READY FOR RESULTS?  LET'S TALK
LET’S TALK RESULTS
Call us at 1-877-427-2490

by Maria Trizna May 31, 2018

The Best Kept Secret to Determine Your Product’s Value

The one thing many leaders fail to understand is that logical decision-making is anything but logical. That’s what makes determining and creating value so elusive, vague, and hard. Before we can explain how exactly value is derived, it’s important to understand the rather illogical decision-making process behind purchase motivation.

What Guides Our Decisions?

Read Article

by Maria Trizna May 24, 2018

Value Selling: The Difference Between Features, Benefits, and Value

When looking to grow revenue, a common strategy is to increase your deal size and sell upstream. Unfortunately, without a major shift in selling methodology sales leaders find the initiative unsuccessful. Traditionally, if the average deal size is relatively small, sales reps generally are able to successfully sell the product based on features and benefits; however, when the average deal size significantly increases, prospective clients expect to hear more than that—they want to hear and receive value.

Read Article

by Maria Trizna March 2, 2018

How to Use Value Selling to Differentiate Your Product

Many CEOs come to us looking for answers. When sales are stagnant or taking a dive—especially with older companies that have been around for a while—it usually can be traced to two root reasons. 

Read Article

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. 

Read Article

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. 

Read Article

by Chris Strandin November 16, 2017

Social Selling Sucks (Time)

Most sales reps won’t get a good return spending their time on social media. Yet, many sales reps spend their whole day doing it anyways. At Sales Result, we believe in a balanced approach to prospecting and spreading your time across activities likely to yield a great return. Simply put, spend your time doing things you know will work.

Read Article

by Liz Stone August 31, 2017

6 Ways to Maximize Your 2017 Sales Plan in Q4

Just like that, Q4 is nearly upon us! Hopefully you've spent the summer selling, or if things have been slow, completing sales-related projects and activities to prepare the sales team for a productive Fall. One task you should complete before summers-end is the review of your annual sales plan going into Q4.

Read Article

by Liz Stone August 25, 2017

Increase Win Rates with Competitor Battlecards

“Keep your friends close, keep your enemies closer” applies to your competition; to beat them, you need to know how they intrinsically function, their strengths and weaknesses, and how to position against them. You can do this first by researching and gathering pertinent information on your current and up-and-coming competition, then using it in your differentiation, messaging, and strategy.

Read Article

by Liz Stone July 12, 2017

3 Summer Themes for B2B Sales Campaigns

 In our 2017 summer blog series 8 Weekly Projects to Stay on Track During a Summer Slump, we'll be sharing weekly ideas and suggested activities for sales leaders to keep themselves and their team productive in the typically slower summer months.. 

Read Article

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. 

Read Article

work-1.jpg

eBook:
The B2B Executive's Guide to a Winning Sales Org

Subscribe to our monthly eNewsletter for expert articles and sales tips.

Stay connected with SRi

cta-bg.jpg

Complimentary
30-minute consultation

Recent Blogs from SRi