News & Events
Below is our remaining 2017 schedule of “open” Solution Selling® workshops, including the following upcoming sessions:
- Madrid, Spain: September 12-14
- Brussels, Belgium: September 19-21
- Charlotte, NC: September 26-28
- Milton-Keynes, UK: October 10-12
- Paris, France: October 17-19
- Brussels, Belgium: November 7-9
- Charlotte, NC: November 28-30
- Milton-Keynes, UK: December 5-7
If you are interested in learning more about how you or your company could benefit from either an open workshop or one customized specifically for your team, please contact Phil McCrory at 704/362-0069 or phil@MccroryAndCompany.com
Solution Selling workshops for the remainder of 2017
Below is our remaining 2017 schedule of “open” Solution Selling® workshops, including the following upcoming sessions:- Madrid, Spain: September 12-14
- Brussels, Belgium: September 19-21
- Charlotte, NC: September 26-28
- Milton-Keynes, UK: October 10-12
- Paris, France: October 17-19
- Brussels, Belgium: November 7-9
- Charlotte, NC: November 28-30
- Milton-Keynes, UK: December 5-7
LinkedIn Article: Is “process” a dirty word when it comes to sales?
a LinkedIn article written by Phil McCrory
LinkedIn Article: Have Salespeople Lost Something?
A LinkedIn article written by Phil McCrory
SPI Launches SPI-1, Revolutionizing Sales Talent Development and Enablement
We are very excited to announce the launch of SPI-1, a revolutionary sales performance improvement platform for developing and enabling sales talent. SPI-1 incorporates four integrated modules — competency library and talent assessments, a complete sales training curriculum and adaptive learning system, sales process playbooks, and sales talent analytics. The… Read the rest
McKinsey article on unlocking growth in your largest accounts
Below is a link to an excellent article published by McKinsey & Company that is based on a survey that they conducted of 1,000 large buyers across multiple industries – How to unlock growth in largest accounts. For example, their survey suggests that the sophistication & power of procurement… Read the rest
Client achieves 350% ROI by changing their dialogues w/ customers
An interesting white paper that outlines an approach that helped to identify a client’s critical sales competencies that while generally weak, were critical to achieving their aggressive business goals. Once identified, we then helped our client embark on a program to help their salespeople master 3 core competencies (in this … Read the rest
White Paper- The World of Buyer 2.0 is Here… is Your Sales Organization Adapting?
Download 2 White Papers on the world of Buyer 2.0. In Part 1, The New Buyer Landscape, we explore the new buyer landscape – the world of Buyer 2.0. In this rapidly evolving environment, buyers’ have unprecedented access to information and are less reliant on sellers to lead them through… Read the rest
Magic Words: “They are lucky to have you!”
It should be the goal of any salesperson or account manager to leverage their work with an existing client as a way to get introductions to others within the same company and/or with prospects. In fact, requesting introductions from your clients and/or network can be a simple & low cost/high… Read the rest
The Collaborative Sale, a new book about the buyer-driven world
Buyer behavior has changed the marketplace, and sellers must adapt to survive. The Collaborative Sale: Solution Selling in a buyer-driven world is the definitive guide to the new realities of sales. The roles of buyers, sellers & technology have changed, and collaboration is the key to success on all sides.… Read the rest