It is getting increasingly difficult out there selling to companies—both existing clients and new logos. And it doesn’t help with all the uncertainties in the world that are impacting decisions...

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...

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...

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...

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...

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 –...

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...

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...

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...

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...