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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 Ron Strandin January 22, 2020

Marketing Coverage Strategy and Models

Finding new clients is essential to growing your business, so finding them must be a high priority.  Market coverage models outline the strategy for how sales people can sell to as many good prospects as possible. Most sales people do a poor job of maximizing their territories, so don’t leave it all up to them. Well done market coverage strategies and models help find, target, convert and report on the best, most profitable prospects. 

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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 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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by Stephen Abrahms March 8, 2018

How Does Sales Onboarding Time Actually Impact Your ROI?

You hired Rachel two months ago. She still hasn’t closed a deal, but that’s to be expected. It’s a new product, a different sales process, and an unfamiliar client base. As a sales leader, you know Rachel will bring in at least a little business next month and should be on track to meet her goals by the end of the year. A ramp up period is to be expected, and you feel it’s best to let her learn and find her groove. Your patience will cost the company tens of thousands in potential revenue.

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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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