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    by Chris Strandin September 21, 2022

    7 + 1 Tips to Close a Strong Quarter

    The quarter is almost over, meaning many readers are scrambling to hit their number, or max out their comp plan. It's getting down to the wire, but there are still things you can do to salvage your goal. 

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    by Chris Strandin September 5, 2022

    Doing More With Less: A Sales Story

    The unemployment was good, the inflation was bad.
    Customers needed the product, customers wouldn't buy. 
    I need better results, I need to cut costs and downsize my team. 

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    by Chris Strandin July 28, 2022

    Selling Through A Recession

    We can quibble about what to call it, or the severity today, but we have now officially posted of two negative GDP quarters in a row. The downturn may be soft, it may be brutal, but we are looking at some turbulent market forces affecting your quota and results.  

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    by Chris Strandin July 6, 2022

    SMB vs. Enterprise Sales Reps - Key Differences

    Selling to the Enterprise is very different than selling to small and medium businesses (SMB). Typically, an enterprise business has at least a thousand employees, well defined policies and procedures, and does over a billion dollars a year in revenue. Conversely, small and medium businesses have less than a thousand employees, with revenues short to well short of a billion dollars a year. These two types of accounts have different mindsets, and sales reps need to understand the differences to approach them for better results. 

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    by Chris Strandin April 13, 2022

    The Post-COVID Pivot for Sales Teams

    Now that things are hopefully starting to feel like they are returning to normal, sales organizations are finding themselves in a position where they need to make a strategic pivot to better reach their customers. Some businesses will pick up, others will slow down, and others still will see changes in volatility. Which of the following are you expecting over the next 12 months?

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