This catalog describes standard versions of SPI capabilities, but we often adjust and integrate components to address the specific selling challenges of each client.
Many sales professionals often ask us, “Where do I find more leads?” They want to know how they can expand their pipeline of sales opportunities, in order to improve their chances of reaching or exceeding their goals. We’ve discovered, however, that few salespeople do a good job of tapping into their most lucrative source of new […]
Kathryn Hughes is the Director of Global Sales Enablement for Axway, a large, global integration organization. They do enablement integration, digital integration, and digital enablement. How are you working with SPI? We’ve been an SPI client for the last 2-2.5 years, roughly. With SPI, we’ve done quite a bit. We engaged with SPI early on […]
One of our clients asked us recently: “What does an ideal sales pipeline look like for our business?” They were looking for reliable standards that sales managers could use to evaluate future business from each of their sales professionals. As we’ve discussed previously in this blog, the old rule of thumb for pipeline coverage — […]
It’s just common sense that companies that clearly communicate their understanding of the customer’s problem, and then explicitly define their value & differentiation in the context of that problem, have a distinct competitive advantage. Unfortunately, in order to create effective contextual value and differentiation messages, you first need to break down the customer’s problem into […]
This guide is designed to help sellers engage in effective, insightful, and collaborative conversations with buyers who have already developed a clear vision of a potential solution for their problem(s) or for capitalizing on a potential opportunity.
This tool serves as a guide to help sellers engage in effective, insightful, and collaborative conversations with buyers who do not yet have a clear vision of a potential solution for their problem(s) or for capitalizing on a potential opportunity.
What does it take to become the Google, Inc. of the life sciences industry? At least in terms of marketing, selecting the right products to develop and then funneling them through a sales process is key. However, this approach isn’t necessarily what we’ve seen in this industry, based on how much money is spent on […]
Increasingly, organizations are making buying decisions using teams. As my colleagues Keith Eades and Tim Sullivan cited in their book, The Collaborative Sale, more than three-quarters of all B2B purchase decisions now include at least three people in the evaluation and selection process. Only three percent are now made by just one person. A principal […]