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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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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 Liz Stone June 26, 2017

11 Ways to Enable Your Sales Team to Succeed

Sales enablement is the process, practices, technologies and tools that improves the productivity and performance of the sales organization and sales team. Examples of sales enablement include playbooks, processes, collateral, CRM system, success metrics, and sales portals.

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by Liz Stone June 9, 2017

Your Guide to Hiring an Amazing Sales Manager

A sales manager is a critical hire to any selling organization. At Sales Result, we encounter sales managers all the time, and it’s rare we meet one that isn’t in need of leadership coaching or additional tools and training to guide their team.  

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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 May 8, 2017

Successful Sales Onboarding: 5 Topics to Include in Your New Hire Plan

The first 90 days of a new hire’s time at your company is largely tied to their overall success as an employee and productive salesperson. Successful onboarding leads to reduced turnover, increased ramp-up time, and less stress all around. New hires that are onboarded properly generally have higher success potential then their untrained counterparts.

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