News & Events

Our 2018 schedule of “open” Solution Selling® workshops includes the following upcoming sessions:

Solution Selling workshops for 2018

Below is our 2018 schedule of “open” Solution Selling® workshops, including the following upcoming sessions:

Milton-Keynes, UK: March 13-15
Charlotte, NC: April 23-25
Munich, Germany: May 15-17
Brussels, Belgium: May 15-17
Paris, France: June 5-7
Brussels, Belgium: June 5-7
Charlotte, NC: August 20-22
Charlotte, NC: November 14-16

LinkedIn Article: Is “process” a dirty word when it comes to sales?

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

LinkedIn Article: Have Salespeople Lost Something?

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

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