News & Events
Below is our 2019 schedule of “open” Solution Selling® workshops, including the following upcoming sessions:
- February 5-7: London
- March 19-21: Denver
- April 9-11: Munich
- April 16-18: New York
- May 14-16: Chicago
- June 4-6: London
- September 10-12: Denver
- September 17-19: Brussels
- October 15-17: New York
- November 5-7: Munich
- November 12-14: Chicago
- December 3-5: TBD
Take a look at the link to the below video, titled:
How you sell could be your last or best differentiator. Several key areas of the video include:
- 6 selling challenges we see salespeople experiencing
- How salespeople can best master/execute/transform, particularly in today’s market
- Supporting framework/process for leadership to
…
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Below is our updated 2019 schedule of “open” Solution Selling® workshops, including the following upcoming sessions:
- June 4-6: Brussels
- June 18-20: Charlotte
- July 16-18: London
- September 10-12: Chicago
- September 17-19: Brussels
- October 15-17: New York
- November 5-7: Munich
- November 12-14: Chicago
- December 3-5: TBD
If you are interested in learning…
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a LinkedIn article written by Phil McCrory
Picture this scenario: A sales leader asks a sales rep, as well as those supporting the rep, the status of an important opportunity in their sales pipeline. Everyone on the team gives the sales leader different perspectives, ranging from “everything is set to … Read the rest
A LinkedIn article written by Phil McCrory
A sales executive told me recently that his team had lost the ability to speak the language of the businesses that they were targeting. He kept hearing from both clients and prospects that salespeople “don’t understand my business.” Instead, they are more focused … Read the rest
We are excited to share with you information regarding 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…
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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…
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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 …
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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…
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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…
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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.…
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