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by Sales Result, Inc. March 3, 2020

Ten Ways Sales Ops Can Help with a Funnel Review

We previously discussed funnel reviews and how this is an essential tool not only for the success of a salesperson, but for meaningful insight for sales leadership.  Here we take a step back and get down to the basics of what a funnel review provides and it's value within the entirety of the salesforce, including Sales Operations.. 

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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 Mark Beckstrom January 21, 2020

Why Everyone Has a Stake in Lead Generation

Nobody told me I’d have to generate my own leads!

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by Eric Morse January 30, 2019

The Importance of Coaching & Mentoring In B2B Sales

Hi Does Your Sales Leadership Team Provide consistent Coaching & Mentoring For Your Sales Team?

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by Eric Morse October 19, 2018

Is Your Sales Team Ready for Disruption?

 

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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 6, 2018

Five Reasons Why You Need a Sales Playbook

Can every member of your sales team deliver strong value propositions and elevator pitches that address a prospect’s needs while building credibility and peaking interest? Is your team consistent and effective in their approach strategies, both individually and collectively?

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by Eric Morse October 3, 2018

Sales Enablement: Certification, the Missing Element in Sales Training

As we all know and probably experienced in our career, there is a lot of sales training programs out there in the market place. 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. . 

One of my early experiences was with a company called Lanier. At the time we were selling a new concept for the B2B marketplace. The training was rigorous, why. They demanded that each of us trainees, could do an effective cold call, effective 1st meeting, effective discovery meeting, demo, solution presentation and close. It was "intense" to say the least. But it worked and I was very successful because of that rigor of sales certification that I implemented into my daily work life. 

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by Liz Stone June 8, 2018

5 Ways to Achieve Sales and Marketing Alignment

Want fast growth, higher win rates, and improved customer retention? The answer lies in tightly-aligned sales and marketing processes. Research shows it’s more important than ever that these two departments meld together – by aligning the two, organizations see an average of 32% annual revenue growth (Forrester), 38% higher win rates, and 36% greater customer retention (both stats from MarketingProfs).

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by Stephen Abrahms May 4, 2018

Increase Your Outbound Sales Success Using These Simple Steps

When hiring or recruiting talented sales people, hiring managers generally tend to look for someone who’s outgoing, confident, and fearless. These people are great on the phone and in meeting. They ask educated questions and get the close—if they enter a meeting with a prospect, they leave one step closer to closing a client.

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