Recently I had a conversation with a SVP of Sales Operations for an organization. One of the organization’s key challenges is that too few people are making quota. Their business plan had planned for about 65% of their team making quota, but they are only at about 50%. We talked about the situation and this […]
The SalesTech Awards is an annual competition honoring companies and individuals that demonstrate excellence, innovation and leadership in the sales technology space. Recently, SPI was the recipient of two of these very prestigious awards, and we’re proud to be named Most Innovative SalesTech Company and Top Sales Performance Management Technology for 2017. The list of […]
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 […]
We are proud to announce that SPI has been recognized as one of Selling Power’s Top 20 Sales Training Companies for our innovative solutions, extensive services, and unique contributions to the sales training marketplace. At SPI, we lead organizations into a new world of possibilities to improve sales effectiveness, and set the new standard for […]
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?
Sales isn’t just a job, it’s a lifestyle. Because work can get extremely stressful, it’s important to decompress, recharge and reward yourself. One way a few of us do this at SPI is through our appreciation of craft beer. Through our “Successful in Sales” lifestyle series, we’ve created SPI’s Guide to Craft Beer, and invite […]
We are proud to announce that SPI has been recognized as one of TrainingIndustry’s Top 20 Sales Training Companies for the 11th consecutive year, for our extensive performance expertise, deep industry knowledge, and global resources. At SPI, we provide the world’s leading companies drive revenue and profitability. We help global companies apply process and methodologies […]
SPI-1 is a better way because it’s “one size fits one.” It’s not saying that everybody must do something the exact same way. We do have program-level kinds of learning, and that may be recommended. But ultimately, what the SPI platform can do is say, “Here’s what you need to do to be more effective,” […]
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.
In their book, The Collaborative Sale: Solution Selling in a Buyer-Driven World, my colleagues Keith Eades and Tim Sullivan describe how high-performing sellers excel at engaging in consultative conversations with buyers. These conversations enable buyers to clearly visualize a solution to their problems, making it much easier for them to buy. We call those sellers who […]
2.5 Day Open Workshop, Instructor-Led Course The Solution Selling® in the Collaborative Era workshop is a highly interactive, Instructor-Led workshop that includes job aids and principles that help salespeople consultatively align their selling activities to the steps of a buyer’s buying process. We engage our students in lively discussions, group presentations, role plays, and individual application […]