READY FOR RESULTS?  LET'S TALK
LET’S TALK RESULTS
Call us at 1-877-427-2490

by Ron Strandin February 19, 2020

Velocity

Velocity

Read Article

by Ron Strandin February 5, 2020

Taming the Sales Forecasting Challenge – Funnel Reviews for Executives

Being in sales requires being an optimist.  Regular rejection and the pressure of hitting your numbers means you have to believe in what you are doing.  Keeping your salespeople optimistic is a must and relying on their predictions of sales revenue requires some filtering.

Read Article

by Ron Strandin January 29, 2020

Sales as an Art...Sales as a Process

CEO:  Sales as an Art….Sales as a Process

Read Article

by Ron Strandin January 22, 2020

Marketing Coverage Strategy and Models

Finding new clients is essential to growing your business, so finding them must be a high priority.  Market coverage models outline the strategy for how sales people can sell to as many good prospects as possible. Most sales people do a poor job of maximizing their territories, so don’t leave it all up to them. Well done market coverage strategies and models help find, target, convert and report on the best, most profitable prospects. 

Read Article

by Mark Beckstrom January 21, 2020

Why Everyone Has a Stake in Lead Generation

Nobody told me I’d have to generate my own leads!

Read Article

by Ron Strandin January 17, 2020

If You Get One Thing Right, Make It Your Value Proposition

When you build a new product or service you’ll have to decide what value you’re going to bring to your customer, what problem you’ll solve, and what that should be worth. As you bring that product to market, you will create value propositions that define your position across product planning, marketing messaging, and sales messaging. This simple framework helps to keep the product and messaging aligned, clear, and on track.

Read Article

by Eric Morse January 13, 2020

Why The Question Is More Important Than The Answer

 

Read Article

by Gerard Sternesky June 5, 2019

Three Kinds of Lies

A sales leader shared his frustrations during a recent meeting.  “Our metrics are all on track,” he said.  “We made a huge push last year and we’ve finally gotten the reps to enter data into the CRM consistently.  We created a bunch of dashboards, and these all show the reps are consistently meeting their targets for phone calls placed, emails sent, and meetings conducted.  Our sales funnels look stronger than ever, and yet, a full year later, we’re not seeing any noticeable sales increase over prior periods.”    

Read Article

by Gerard Sternesky April 23, 2019

Want Forecast Accuracy? Get to Know Your Sales Forecasting Process

In this fourth and final installment in our series on forecast accuracy, we’ll examine the forecast process itself to identify ways in which that process can foster - or hinder - forecast accuracy.   

Read Article

by Gerard Sternesky April 16, 2019

Want Forecast Accuracy? Get to Know Your Sales Information System

In parts 1 and 2 of this series, we discussed the importance of getting to know your client base from a variety of perspectives and using that knowledge to design a sales process that is aligned to their buying process.  In this part, we’ll discuss how to set-up your sales information system in a way that promotes forecast accuracy.

Read Article

work-1.jpg

eBook:
The B2B Executive's Guide to a Winning Sales Org

Subscribe to our monthly eNewsletter for expert articles and sales tips.

Stay connected with SRi

cta-bg.jpg

Complimentary
30-minute consultation

Recent Blogs from SRi