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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 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 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 March 21, 2018

The Secret Tool Every Sales Leader Needs to Transform Sales Teams

In a Strategic Management classroom, a sea of groans was heard as 50 students voiced their displeasure. Several analysis frameworks were up on the screen. All had to be completed before we could develop a recommendation that would determine a freight company’s fate. 

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by Chris Strandin November 16, 2017

Social Selling Sucks (Time)

Most sales reps won’t get a good return spending their time on social media. Yet, many sales reps spend their whole day doing it anyways. At Sales Result, we believe in a balanced approach to prospecting and spreading your time across activities likely to yield a great return. Simply put, spend your time doing things you know will work.

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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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