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Avoid Sales Slippage
Just a little planning goes a long way in closing business as forecasted, and with minimal concessions ...
Achieving Exponential Sales Growth for the Small Mid-Market
Are you meeting your sales targets, growing at projected rates, and hiring 20% more sales people this year? Your goal is to reach $100m in revenue by 2015, so what’s...
A Productive Twist on Sales Training
Optimize sales team members’ time and productivity to win more business.
5 Basics of Forecast and Pipeline Health
Generating consistently accurate forecasts quarter after quarter can be a daunting task, given that it seems to rely on predicting human behavior. Determining whether we have enough “grist in the...
Customer Growth Sparks 26% Jump at Piedmont Natural Gas
Like every energy provider, Piedmont Natural Gas (PNG) struggled in the recession. Revenue had sputtered and sales figures were dim. The annual number of new customers fell from 35,000 to...
Acquiring and Developing Top Sales Talent
A foundational component of successful transformation requires acquiring and developing top sales talent. This white paper explores how best-in-class sales talent contributes to our clients achieving their business and sales...
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...
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...
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...
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...
How to Find and Connect with Early Stage Buyers
Effective sellers can use micro-marketing methods to develop their own personal brands and influence buyers’ thinking.
Who Should Own CRM Success?
Learn how CRM systems can be configured to help sellers perform in the era of Buyer 2.0.
Taking a Hard Look at "Must Win" Sales Opportunities
Now is the time to take a hard look at those deals that are “must win” for achieving the team’s performance objectives.
Create a Six-Month Win for New Sales Leaders
Do you know where to focus and invest in performance improvement that can create real impact - within a six month window?
The Collaborative Sale
The Solution-Centric Organization
The New Solution Selling
The Solution Selling Fieldbook
Hope is Not a Strategy
Make Winning a Habit