This year, SPI hosted its third “Customer Success Conference” on the 18th and 19th of April in Brussels. Creating an environment where clients can discuss, collaborate and share best practices or lessons learned with their like-minded colleagues is crucial to continue being up-to-date and relevant in a fast-evolving field. Besides networking and sharing ideas amongst […]
This catalog describes standard versions of SPI capabilities, but we often adjust and integrate components to address the specific selling challenges of each client.
The first half of the year is now behind us. For those of you who are on track to achieve your annual goal, congratulations! For those of you who need to play catch-up in the second half of the year, do not despair – you can still make this a successful year. First, realize that […]
Why are customer success stories so important? They’re important because it’s human nature for to people care about what their peers are doing. We look to our peers to see what they did or what they were capable of achieving. An effective success story does that somewhat for prospects. It says, “Hey. Someone you can […]
In our book, The Collaborative Sale, Keith Eades and I explored how the concept of situational fluency has changed as a result of new buyer expectations of salespeople. Salespeople who possess situational fluency demonstrate the knowledge, skills, and attitude that today’s demanding buyers expect in their interactions with sales professionals. Buyers have more access to […]
Training sales representatives, in order to work with a wide range of decision makers, from physicians and healthcare providers to hospital C-suite executives, health insurance providers, as well as progressive groups, such as Accountable Care Organizations (ACOs), requires a unique skill set going well beyond product knowledge. This thought leadership compilation includes the following publications: […]
If you missed part one, make sure to read it here! In our first post about call preparation, we discussed the two types of calls: calling for research and calling to get an appointment or lead. We explored the calls for research more in depth so now it’s time to dig deeper into the 2nd […]
This video is an example of one of our hundreds of NanoLessons. These are typically embedded in CRM and sales process automation technologies to enable just-in-time refreshers for your people to execute with confidence. Imagine this. You’ve just completed a diagnostic sales conversation, giving you the opportunity to show that you’re listening. Now is the time […]
By understanding where the buyer is behaviorally and procedurally, we can make an educated business decision what to do. It may be difficult to muster the courage to walk out, but now I know the power of understanding and applying the Column Fodder principle to my advantage.
It’s impossible to overstate the importance of communicating effectively in sales presentations. Prospects aren’t just buying product. They’re also buying YOU. Or, if your presentation skills aren’t as good as your rivals’, they’re NOT buying you. Today sellers are giving buyers more reasons NOT to buy from them than TO buy from them.
Sales, by its very nature, is a binary, win-lose contest….the lagging indicators – stock price, revenues, market share reek of performance comparisons, and that is a good thing. These are clear, rear view mirror benchmarks – the results speak for themselves and are impossible to debate. In this case, benchmarks have a very clear standard and should be leveraged. They help organizations understand how they stack up / compare in terms of results.