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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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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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