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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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by Liz Stone January 26, 2018

Is CRM Dead? 2018 Trends Suggest Otherwise.

Some industry experts claim that “CRM is dead”, with 70% of senior sales executives believing their current CRM system needs to be overhauled. At SRi, we believe CRM is here to stay, but only if its used differently than in the past. 

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by Liz Stone December 18, 2017

When It Comes to Sales Process, a Standardized Approach Won't Work

Some sales consultants will tout that a proven methodology, if followed, will yield results. They’ll proceed to unveil a complicated-looking template, put your logo on it, and promise if you follow it exactly you’ll be wildly successful.

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by Chris Strandin November 29, 2017

5 Avoidable 2018 Sales Planning Mistakes

With under 5 weeks until EOY, it’s safe to say you’re insanely busy. Scrambling to close deals, worried about making the target by New Year’s Eve, and in the heat of it all, you need to make a sales plan. As you prepare your roadmap for 2018, make sure to avoid the following five blunders. 

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by Chris Strandin May 24, 2017

Key Account Plans: 3 Things Yours Should Include

Most B2B companies would be devastated if they lost 5 of their top 10 accounts, but many have little-to-no process in place to manage them. Top accounts bring in larger amounts of predictable revenue than the rest, and extra efforts in the form of key account management need to be placed on them to ensure they don’t find a new business partner. 

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by Liz Stone April 5, 2017

Use Account-Based Sales & Marketing to Increase Revenue

Is your sales team unable to land desirable large accounts? Are you losing business from your installed base to other vendors? Do your sales and marketing teams struggle to work together because they don’t share common goals? If you answered “yes” to any of these questions, it’s time to consider account-based marketing (ABM).

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by Liz Stone February 10, 2017

Increase Win Rates: 6 Steps for An Effective Win/Loss Program

Studying wins and losses is a valuable sales and marketing activity that is often overlooked in sales organizations. The best way to improve your win rates, up to 50% according to Gartner, is to align your strategies with your prospect’s buying process, needs, and goals. This can be done through a post-sale interview with the new client or lost prospect, often called a Win/Loss Interview, Report or Analysis.

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by Liz Stone October 17, 2016

Key Differences Between SMB and Enterprise Sales Reps

Enterprises and SMBs are very different beasts and in order to sell to them effectively, your sales reps need to have certain skills. While there are key characteristics that all top-performing reps have in common, there are specific qualities that a sales rep selling to Enterprise versus a Small or Medium-Sized Business must possess in order to be successful with repeatable results.

This blog explores characteristics needed for Enterprise and SMB reps, as well as some main differentiators between these two types of businesses.

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by Liz Stone September 16, 2016

It's Time to Evaluate Your Sales Process

When was the last time you evaluated your sales process? Or, have you ever fully defined your sales process? The likelihood is that your sales process is due for check-up. 

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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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