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by Stephen Abrahms February 14, 2018

How to Ensure Your Sales Reps Don't Flirt with the Competition

I receive a lot of love letters from recruiters asking for first dates to chat about “exciting sales opportunities”. The position is not a career progression opportunity, but a similar business development role at a different company. Clearly, these recruiters don’t expect me to be faithful employee.  

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by Liz Stone October 31, 2017

Is Your Sales Team Spooking Potential Customers?

We're all familiar with the dreaded phone call from a unwelcome sales person. The phone rings from a number you haven't seen before. You consider letting it go to voicemail, but curiosity wins. You answer - and immediately regret it.

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by Liz Stone August 25, 2017

Increase Win Rates with Competitor Battlecards

“Keep your friends close, keep your enemies closer” applies to your competition; to beat them, you need to know how they intrinsically function, their strengths and weaknesses, and how to position against them. You can do this first by researching and gathering pertinent information on your current and up-and-coming competition, then using it in your differentiation, messaging, and strategy.

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by Liz Stone August 17, 2017

Make More Effective Sales Collateral This Summer

The most effective prospect-facing collateral is the result of collaborative sales and marketing teams. While the marketing team is responsible for the development and design of sales collateral, it is marginally effective if it doesn’t incorporate the needs and goals of the sales team. 

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by Liz Stone July 31, 2017

4 Summer Sales Training "Quick Wins"

What better time to train your team than a slower summer? Whether you manage an inside, outside, or hybrid team, chances are that sales activities have reduced in early Q3. Take this opportunity to do some hands-on training with your sales team.

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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 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 February 10, 2017

Increase Win Rates: 6 Steps for An Effective Win/Loss Program

Studying wins and losses is a valuable sales and marketing activity that is often overlooked in sales organizations. The best way to improve your win rates, up to 50% according to Gartner, is to align your strategies with your prospect’s buying process, needs, and goals. This can be done through a post-sale interview with the new client or lost prospect, often called a Win/Loss Interview, Report or Analysis.

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by Liz Stone January 11, 2017

Rules for a Winning Sales Presentation [+ Free Template]

As sales consultants and salespeople ourselves, we are strong believers in the value that a sales presentation can provide here at SRi. In fact before providing our own proposals, we give an Executive Presentation to our prospects, either in-person or on a call via some slide-sharing medium like Go-to-Meeting. 

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