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by Liz Stone October 31, 2017

Is Your Sales Team Spooking Potential Customers?

We're all familiar with the dreaded phone call from a unwelcome sales person. The phone rings from a number you haven't seen before. You consider letting it go to voicemail, but curiosity wins. You answer - and immediately regret it.

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by Liz Stone September 13, 2017

Sales Leadership Takeaways from Vince Lombardi’s Famous Speech

“Winning is not a sometimes thing; it’s an all the time thing” is one of legendary coach Vince Lombardi’s most famous lines. It comes from his motivational speech “What It Takes to Be #1”, in which he provides a glimpse into his coaching philosophy which can be applied to any kind of organization, including that of sales.

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by Liz Stone June 9, 2017

Your Guide to Hiring an Amazing Sales Manager

A sales manager is a critical hire to any selling organization. At Sales Result, we encounter sales managers all the time, and it’s rare we meet one that isn’t in need of leadership coaching or additional tools and training to guide their team.  

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by Liz Stone August 18, 2016

Go for Gold: Olympic Strategies to Apply to Your Sales Team

If you're anything like us, there have been some late nights recently watching the Olympics. It's hard to pull away from the physical feats, world records, incredible wins, tragic losses and athletes' stories, all on the beautiful backdrop of Brazil. 
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by Liz Stone June 2, 2016

Your Surroundings Affect Your Success: The Impact of Your Inner Circle

There’s a quote by famous business philosopher Jim Rohn, who said “You’re the average of the five people you spend the most time with.” The concept behind this is that the company you keep has a major influence on who you are, whether you realize it or not. Therefore, it’s important to surround yourself with individuals who constantly challenge you to be a better, smarter, and ultimately more successful person. 

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by Eric Morse May 19, 2016

How to Tell if Your VP of Sales is a Top Performer: Key Attributes

The VP of Sales’ primary responsibility is delivering revenue, wether it's a hard number, growth/profit targets, and/or market share. It's a critical position in any company. Unfortunately, VP of Sales positions are notorious for high turnoverusually due to burnout or bad fit. In fact, there’s reason for the common saying “You’ve Got to Get Past the Carcass of Your First VP of Sales”.

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by Erin Riley May 5, 2016

Goal-Setting & Planning Your Way to More Efficient Time Management

Do you feel rushed? Overworked? Does it seem as if you never have enough time to get everything done each week?  Did you answer “yes” to all or any of these questions? If, so keep reading for a few ideas on how to streamline your week and take back your time for you!

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by Eric Morse April 27, 2016

Defining Sales Excellence: Can You Identify Your Top Performers?

Do you manage a team of sales reps with clear (or sometimes not-so-clear) over-performers and under-performers? Do you have a rep on your team who you wish you could duplicate? Are you able to weed the “A” players from the “C” players, and articulate why they fall in their respective categories? Simply put, are you able to define your Characteristics of Sales Excellence?

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by Liz Stone April 5, 2016

The “3P” Approach: Playbook, Process & People

At SRi, we believe a successful sales team hinges on the three “P” formula: playbook, process, people. A playbook provides best-practice messaging and strategies, a process gives guidance to efficiently turn more cold leads into closed sales, and [the right] people use the playbook and process properly, giving way to increased revenue while taking a more effective  approach.

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by Liz Stone January 26, 2016

Applying Carnegie's Principles for Better Prospect Engagement

Dale Carnegie’s famous book, How to Win Friends and Influence People, was one of the first self-help books to become a best-seller and has sold 15 million copies worldwide since its original 1936 publication. Eighty years later, much of Carnegie’s advice rings true, and is very applicable to those in sales professions.

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