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The Knowledge Center
Create a Six-Month Win
Do you know where to focus and invest in performance improvement that can create real impact - within a six month window?
Book: Solution-Centric Organization
Published book on moving enterprise organizations from Products to a Solution-Centric orientation
The Collaborative Sale
Buyer behavior has changed the marketplace, and sellers must adapt to survive.
Book: Collaborative Sale
Buyer behavior has changed the marketplace, and sellers must adapt to survive.The Collaborative Sale: Solution Selling in a Buyer-Driven World is the definitive guide to the new reality of sales....
The Agile Sales Organization
Sales organizations are being disrupted by an unprecedented confluence of factors. Buyer behavior is changing radically while multiple forces of internal and external change are disrupting traditional sales approaches. Forrester...
Sales Talent Assessment
Heraclitus, the Greek Philosopher, said that “the only constant is change.” Successful organizations are constantly changing, whether they initiate it or their market and customers demand it. Mergers, acquisitions, and...
Linking Your Multi-Rater Assessment to Business Outcomes
The sales leadership at a small pharmaceutical company wanted to invest in the individual development of its specialty sales representatives and identify the critical skills needed to gain market share...
Evidence-Based Medicine Meets Solution Selling®
Will your sales force adapt, or become extinct? To address the new reality that is rapidly emerging in Life Sciences, Sales Performance International has integrated best practices from two state-of-the-market...
Acquire and Develop Top Sales Talent
This white paper explores how best-in-class sales talent contributes to our clients achieving their business goals.
Use Competitive Strategy to Win Sales
Apply the right level of resources to every sales opportunity, every time – or know when to walk away.
Leading Sales with Value
The most effective sellers assume that buyers always have a choice in where they can invest time and money.
Sales Process, Methods, and Skills
Organizations who achieve the most success with sales training are those who establish clear criteria before evaluating possible solution providers.
Your Next Sales Manager
What do good sales managers look like? How can you identify the optimal candidate for hiring or promotion to a sales management position?
Coaching to Standards of Excellence
Good coaching doesn’t happen by accident. Top performing sales managers prepare for effective coaching conversations.
Avoid Sales Slippage
Just a little planning goes a long way in closing business as forecasted, and with minimal concessions ...
Supercharge Sales Training
Learn how sales enablement technology can support and leverage investment in sales training and development programs.
Effective 2016 Sales Planning
Get the facts you need for a winning sales plan in 2016.
Manage the Four Types of Channel Partners
Discover the four types of channel sales partners and learn how best to engage with and support them.
Protect Strategic Accounts from Competitors
Improving the level of relationships in strategic accounts begins with understanding what it is.
Sales Training Buyer's Guide
15 essential questions for selecting the optimum sales training solution for your team.
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