Client Quotes and Testimonials
“We put our entire organization through Solution Selling® to help us find new opportunities and grow our business footprint in the market. The prospecting tools and the 9-box questioning method really opened some doors for us with clients we would never have been comfortable talking with before. We are also working with our operations team members who service our existing accounts to have consultative conversations with our customers to gain more of their business.”
Chuck Saathoff, Owner and President of WorldTrans Services, Inc.
Provided by MKH ASSOCIATES INC.
“Building a common culture in an organization is key to success. We grew our staff at a rapid rate and spent no time training them before sending them out in the field. This caused our systems and processes to be disparate and dysfunctional. Having the common vocabulary and the verifiable outcomes of a sponsor letter and power sponsor letter with an evaluation plan in place gave us the skills needed to transition our business successfully.”
Erik Betz, CIO/CTO, DTN Energy
Provided by MKH ASSOCIATES INC.
"We see a clear correlation between partners that grow and those who have implemented Solution Selling®. These partners have improved their win-rate, reduced their sales cycle and increased the average deal size. We have seen partners, that were negative towards the Solution Selling®, coming out from the training with a happy face on and they have literally changed their fundamental attitude when it comes to selling".
Thomas Bakken, Microsoft, Sales and Partner Manager, Microsoft Dynamics
Provided by ZellGeist
"A lot of people think that Solution Selling® is yet another sales training, where you will have to wait years to see results. This is far from what we have experienced. Most of our partners showed a clear improvement in their sales techniques and sales results already 3-6 months after going through the training with ZellGeist. Solution Selling® will be one of our most important priorities in the years to come."
Dagfinn Ringås, Microsoft, Director, Microsoft Business Solutions
Provided by ZellGeist
“In the midst of the last economic crisis, our efforts were on protecting our base and getting ready for growth. For a Sales Leader of a diversified company, meeting those objectives during a stormy context brings critical challenges, one being the optimization of our sales productivity, at a company, team and individual seller level. We knew we needed to upgrade the sales skills set, implement new sales management tools, change our positioning and go to market strategies.
We opted to revise our sales process and to build an IPL Sales Playbook that would serve as the foundation for our sales function and which would link to a new CRM tool, metrics, opportunity analysis, and help us decide on a specific training plan for our sales force. Such an initiative has to be done in partnership with experts and our research led us to SPI.
With their expertise, we assessed our strengths and weaknessess against best in class and then developed a Sales Playbook that is unique to IPL and is our common language now. They helped us develop a tool to manage and track opportunities and identify sales effectiveness metrics that help us go way beyond intuition and allow better forecast accuracy.
Thanks to our 2 year plus partnership with SPI, we have implemented a management philosophy and a sustainable know-how that is connected to our culture and inclusive of our own best practices. This has also helped with our transition to our new private equity ownership and positioned us well for continued growth."
Gaston Lacasse, VP Business Development, Innovation and Marketing, IPL Plastics, a Novacap company
Provided by SPI Canada
"Solution Selling® courses, provided by Sales Consulting Partners, SPI’s Italian business partner along the last 7 years in Cisco, has been a fantastic learning experience, helping our managers and employees approach sales activity in a structured way. Among the various sales trainings offered in Cisco, Solution Selling® is one of the most comprehensive and complete programs to understand and act on the entire sales cycle. SPI has offered competence and high-level methodology, presenting customer experience both strategically and practically, providing useful techniques for immediate use. The customized approach and business cases developed represent significant SPI added-value."
Francesca Merella, HR Director Cisco
Provided by Sales Consulting Partners
“In ebilling, Solution Selling® has been from the very beginning the ongoing sales booster. We found the methodology really fitting our B2B complex services and selling activities, and with the help of Sales Consulting Partners, SPI’s Italian business partner, we have been able to match it perfectly with processes, practices and organization.”
Davide Boni, Marketing Director ebilling
Provided by Sales Consulting Partners
“Our ICT-company aimed to move up the value chain, to sell value rather than products to C-level management instead of operational and ICT management. At the same time we felt our senior engineers and consultants should have a more profound role in the sales process. After a thorough selection process we selected Solution Selling® and Wendrickx & Partners as our partner to help implementing the methodology and train our staff.
Our management team, sales and account managers and later our senior professional staff were trained; the methodology was implemented and CRM was aligned with Solution Selling®. What we noticed was that most of our trained people got more self confident selling solutions rather than products, were able to be sparring partner of our customers rather than the be the typical sales person. Even the most cynical of our sellers found some benefit in using the Solution Selling® Methodology…. The spirit of the team improved however. In terms of results the management and control of our sales funnel improved, the average size of projects and the success rate increased.
The Solution Selling® Methodology now has become a standard part in our company sales training program.”
Paul Frank, General Manager Global Services House, Imtech ICT
Provided by Wendrickx & Partners
“I came with an open mind, I leave with my mind opened to new techniques.”
Richard Funnell, Ener-g
Provided by Shipley Ltd.
“After eleven and a half years of selling you think you know it all - wrong!!! Solution Selling® opens your mind to other ways of selling.”
Stephen Jefferies, Ener-g
Provided by Shipley Ltd.
“I found the course very effective. I used some of the matrix yesterday when talking to a transnational client and it made absolute sense as I ran through it in my mind. I was thinking in line with the process much easier than I thought I would. I found I was asking questions that expanded the conversation outside of my immediate contact. And this led to other opportunities. So for me, the training is having an immediate effect on my business. Thank you for all your help.”
Paul Doyle, New Horizons Ireland (MSSP Program)
Provided by Shipley Ltd.
"PM Solutions is a project management firm helping organizations execute, govern, and measure their portfolios to improve business performance. We are the leader in applying project and portfolio management processes and practices to drive operational efficiency for our clients. In an effort to address one of our 2011 strategic goals, to increase new business revenue, we sought the expertise and training provided by SPI’s Solution Selling®. With their focus on structured sales processes and the tools to enable the continuous practice of their methods, the processes have quickly become part of our organization’s culture.
In just a few short months, we have improved our pipeline with more qualified opportunities and driven the sales cycle in a consistent and effective manner. And, while successful selling has many facets, we anticipate that the Solution Selling® training will help us realize an increase in our win rate and revenue growth. In short, the Solution Selling® Methodology ranks among the best consultative sales process we have encountered."
Barbara J. Preisz, Managing Director, Client Relations, PM Solutions
Provided by SPI Canada
