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By: Maria Trizna

by Maria Trizna October 9, 2018

8 Key Characteristics to Look for in a B2B Sales Rep

Building an all-start sales team starts with your judgment. Because you’re hiring for sales reps, it can be difficult to distinguish true talent from sales talk. Therefore, having a well-define profile that outlines key characteristics you’re looking for, and corresponding questions to test for those skills, will help avoid poor judgment calls. 

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by Maria Trizna October 2, 2018

4 Things to Consider in a B2B Sales Process Review

While you likely already follow a sales process, we highly recommend all our clients to regularly revisit their sales process to make sure it aligns with constantly changing buyer expectations and how your team functions. If your sales process is not already aligned to your prospects buyer’s journey we highly recommend holding a brainstorming session with your team using our free B2B buyer’s journey alignment template.

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by Maria Trizna September 25, 2018

The Ultimate Guide to a Winning Sales Enablement Strategy

If you google “sales enablement” likely you’ll be bombarded with various CRM and sales process vendors, metric platforms, and consumption and training software. And all those things are great things if the strategy, content, and tools being used in via these platforms is right. In this blog, we outline key components you should consider prior to picking the right software and digital platforms for your company.

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by Maria Trizna September 20, 2018

The Secret Weapon in B2B Sales: Emotional Connection

Many B2B sales leaders still don’t recognize B2B purchase decisions as emotional. Even if business leaders, say they believe there’s an emotional element in the decision-making process, little importance is actually placed on marketing and sales initiatives that strive to create an emotional connection between the prospect or customer and the company brand.

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by Maria Trizna September 6, 2018

Improve Your B2B Sales Process with Design Thinking

From our experience, it’s not uncommon for sales leaders to emphasize the sales process template or internal organizational structure when trying to improve their sales process. But a sales process is only a framework.

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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 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 Maria Trizna March 21, 2018

The Secret Tool Every Sales Leader Needs to Transform Sales Teams

In a Strategic Management classroom, a sea of groans was heard as 50 students voiced their displeasure. Several analysis frameworks were up on the screen. All had to be completed before we could develop a recommendation that would determine a freight company’s fate. 

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by Maria Trizna March 2, 2018

How to Use Value Selling to Differentiate Your Product

Many CEOs come to us looking for answers. When sales are stagnant or taking a dive—especially with older companies that have been around for a while—it usually can be traced to two root reasons. 

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