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by Gerard Sternesky April 16, 2019

Want Forecast Accuracy? Get to Know Your Sales Information System

In parts 1 and 2 of this series, we discussed the importance of getting to know your client base from a variety of perspectives and using that knowledge to design a sales process that is aligned to their buying process.  In this part, we’ll discuss how to set-up your sales information system in a way that promotes forecast accuracy.

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by Gerard Sternesky April 9, 2019

Want Forecast Accuracy? Get to Know Your Sales Process

In part one of this series, we discussed the importance of getting to know your client base.  Factors such as the criticality of your product to their success, the buyer’s attitude toward sales and salespeople, the financial and personal risks they face both from buying and NOT buying your product and the way in which they want to buy all provide data points that should inform the sales process you deploy.   In this part, we’ll discuss how to avoid the pitfalls we see in many sales processes and help you design a sales process that appropriately leverages what you know about your client base.

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by Gerard Sternesky April 3, 2019

Want Forecast Accuracy? Get to Know Your Client Base

As we enter the second quarter of 2019, many companies on calendar fiscal years are asking their sales departments for revenue forecasts that reach out to the end of the year. In this four-part series, we’ll provide suggestions on how to improve the accuracy of revenue forecasts and the issues that can influence it.

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by Eric Morse October 19, 2018

Is Your Sales Team Ready for Disruption?

 

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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 Maria Trizna October 2, 2018

4 Things to Consider in a B2B Sales Process Review

While you likely already follow a sales process, we highly recommend all our clients to regularly revisit their sales process to make sure it aligns with constantly changing buyer expectations and how your team functions. If your sales process is not already aligned to your prospects buyer’s journey we highly recommend holding a brainstorming session with your team using our free B2B buyer’s journey alignment template.

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by Maria Trizna September 6, 2018

Improve Your B2B Sales Process with Design Thinking

From our experience, it’s not uncommon for sales leaders to emphasize the sales process template or internal organizational structure when trying to improve their sales process. But a sales process is only a framework.

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by Liz Stone July 12, 2018

The Biggest Problem with Your B2B Sales Process [+ Free Template]

We can’t count the number of times new clients have told us they have a sales process in place, only to find that each rep has their own understanding of what that actually is (and believes their way is the RIGHT way!).

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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 Liz Stone April 6, 2018

3 Questions to Increase Your Sales Win Rates

As a VP of Sales or a Sales Director, you're responsible for ensuring high-potential sales opportunities become closed deals for your company. If your opportunity-to-close ratio isn’t where you want it to be, or you often find opportunities getting stuck after spending considerable time and effort on them, three short questions can go a long way to increasing your sales team's win rates.   

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