We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales profession in the coming new year and compiled their perspectives and opinions in our eBook, “Sales Performance Improvement Trends for 2018 and Beyond”. Dorthy Wood is SPI’s Director of Customer Success Group in North America. […]
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April 2, 2018
Sales Performance Improvement Trends for 2018 and Beyond: Creating Account Management Discipline in Pharmaceutical Sales
We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales profession in the coming new year and compiled their perspectives and opinions in our eBook, “Sales Performance Improvement Trends for 2018 and Beyond”. Mark Hood, MEd is a Senior Sales Consultant at SPI and manages […]
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March 26, 2018
Sales Performance Improvement Trends for 2018 and Beyond: Doubling Down on Investments to Retain and Grow Customers
We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales profession in the coming new year and compiled their perspectives and opinions in our eBook, “Sales Performance Improvement Trends for 2018 and Beyond”. Steve Smith is a Senior Sales Consultant at SPI and manages large, […]
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November 13, 2017
2018 Sales Planning & Budgeting: Account Planning is a Team Sport
We recently surveyed nearly 800 sales managers and reps to better understand what they need to succeed in 2018. One of the top needs for growing accounts is a better account planning methodology. As you plan for the new year, be explicit about the support you need from other functional areas. This should include reviewing […]
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November 6, 2017
2018 Sales Planning & Budgeting: Executive Level Selling Skills Require Continuous Competency Development
We recently surveyed nearly 800 sales managers and reps to better understand what they need to succeed in 2018. One of the top needs for growing accounts is better content to improve executive-level selling skills. When your salespeople gain a meeting with an executive-level buyer, it’s a precious opportunity. Yet according to Forrester Research, executive […]
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October 30, 2017
2018 Sales Planning & Budgeting: Connect the Cross-selling Dots
We recently surveyed nearly 800 sales managers and reps to better understand what they need to succeed in 2018. One of the top needs for growing accounts is better content to support cross-selling and upselling. Every organization wants their people to cross-sell and upsell, but too few offer the formula to enable success. Successful cross-selling […]
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October 11, 2017
How to Get the Most From Strategic Account Management
In this video, SPI’s Mark Hilton explains what organizations need to do to get the most out of SPI’s strategic account management program. He notes, “Clients need to focus on the fact that this really is a business initiative. It isn’t a sales initiative. It isn’t just for account managers to improve the way they […]
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October 9, 2017
2018 Sales Planning & Budgeting: To Justify Value Creation, You Must Measure Value Creation
We recently surveyed nearly 800 sales managers and reps to better understand what they need to succeed in 2018. One of the top needs for winning more deals is justifying value to customers. More than ever, buyers want to know the expected return on their investment in your solution. If sellers don’t have this information, […]
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June 12, 2017
How to Create Buying Vision Without Alienating Prospects
You’re about to engage in a sales conversation with a prospect where a business issue or pain is known, or highly anticipated. Let’s recall that the guiding principle is to avoid jumping from that known or anticipated pain to an outright suggestion or potential solution. Take Your Time You have to diagnose the situation before […]
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May 29, 2017
SiriusDecisions Demand Waterfall 2017: Good Progress with Room to Improve
Probably the most significant new thinking to come out of the Sirius conference was an update to their Demand Waterfall. The Demand Waterfall was first introduced in 2006 and was updated in 2012. The new version reflects the new realities of the self-driven buyer, sales and marketing automation, and the high prevalence of groups (as […]
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April 5, 2017
The New Standard for Developing and Enabling Sales Talent
At SPI, we believe that improving sales performance requires much more than just a sales training class. That’s why we developed SPI-1, a revolutionary sales performance improvement platform for developing and enabling sales talent. Decades of sales experience has taught us that to be truly successful, sales organizations must have the following: Sales Process – […]
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March 13, 2017
Planning for Sales Collaboration
In our latest book, The Collaborative Sale, Keith Eades and I explored what sellers need to do to sell successfully to today’s well-informed and empowered customer, whom we call “Buyer 2.0.” In our research, we discovered that even if buyers agree on the estimated value of a proposed solution, they may still delay making a […]