Client Testimonial: Sheryl Upkes – PerkinElmer

 

 

What was it about SPI and Solution Selling that led you to select us?

So, the reason we chose Solution Selling and SPI is because we wanted a methodology that was logical, that really did take the customer through their buyer journeys and having sales stages and selling processes aligned to that. And also, we really wanted to work with a vendor who had a global presence and we found that SPI had both of those.

What benefits and results have you achieved since working with SPI?

The benefits I think that we found so far, it’s been early on in the implementation, but the benefits we have seen is having a common language amongst our different sellers. We have different selling roles, we have insight sales, we have sales specialist, we have account managers, we have sales managers, and enabling them to all speak the same language has been really beneficial. Additionally, we have seen a more accurate forecasting, because we can really see what a clear definition of where an opportunity is within the pipeline.

Related Resources

Video

Video: How you Sell is the Last Advantage

70% of CxO’s are ““extremely concerned” or “somewhat concerned” as to whether their company will still be relevant and competitive in two years. (Forbes Insights).

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Executive Brief: You May not Have Time to Transform Sales

Sales organizations find themselves in a world that seems increasingly unstable and less predictable. Highly informed buyers, globalization, technology disruption and myriad other factors have created a world of transient advantage. A key indicator of increasingly disruptive business climate is that the average tenure of a sales leader is less than two years.

References

Sales Performance International Services Intro

Sales Performance International (SPI) is the world leader in sales performance improvement and collaborates with leading global companies to drive measurable and sustainable revenue growth and operational performance improvements. SPI's unique integration of world-class curriculum, performance technology, and expert services creates a continuous improvement system for enterprise sales organizations.

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How You Sell Is the Last Advantage