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by Ron Strandin February 19, 2020

3 Ways to Increase Sales Velocity

Velocity, Speed.  Take any object and make it go faster and it will have more force.  Take any Sales Team and make it go faster and you will sell more.

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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.

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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. 

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by Mark Beckstrom January 21, 2020

Why Everyone Has a Stake in Lead Generation

Wouldn’t it be nice if you were fed a continuous diet of qualified leads?  How much more productive you could be if all you had to do was close deals all day.  Imagine the volume!  Imagine the bonus! Imagine is right.

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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 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 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 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 Chris Strandin November 29, 2017

5 Avoidable 2018 Sales Planning Mistakes

With under 5 weeks until EOY, it’s safe to say you’re insanely busy. Scrambling to close deals, worried about making the target by New Year’s Eve, and in the heat of it all, you need to make a sales plan. As you prepare your roadmap for 2018, make sure to avoid the following five blunders. 

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