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Sales Result | Sales Blog

    By: Stephen Abrahms

    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 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 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 Stephen Abrahms March 8, 2018

    How Does Sales Onboarding Time Actually Impact Your ROI?

    You hired Rachel two months ago. She still hasn’t closed a deal, but that’s to be expected. It’s a new product, a different sales process, and an unfamiliar client base. As a sales leader, you know Rachel will bring in at least a little business next month and should be on track to meet her goals by the end of the year. A ramp up period is to be expected, and you feel it’s best to let her learn and find her groove. Your patience will cost the company tens of thousands in potential revenue.

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    by Stephen Abrahms February 14, 2018

    How to Ensure Your Sales Reps Don't Flirt with the Competition

    I receive a lot of love letters from recruiters asking for first dates to chat about “exciting sales opportunities”. The position is not a career progression opportunity, but a similar business development role at a different company. Clearly, these recruiters don’t expect me to be faithful employee.  

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