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By: Eric Morse

by Eric Morse March 19, 2013

Sales Process, a "MUST HAVE": To Build A Company Culture of Winning

WHAT YOU NEED TO WIN the deal against the competitors. In our experience working with many great sales teams, we’ve found one overarching commonality: If you want to win, you must always know where you are in your organization’s sales process, and the next steps necessary to effectively close the deal. Mapping your sales process to the buying process is critical in todays times to add value and differentiate.

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by Eric Morse March 4, 2013

Top 10 reasons you probably have poor sales forecast accuracy!!

Engaging with clients in different industries and sizes all over the world has been extremely rewarding. One of the first things we do in our engagements is an Executive Sales Discovery and GAP analysis.

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by Eric Morse March 4, 2013

Overcoming FEAR to do what is needed to Advance in Sales-

 I am honored that every month, I coach a lot of great sales people and sales executives. Each of them have their own personal stories about overcoming FEAR, whether it be cold calling, asking the tough qualifying questions to the prospect, going on the limb and committing a deal in the forecast, presenting, firing a person that needed to go, saying no to a bad deal, taking a chance on a new position that was outside their experience set and it goes on.
We ALL have FEAR and you are not unique if you are dealing with it. But its those of us that confront and manage it, realize that FEAR only resides in our head not in the reality, that go on to greater success and heights in their sales career.
I was reminded of a FDR quote I read from his 1933 inauguration speech. "So, first of all, let me assert my firm belief that the only thing we have to fear is...fear itself — nameless, unreasoning, unjustified terror which paralyzes needed efforts to convert retreat into advance."-FDR"Retreat into advance." What a wise man, what FEARs in the Sales Arena do you have and have overcome and thats preventing you from advancing?
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by Eric Morse December 19, 2012

Sales Coverage Strategy for Sales Success and Effectiveness

There’s an equation we use for successful selling. It is focus + segmentation = higher win ratio at a lower cost. Focus and segmentation can be outlined in a sales coverage model, which we believe is one of the most important tools for any successful sales organizationAt first glance, the sales coverage model may seem basic but used properly it can become the basis for your sales success. 

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by Eric Morse November 15, 2012

What’s in Your Briefcase: Top Tools for Every Sales Person

Sales is anything but simple. It takes strategy and tactical thinking to be a successful sales person. However, when selling is done right, it looks effortless. The following ten sales tools seem basic at first glance, but when properly utilized, they will become the most powerful arsenal in your sales toolbox.

SRi firmly believes in the power of customized sales tools, and applies a Your Culture, Your Clients, Your Way™ methodology when creating each of the following deliverables. Many consulting firms will provide similar tools by taking a canned approach; this isn’t a long-term solution because inevitably they won’t mesh with your company’s unique culture.

By customizing the following ten tools to your company type, size, unique offering, and customer demographic, you will see increased sales, improved structure within your sales organization, happier sales people, less turnover, and improved communication between all involved, which results in sustainable revenue growth.

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by Eric Morse November 1, 2012

Prepare for Supercharged Sales in 2013

SuperCharge salesAs 2012 comes to an end, it’s time for sales executives to take a look back at what’s worked, and inevitably what hasn’t, with their sales organizations this year.

With two months to go, SRi has developed a set of blogs titled Supercharged Sales: 4 Surefire Ways to Increase Revenue. This four-part series is intended to help sales leaders, such as the CEO, revamp their selling tools, tactics, and teams to make 2013 their best year ever.

All sales organizations have management and sales tools in one form or another. With some tweaking and training, you can transform your sales management into effective leaders, sales team into selling machines, and selling tools into hard-hitting arsenal guaranteed to boost sales. We call this a Winning Sales Foundation™.

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by Eric Morse June 29, 2012

Out-Sourced Lead Generation

There is a growing trend to compliment field sales with out-sourced lead generation services. Leading companies are seeing significant growth of their sales pipeline and ultimately sales revenues by engaging third-party lead generation services. The traditional use of these call centers is being extended to fully integrate with the operational aspects of the core sales team as never before.

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by Eric Morse March 22, 2012

The Importance of Customized Sales Tools

As a sales consulting firm, we've been in the business of making sales tools for almost ten years. With over one hundred successful engagements under our belt in all types of industries, it's no surprise that we've handled countless numbers of sales tools. In our definition, sales tools are anything used by the Inside Sales and/or Direct Sales teams to move efficiently and effectively through the sales process. Sometimes these tools run over into sales management, sales operations and marketing as well. Examples include: blueprints, close plans, value propositions, etc.

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by Eric Morse February 27, 2012

Sales Management and the Supply Chain

No matter what you industry you’re in, there is likely always going to be some kind of supply chain behind your product or service. The simple supplies you need to do business have to come from somewhere, and anyone who has worked in retail knows that problems with supply lead to headaches for business owners. Effective sales management training will give you an edge in the realm of supply – both in assuring your business can operate, and responding to problems.

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by Eric Morse February 15, 2012

Brick and Mortar Stores are Still Benefitting from Sales Consulting

It’s been seen in every industry and every city: rough economic times and the ease of shopping online have taken a toll on brick and mortar stores. Boarded up windows and empty retail spaces are increasingly common.

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