If your organization has traditionally relied on relationships in order to sell and it’s not working for you as well as it used to, we have an idea on how to improve. I recently attended a regional forum where there were a number of sales leaders from industrial manufacturing companies talking about 3 key issues: […]
Sam Agha works for Equifax’s commercial side with their commercial enterprise solutions. What is your impression of the workshop so far? My impression of the workshop so far has been great. I like how SPI training has been focusing more on the selling process. Not just selling the product, or features and benefits, but more […]
In the context of sales, are “people your greatest asset”? As Jim Collins and his research findings explain in his book Good to Great, it’s not just any people, “it’s the right people that are your greatest asset”. Little alteration, big impact. Also from Jim’s findings, “don’t expect to grow revenues consistently faster than your […]
A confluence of new capabilities is creating an innovative, more precise approach to performance improvement. New approaches include advanced analytics, refined sales competency and behavioral models, adaptive learning, and multiple forms of technology enablement. However, with only 17% of sales organizations leveraging sales talent analytics (TDWI Research), it seems that most CSO’s and their HR business partners are gambling — using intuition as the basis for making substantial investments in sales development initiatives. If the gamble doesn’t pay off, then the investment is wasted. Is your sales talent aligned to your company’s strategy of increasing revenue?
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 – […]
Hi, I’m Nick Maslanka. I’m a senior sales consultant with SPI. We help our clients in a lot of different ways, but ultimately, we’re in the business of helping our clients produce and create predictable and profitable sales organizations. I work a lot in the technology and software space. I also work with a lot […]
Jimmy Touchstone, Director of Learning and Development here at SPI. We look after the content and make sure it’s up to date, relevant, and meeting the needs of our customers. What are the client issues around not having a collaboration plan? What are the challenges? Sometimes evaluating complex solutions, sales cycles can go off track […]
The top two buyer concerns at the end of the buying process are risk and price. A loss to no decision is normally the result of buyer risk and cost concerns. Normally this decision is based on one or more of the following concerns: Will the proposed capabilities even solve our business issues? Can the […]
My name is Dave Christofaro. I’m a Director of Global Accounts at Sales Performance International. My focus is working with large organizations to effectively improve sales performance. There can be a lot of moving parts in those types of solutions, but we help them identify and manage their way through those sales performance improvement projects. […]
Hi, I’m Brad Ansley, Director of SPI Health, Sales Performance International’s dedicated life sciences practice. We’ve worked with many of the world’s leading pharmaceutical, medical device, and medtech companies to optimize their sales performance. We’ve found that one of the challenges companies face is the inability to leverage clinical data in a consultative conversation with […]
Brandi Hricik is the Pan American Sales Training Manager for Physio-Control, Inc, a division of Stryker. What were the key business issues you faced? Our journey with Sales Performance International (SPI) started about three years ago. We were faced with some pretty aggressive growth expectations, so we wanted to take a proactive approach and evaluate […]
Get started with Social Selling in 2017 by identifying goals against which you can measure your success and building a routine of activities that you can repeat often and track results against.