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by Gerard Sternesky April 9, 2019

Want Forecast Accuracy? Get to Know Your Sales Process (pt. 2)

In part one of this series, we discussed the importance of getting to know your client base.  Factors such as the criticality of your product to their success, the buyer’s attitude toward sales and salespeople, the financial and personal risks they face both from buying and NOT buying your product and the way in which they want to buy all provide data points that should inform the sales process you deploy.   In this part, we’ll discuss how to avoid the pitfalls we see in many sales processes and help you design a sales process that appropriately leverages what you know about your client base.

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by Gerard Sternesky April 3, 2019

Want Forecast Accuracy? Get to Know Your Client Base (pt.1)

As we enter the second quarter of 2019, many companies on calendar fiscal years are asking their sales departments for revenue forecasts that reach out to the end of the year. In this four-part series, we’ll provide suggestions on how to improve the accuracy of revenue forecasts and the issues that can influence it.

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by Eric Morse January 30, 2019

The Importance of Coaching & Mentoring In B2B Sales

In the fast-moving world of B2B sales, maintaining a fresh, modern, and cutting-edge sales philosophy is what’s really going to drive conversions all throughout your sales team and sales process. Now, there are a number of different ways you can go about implementing an effective sales philosophy, but one of the most cost-effective ways to go about it is to simply implore your sales leadership to provide strong coaching and mentoring for your lower-level sales representatives.

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by Eric Morse October 30, 2018

For CEOs: Traits Your Sales Leaders Should Exhibit

I have been truly humbled in my career, by working with and for amazing sales leaders. Even today in my sales consulting firm, I am constantly amazed at how these amazing individuals exhibit these behaviors and assets. I have not included in this blog assets like honesty, values, proven skills, trust, leadership and communication — I will leave these for another time. 

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by Eric Morse October 19, 2018

Is Your Sales Team Ready for Disruption?

Let's spend a minute on disruption. Disruption as a word/phrase means: "A disruption is a major disturbance, something that changes your plans or interrupts some event or process."

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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 Eric Morse October 3, 2018

The Missing Element in Sales Training: Certification

As we all know and have probably experienced in our career, there are a lot of sales training programs out there in the marketplace. We typically sit in a room for hours or sometimes days listening to an instructor tell you how to close more deals or improve a certain skillset. . 

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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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