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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.”    

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by Liz Stone January 26, 2018

Is CRM Dead? 2018 Trends Suggest Otherwise.

Some industry experts claim that “CRM is dead”, with 70% of senior sales executives believing their current CRM system needs to be overhauled. At SRi, we believe CRM is here to stay, but only if its used differently than in the past. 

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by Liz Stone July 13, 2017

Down with Dirty Data! How to Clean Up Your CRM This Summer

If you’re reading this blog and thinking “I don’t need to do this, my CRM is spotless”, then we applaud you! Few can say they have the time, resources, and/or interest to clean up their CRM systems, and even fewer can say that they’ve completely wrangled their dirty data.

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by Liz Stone September 16, 2016

It's Time to Evaluate Your Sales Process

When was the last time you evaluated your sales process? Or, have you ever fully defined your sales process? The likelihood is that your sales process is due for check-up. 

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by Eric Morse February 24, 2016

Top 10 Ways Sales Ops Can Help in a Funnel Review

The sales funnel is a valuable visualization tool that depicts the progress of sales opportunities as they narrow down to new customers. It provides a transparent view of all leads available to the sales team and how they are being managed as they move throughout your sales process. In order to be effective, regular sales funnel reviews are necessary, and should be done on a regular basis; monthly beween Sales Operations and the VP of Sales, quarterly between VP of Sales and CEO, and annually with company leadership/board/shareholders.

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by Ryan Strandin August 14, 2015

Using BANT in your CRM

If you are not familiar with BANT, please read “Intro to BANT” and “Getting to BANT” before continuing. Pairing BANT with your CRM system fosters two vital changes to your organization that will help improve efficiency and effectiveness. Using the BANT systemin the CRM changes the mindset of the sales reps, and provides significantly more visibility for management.

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by Chris Strandin October 30, 2014

How to Love Prospecting #2 Change How You Act

My previous blog in this series, Change How You Think, provided some helpful tools and tips for salespeople dealing with a lack of motivation to cold call, an unhealthy attitude towards their role in a cold call conversation, and the unfortunate plague that is call anxiety. Change How You Act will address how to leverage day planning, account blueprinting, and CRM use for every sales professional looking to increase success in prospecting. I think it is important to remember that Action precedes motivation.

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by Eric Morse July 29, 2013

Is your Sales Organization Thinking or Just Doing?

First, please sit and take a deep breath.

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by Eric Morse April 21, 2013

Stop Losing to Your Competitors with a Winning Sales Process

The key to any successful company sales organization is an effective and what we call a Winning Sales Process.

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by Eric Morse March 4, 2013

Top 10 reasons you probably have poor sales forecast accuracy!!

Engaging with clients in different industries and sizes all over the world has been extremely rewarding. One of the first things we do in our engagements is an Executive Sales Discovery and GAP analysis.

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