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by Eric Morse September 9, 2020

The 5 C’s of COVID-19 for Sales Leaders

COVID-19 has had drastic effects on many companies unequipped for a radical shift in how customers do business.  The good news is, there is still money to be made, and those able to pivot in new directions can still achieve sales success. Sales leaders are advised to follow the five C’s of COVID-19 in order to effectively lead their teams, retain and gain customers, and reach their goals in unprecedented times. 

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by Ron Strandin February 19, 2020

3 Ways to Increase Sales Velocity

Velocity, Speed.  Take any object and make it go faster and it will have more force.  Take any Sales Team and make it go faster and you will sell more.

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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

Wouldn’t it be nice if you were fed a continuous diet of qualified leads?  How much more productive you could be if all you had to do was close deals all day.  Imagine the volume!  Imagine the bonus! Imagine is right.

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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 30, 2019

The Importance of Coaching & Mentoring In B2B Sales

In the fast-moving world of B2B sales, maintaining a fresh, modern, and cutting-edge sales philosophy is what’s really going to drive conversions all throughout your sales team and sales process. Now, there are a number of different ways you can go about implementing an effective sales philosophy, but one of the most cost-effective ways to go about it is to simply implore your sales leadership to provide strong coaching and mentoring for your lower-level sales representatives.

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by Eric Morse October 30, 2018

For CEOs: Traits Your Sales Leaders Should Exhibit

I have been truly humbled in my career, by working with and for amazing sales leaders. Even today in my sales consulting firm, I am constantly amazed at how these amazing individuals exhibit these behaviors and assets. I have not included in this blog assets like honesty, values, proven skills, trust, leadership and communication — I will leave these for another time. 

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by Eric Morse October 3, 2018

The Missing Element in Sales Training: Certification

As we all know and have probably experienced in our career, there are a lot of sales training programs out there in the marketplace. We typically sit in a room for hours or sometimes days listening to an instructor tell you how to close more deals or improve a certain skillset. . 

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by Maria Trizna September 25, 2018

The Ultimate Guide to a Winning Sales Enablement Strategy

If you google “sales enablement” likely you’ll be bombarded with various CRM and sales process vendors, metric platforms, and consumption and training software. And all those things are great things if the strategy, content, and tools being used in via these platforms is right. In this blog, we outline key components you should consider prior to picking the right software and digital platforms for your company.

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by Liz Stone July 2, 2018

How to Train B2C Reps in B2B Sales

Business-to-business selling is a whole different beast than selling direct to consumers. Different needs, personas, sales processes, and statements of value only scrape the surface of the variances between the two.

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