand utilization of the current product within installed base accounts. These strategies allow SaaS companies to bridge the gap to continue hitting rapid growth targets by offering new products, services, or tiers of products.

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    by Chris Strandin May 19, 2022

    How to Beat the 800 Pound Gorilla

    So I had a call with a client this week that is going up against some of the biggest companies in the country, if not the world, with his 40-person startup, and it got me thinking about a topic we haven’t covered in a while: Defeating the 800 lb. gorilla.

    Now, this can be done. Sales Result is a less than 10 person sales consulting company and we’ve worked with half a billion, a billion dollar companies, and even Google by beating out major consulting players. It can be done.

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    by Chris Strandin May 4, 2022

    SRi Hacks: Cold Calling Prep Guide

    You've probably heard Winston Churchill's timeless advice "He who fails to plan is planning to fail." - Same principle applies to cold calling. I'm not talking about just reading through your generic cold call script and having a prospect list in front of you, I'm talking about preparing. your mindset, your plan, your knowledge, and your research. 

    If you expect your prospect to give you five minutes of their time out of the blue, don't you owe it to them to know something about them? The five hacks in this post are:

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    by Chris Strandin May 4, 2022

    SRi Hacks: Account Management

    Account management is an important process that requires intentional and strategic planning and execution. This infographic contains a few hacks to improve your account management process, and hopefully think about account management in different ways. Ultimately, account management is about a deep understanding of your customer, their goals and objectives, and providing exceptional value to the account so that a true partnership can develop. 

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