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By: Liz Stone

by Liz Stone April 26, 2017

The 12 Elements of a Winning Sales Organization

An effective sales organization is at the heart of a successful company. It is the sum of many parts, all of which work together for the achievement of selling objectives such as increasing sales, maximizing profits, and expanding market share.

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by Liz Stone April 13, 2017

Restaurant Results // In Our Backyard

Sales Result has been in business since 2003, so it comes as no surprise that we’ve established some lunch and dinner favorites by now. Our team ranges from foodies to less-experimental eaters, but despite our preferences we’ve found some great restaurants that have something for everyone to enjoy! In this Restaurant Results blog, we’re sharing our favorite spots in Seattle and Bellevue for lunch, happy hour, and dinner. Bon Appétit! 

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by Liz Stone April 5, 2017

Use Account-Based Sales & Marketing to Increase Revenue

Is your sales team unable to land desirable large accounts? Are you losing business from your installed base to other vendors? Do your sales and marketing teams struggle to work together because they don’t share common goals? If you answered “yes” to any of these questions, it’s time to consider account-based marketing (ABM).

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by Liz Stone March 8, 2017

4 Elements of a Successful Sales Campaign

In the world of sales and marketing, “campaign” is a commonly-and-broadly-used buzzword. This blog will explore how a campaign should be defined as in the sales sense, and 4 elements of a strong sales campaign.

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by Liz Stone February 10, 2017

Increase Win Rates: 6 Steps for An Effective Win/Loss Program

Studying wins and losses is a valuable sales and marketing activity that is often overlooked in sales organizations. The best way to improve your win rates, up to 50% according to Gartner, is to align your strategies with your prospect’s buying process, needs, and goals. This can be done through a post-sale interview with the new client or lost prospect, often called a Win/Loss Interview, Report or Analysis.

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by Liz Stone February 6, 2017

Top 3 Ways to Segment a B2B Market

As a sales consulting company selling business-to-business (B2B) solutions, we use B2B strategy for ourselves and for our clients. One problem that we see with many new clients is that they don’t have a strong segmentation strategy.

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by Liz Stone January 24, 2017

Restaurant Results // Good Eats in West Texas

Our team has collectively spent months in West Texas over the past year in a client's Odessa office. For those who are unfamiliar, Odessa lies just above the Permian Basin, which is a major production region for oil and natural gas in the U.S. The Permian is the second largest oil field in the world, with output totaling more than 2 million barrels per day. If you've read or watched Friday Night Lights, the book takes place here, and the show's town, called Dillon, is largely based on Odessa.

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by Liz Stone January 11, 2017

Rules for a Winning Sales Presentation [+ Free Template]

As sales consultants and salespeople ourselves, we are strong believers in the value that a sales presentation can provide here at SRi. In fact before providing our own proposals, we give an Executive Presentation to our prospects, either in-person or on a call via some slide-sharing medium like Go-to-Meeting. 

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by Liz Stone January 5, 2017

Don't Let the Definition of Sales Insanity Describe You

 “The definition of insanity is doing the same thing and expecting different results” is a colloquial quote you’ve likely heard many times throughout your sales career as a motivational statement or theme for a sales meeting. As played out as it may be, there’s a reason why it’s used so often – it’s true, and 100 times amplified when it comes to sales.

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by Liz Stone December 22, 2016

6 Sales Resolutions That Will Stick

Many of us are familiar with the fleeting nature of New Year's resolutions: eat less and exercise often top the list and are hard to happily maintain year-long! Regardless of whether personal resolutions are your thing, you should be making a committment to professional improvement of yourself and your team each year. These resolutions don't involve limiting your caloric intake and increasing time on a treadmill and even better, they'll yield big results for your business, likely becoming mainstays in future years. 

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