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Sales Result | Sales Blog

    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 May 19, 2022

    How to Beat the 800 Pound Gorilla

    So I had a call with a client this week that is going up against some of the biggest companies in the country, if not the world, with his 40-person startup, and it got me thinking about a topic we haven’t covered in a while: Defeating the 800 lb. gorilla.

    Now, this can be done. Sales Result is a less than 10 person sales consulting company and we’ve worked with half a billion, a billion dollar companies, and even Google by beating out major consulting players. It can be done.

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    by Chris Strandin May 4, 2022

    SRi Hacks: Cold Calling Prep Guide

    You've probably heard Winston Churchill's timeless advice "He who fails to plan is planning to fail." - Same principle applies to cold calling. I'm not talking about just reading through your generic cold call script and having a prospect list in front of you, I'm talking about preparing. your mindset, your plan, your knowledge, and your research. 

    If you expect your prospect to give you five minutes of their time out of the blue, don't you owe it to them to know something about them? The five hacks in this post are:

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    by Chris Strandin March 14, 2022

    Paint-the-Picture®: How You Sell (Sales Process)

    Paint-the-Picture® How You Sell relates to your sales process, and the critical elements every sales organization should be looking at as they evaluate their sales process. In this blog, we do not cover mapping your sales process to your prospect's buying process, but you can find that in this post.

    • Do you have a well defined sales process?
    • Is it designed for your market and prospects?
    • Does your team follow it?
    • Is it mapped to your CRM?

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