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    by Ron Strandin January 22, 2020

    Marketing Coverage Strategy and Models

    Finding new clients is essential to growing your business, so finding them must be a high priority.  Market coverage models outline the strategy for how sales people can sell to as many good prospects as possible. Most sales people do a poor job of maximizing their territories, so don’t leave it all up to them. Well done market coverage strategies and models help find, target, convert and report on the best, most profitable prospects. 

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    by Ron Strandin January 17, 2020

    If You Get One Thing Right, Make It Your Value Proposition

    When you build a new product or service you’ll have to decide what value you’re going to bring to your customer, what problem you’ll solve, and what that should be worth. As you bring that product to market, you will create value propositions that define your position across product planning, marketing messaging, and sales messaging. This simple framework helps to keep the product and messaging aligned, clear, and on track.

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    by Gerard Sternesky June 5, 2019

    Three Kinds of Lies

    A sales leader shared his frustrations during a recent meeting.  “Our metrics are all on track,” he said.  “We made a huge push last year and we’ve finally gotten the reps to enter data into the CRM consistently.  We created a bunch of dashboards, and these all show the reps are consistently meeting their targets for phone calls placed, emails sent, and meetings conducted.  Our sales funnels look stronger than ever, and yet, a full year later, we’re not seeing any noticeable sales increase over prior periods.”    

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    by Gerard Sternesky April 23, 2019

    Want Forecast Accuracy? Get to Know Your Sales Forecasting Process (pt. 4)

    In this fourth and final installment in our series on forecast accuracy, we’ll examine the forecast process itself to identify ways in which that process can foster - or hinder - forecast accuracy.   

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    by Gerard Sternesky April 16, 2019

    Want Forecast Accuracy? Get to Know Your Sales Information System (pt. 3)

    In part 1 and part 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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