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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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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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