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 better understanding buyer behavior. As you begin planning for 2018, we recommend conducting regular win-loss interviews with buyers. Many buyers go through a rigorous sourcing exercise […]
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 […]
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, […]
At SPI Health, we’ve worked with many of the world’s leading pharmaceutical, medical device, and medtech companies, to optimize their sales performance. In our experience, we find that one of the challenges that many companies face is accessing decision makers. Shift in Life Sciences Sales Increasingly, physicians are becoming employees of healthcare systems. Thus, they […]
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 creating more demand is better lead quality. When it comes to leads, Marketers are conditioned to believe that more is better. However, this is not productive if leads don’t result […]
As you plan for 2018, what investments will have the most impact on sales performance improvement? How do you know? SPI conducts an annual “Voice of the Sales Force” survey to learn first-hand what help sales reps and managers want most to be successful in the coming year. This year’s survey, with nearly 800 participants, […]
We recently surveyed nearly 800 sales managers and reps to better understand what they need to succeed in 2018. The top needs identified to create more demand were account-based marketing, increased brand awareness and better qualified marketing-generated opportunities. All of which require considerable marketing resources and alignment to execute. As you begin your sales planning […]
This catalog describes standard versions of SPI capabilities, but we often adjust and integrate components to address the specific selling challenges of each client.
This report features valuable insight from 790 sales reps and managers, making this one of the largest surveys of its kind. The information enables you to make more informed investments that improve performance, and achieve the results you expect.
It is no secret that sales leaders and CEOs want to maximize productivity and performance for their sales teams. However, many leaders struggle to identify exactly what their salespeople truly need to be successful. As a result, they make investments they hope will improve performance, but too often don’t achieve the results they expect. Capturing […]
In this partner video, Phil McCrory describes a recent conversation with a client who had experienced stifled revenue growth in her company. He explains, “She said the reason was that there was little sharing of successes that they had with clients or even knowledge of the vertical titles that they helped.” The client asked, “How […]
This detailed assessment by Brandon Hall Group provides in-depth analysis and insight into our SPI-1 platform, the new standard for developing and enabling sales talent. The thorough review evaluates SPI-1’s playbooks, assessments, development plans, metrics and enablement tools, and concludes that “SPI-1 is one of the most comprehensive sales development/enablement tools on the market.”