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by Liz Stone April 26, 2017

The 12 Elements of a Winning Sales Organization

An effective sales organization is at the heart of a successful company. It is the sum of many parts, all of which work together for the achievement of selling objectives such as increasing sales, maximizing profits, and expanding market share.

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by Liz Stone April 5, 2017

Use Account-Based Sales & Marketing to Increase Revenue

Is your sales team unable to land desirable large accounts? Are you losing business from your installed base to other vendors? Do your sales and marketing teams struggle to work together because they don’t share common goals? If you answered “yes” to any of these questions, it’s time to consider account-based marketing (ABM).

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by Liz Stone January 5, 2017

Don't Let the Definition of Sales Insanity Describe You

 “The definition of insanity is doing the same thing and expecting different results” is a colloquial quote you’ve likely heard many times throughout your sales career as a motivational statement or theme for a sales meeting. As played out as it may be, there’s a reason why it’s used so often – it’s true, and 100 times amplified when it comes to sales.

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by Liz Stone December 22, 2016

6 Sales Resolutions That Will Stick

Many of us are familiar with the fleeting nature of New Year's resolutions: eat less and exercise often top the list and are hard to happily maintain year-long! Regardless of whether personal resolutions are your thing, you should be making a committment to professional improvement of yourself and your team each year. These resolutions don't involve limiting your caloric intake and increasing time on a treadmill and even better, they'll yield big results for your business, likely becoming mainstays in future years. 

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by Liz Stone December 13, 2016

Modern Marketing: Have Your CMO & Marketing Team Evolved?

The Evolution of Modern Marketing

Traditional marketing methods are becoming less effective as the consumer takes more control over the buying process and their experience in it. With the internet and multiple screens at their fingertips, buyers are becoming more informed and sophisticated with shorter attention spans and a low tolerance for poor sales and marketing attempts. We've experienced this change at Sales Result and see many of our clients struggling with it as well.

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by Liz Stone November 10, 2016

Crush Your Sales Kick-Off Meeting: 7 Event-Planner Approved Tips

For VPs of Sales, planning a successful sales kick-off meeting falls under your umbrella of responsibilities. Whether you’re planning the expected annual meeting or considering adding this type of event to your 2017 calendar, here are seven top tips from SRi's Marketing Director (and Event Coordinator in a past life), to ensure your most important meeting of the year leaves your sales team feeling trained, prepped, and motivated for the next 12 months.  

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by Liz Stone October 27, 2016

The Secret to Making Your Number: Sales Coverage Model

Bottom line, a sales coverage model is how a company makes their number. A sales coverage model enables companies to set achievable revenue goals then reach them with thoughtful placement of sales and marketing teams/individuals in the best territories and highest value accounts.

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by Liz Stone September 29, 2016

10 Steps to a Winning Sales Plan

<<< Don't be this guy.

You wouldn’t go into a meeting that you were leading unprepared; the same goes for next year. Building an annual sales plan is critical to reaching your sales goals. Take the following 10 steps to begin building a sales plan with acheivable sales goals and a strategy to reach them that you can be celebrating this time next year. 

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by Liz Stone September 16, 2016

It's Time to Evaluate Your Sales Process

When was the last time you evaluated your sales process? Or, have you ever fully defined your sales process? The likelihood is that your sales process is due for check-up. 

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by Liz Stone August 18, 2016

Go for Gold: Olympic Strategies to Apply to Your Sales Team

If you're anything like us, there have been some late nights recently watching the Olympics. It's hard to pull away from the physical feats, world records, incredible wins, tragic losses and athletes' stories, all on the beautiful backdrop of Brazil. 
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