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Below is our 2020 schedule of “open” Solution Selling® in the Collaborative Era workshops, including the following upcoming sessions:

  • March 10-12: Charlotte & Brussels
  • May 12-14: London & Chicago
  • June 16-18: Frankfurt
  • July 7-9: Brussels
  • September 15-17: Chicago
  • September 22-24: London
  • November 24-26: Brussels
  • December 1-3: Charlotte

Upcoming 1-day Collaborative Sales Negotiations workshops include:

  • June 9: Brussels
  • June 20: Charlotte

2020 “Open” Workshops

Below is our 2020 schedule of “open” Solution Selling® in Collaborative Era workshops, including the following upcoming sessions:
  • March 10-12: Charlotte & Brussels
  • May 12-14: London & Chicago
  • June 16-18: Frankfurt
  • July 7-9: Brussels
  • September 15-17: Chicago
  • September 22-24: London
  • November 24-26: Brussels
  • December 1-3: Charlotte
We are also hosting… Read the rest

 


SPI & Richardson join forces – to better meet client needs

McCrory & Company is pleased to announce that our partner, Sales Performance International (SPI), is combining forces with Richardson, another sales training & consulting company. Together, they will operate as a single, scalable, end-to-end learning & enablement solution that drives measurable sales results. McCrory & Company is excited about partnering… Read the rest

 


How you sell could be your last or best differentiator

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
Read the rest

 


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 … 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 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… 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