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by Sales Result, Inc. March 3, 2020

Ten Ways Sales Ops Can Help with a Funnel Review

We previously discussed funnel reviews and how this is an essential tool not only for the success of a salesperson, but for meaningful insight for sales leadership.  Here we take a step back and get down to the basics of what a funnel review provides and it's value within the entirety of the salesforce, including Sales Operations.. 

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by Ron Strandin February 5, 2020

Taming the Sales Forecasting Challenge – Funnel Reviews for Executives

Being in sales requires being an optimist.  Regular rejection and the pressure of hitting your numbers means you have to believe in what you are doing.  Keeping your salespeople optimistic is a must and relying on their predictions of sales revenue requires some filtering.

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by Mark Beckstrom January 21, 2020

Why Everyone Has a Stake in Lead Generation

Nobody told me I’d have to generate my own leads!

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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 Eric Morse January 13, 2020

Why The Question Is More Important Than The Answer

 

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by Maria Trizna October 9, 2018

8 Key Characteristics to Look for in a B2B Sales Rep

Building an all-start sales team starts with your judgment. Because you’re hiring for sales reps, it can be difficult to distinguish true talent from sales talk. Therefore, having a well-define profile that outlines key characteristics you’re looking for, and corresponding questions to test for those skills, will help avoid poor judgment calls. 

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by Stephen Abrahms June 22, 2018

The Power of Influencers in B2B Sales

Everyone makes mistakes. And sometimes that’s the best way to learn. Reflecting on my own experience, I’ve made a huge oversight once with one of our clients. I’d like to take today’s blog to tell you that story, and hopefully, help you avoid making the same slip I made.

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by Maria Trizna April 20, 2018

Are your SMEs and technical sales people making these mistakes?

Technical business leaders and subject matter experts (SMEs) struggle to tell their company and product story. That’s because they have the “Curse of Knowledge”, a common phenomenon that happens when people who’ve been exposed to their product for a long time can’t imagine what it’s like to not know or understand their technology product. This leads to conversations that miss the mark or bore important decision-makers. The good news is that if your SMEs are experiencing "Curse of Knowledge" symptoms discussed below, you can give your fix it by providing the proper training and tools to help them have more relevant conversations. 

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by Stephen Abrahms March 8, 2018

How Does Sales Onboarding Time Actually Impact Your ROI?

You hired Rachel two months ago. She still hasn’t closed a deal, but that’s to be expected. It’s a new product, a different sales process, and an unfamiliar client base. As a sales leader, you know Rachel will bring in at least a little business next month and should be on track to meet her goals by the end of the year. A ramp up period is to be expected, and you feel it’s best to let her learn and find her groove. Your patience will cost the company tens of thousands in potential revenue.

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by Eric Morse December 1, 2017

From CEO to CEO: Best Practices for Sales Leadership Greatness

I've learned countless lessons as Sales Result's CEO, some the result of great decision-making, others from making mistakes. Fifteen years later, I use these learnings to coach sales leaders to be the best version of themselves. Today's blog features five key points that I incorporate into every executive coaching engagement, and that I believe are incredibly important for any CEO or sales leader to remember. 

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