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by Liz Stone June 15, 2016

The Real Reason for Prospect Objections: Do Your Reps Get It?

If you’re experiencing low close rates from your sales team, the likelihood is that your reps aren’t able to respond to prospect objections. Objections are both the toughest and most standard part of a sale, and can occur from first call/email to final negotiations, ranging from a basic “not interested” to highly technical.

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by Liz Stone June 2, 2016

Your Surroundings Affect Your Success: The Impact of Your Inner Circle

There’s a quote by famous business philosopher Jim Rohn, who said “You’re the average of the five people you spend the most time with.” The concept behind this is that the company you keep has a major influence on who you are, whether you realize it or not. Therefore, it’s important to surround yourself with individuals who constantly challenge you to be a better, smarter, and ultimately more successful person. 

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by Liz Stone April 5, 2016

The “3P” Approach: Playbook, Process & People

At SRi, we believe a successful sales team hinges on the three “P” formula: playbook, process, people. A playbook provides best-practice messaging and strategies, a process gives guidance to efficiently turn more cold leads into closed sales, and [the right] people use the playbook and process properly, giving way to increased revenue while taking a more effective  approach.

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by Chris Strandin March 24, 2016

Inspire Greatness: The Path to Passionate Sales

Passion is one of the most critical elements to a salesperson’s success. The question is not whether or not passion matters (it absolutely does!), but how to ignite and maintain that passion in your sales team. There are a myriad of famous sales quotes that talk about passion and motivation, and there’s a reason for it. 

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by Liz Stone March 17, 2016

Five Reasons Why You're Losing to Your Competitor

Are you tired of losing to your competitors? Is there a particular competitor that you find yourself constantly coming up against? Is there a new competitor in your space that's starting to gain traction?

While every industry is obviously different and there are many factors at play when it comes to competition, such as pricing structure, client relationships, recognizable brand name, referenceable accounts, etc., there are five common reasons across the board for why certain companies continue to dominate over others.

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by Eric Morse March 3, 2016

“Trump” the Competition: Surpass the Pack with a Playbook

Political stances aside, we can all agree on one thing when it comes to the 2016 presidential elections, which is the power that lies in changing the game.

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by Eric Morse February 2, 2016

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 Liz Stone January 26, 2016

Applying Carnegie's Principles for Better Prospect Engagement

Dale Carnegie’s famous book, How to Win Friends and Influence People, was one of the first self-help books to become a best-seller and has sold 15 million copies worldwide since its original 1936 publication. Eighty years later, much of Carnegie’s advice rings true, and is very applicable to those in sales professions.

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by Eric Morse December 3, 2015

Clean Up Your [Sales] Clutter

Many of us tidy our desks before taking time off from the office, especially for long durations such as the over the holidays. We organize our email inboxes, fill our recycling bins to the brim with papers have accumulated over months, set up “away” messages, and tie up loose ends. Cleaning your clutter clears your mind, and returning to an orderly desk allows you to work harder, tackle tough projects and be more productive, all with grace and ease.

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by Eric Morse October 8, 2014

Proven Plans & Sales Playbooks to Win Against the 800-Pound Gorilla

Are you tired and fed up to losing against an 800-pound gorilla in your space. Do you have a plan?

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