Client Testimonial: Becton Dickinson


So,my name is Pascale Leiser, I’m the director of sales effectiveness for BD. BD is a medical technology company, witha global presence, and we are advancing the world of health. It is a 10-billion-dollarcompany, with about 45000 associates worldwide.

Why did you choose SPI as a partner?

We went through a rigorous selection process and selecting the right partner that we had in mind for driving that commercial excellence and for really transforming our sales function. What we did was:we went to training industries and we kind of picked from that top list, a number of providers, sales training providers. And we compared the offering, and at the end we inviteda number of candidates that we considered the more innovative providers. SPI was among those. We choose also niche players, at then we went to candidates that we knew already in our industry, which we would consider the more conventional or traditional providers. I mean, among the fact that obviously the rating was the highest, there’s one element that really sticks in my mind, ofwhy we chose SPI. SPI was by far much more credible because SPI was the company that was really living in that RFP process, what they were teaching. And that was very very impressive to see.

Describe the impact SPI has on your company.

SPI has certainly been a training provider, but I think the involvement of SPI and the impact has been much bigger, far beyond being a training provider. SPI has for us now become a real partner in the transformation. SPI is the partner we turn to when we need to make adjustments, when we have bigger changes to do, if we need to adjust our market conditions, when we have a merger to do, and integrating other methodologies and making sure that the handovers and the integration was kind of always adapted and updated, and so ensured.SPI has been the perfect partner for us to continue that journey that in the end never ends.

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How You Sell Is the Last Advantage