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Sales Result | Sales Blog

    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 here.

    • 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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    by Chris Strandin March 14, 2022

    Paint the Picture®: What You Sell

    Do your sales reps know what you sell? Like, REALLY know what you sell?

    Even more importantly, do your prospects understand what you sell within 30 seconds of the rep beginning to explain it?

    These may seem like incredibly basic questions, but more often than you would believe, salespeople are not able to effectively explain such a basic component of their role of a seller. 

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    by Chris Strandin March 14, 2022

    Paint the Picture®: Who You Sell To

    In order to sell a product, you need to understand the people that it is aimed at. Knowing who they are and what makes them tick can help you to target your sales pitch at them.

    You should know what types of people are likely to buy your product or solution, what motivation they might have for buying it and why your product is important to them.

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