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Rewriting the Sales Transformation Playbook According to a KPMG/Forbes Insight survey (Link), 82 percent of CEOs worry that their company’s…

Sales training investments are made by thousands of global organizations on an annual basis, with an estimated 3+ billion per…

It’s an exciting time for healthcare. The key to success for the modern seller is embracing the change and abandoning…

SPIHealth, Sales Performance International’s dedicated life sciences practice, is a proud sponsor of the MedForce 2019 conference. This conference is…

Technology-enabled smart tools improve sales execution and effectiveness Sales Performance International (SPI), a global leader in sales performance improvement announced…

“Commit to Coaching” is step five in the McKinsey Transformation Model.  Coaching is a critical component to achieving any desired behavior…

Independent evaluation and determination of the 2018 Top Sales Training Companies conducted by the Sales Community of Training Industry, Inc….

Sales Performance International surveyed nearly 800 sales managers and reps to better understand what they need in order to succeed…

Artificial intelligence (AI) is no longer the fantasy it was a decade ago. From Apple’s Siri, Amazon’s Alexa and increasingly-sophisticated…

Sales Performance International surveyed nearly 800 sales managers and reps to better understand what they need in order to succeed…

Sales Performance International surveyed nearly 800 sales managers and reps to better understand what they need in order to succeed…

Sales Performance International (SPI) was thrilled to attend Showtime 2018, Europe’s largest Sales Enablement Conference, last week! The two-day event…

Investments in Sales Training and Enablement are Rising as Quota Attainment Declines a global leader in sales training and performance…

If your organization has traditionally relied on relationships in order to sell and it’s not working for you as well…

I hate to use the analogy, but it’s like playing poker. If you don’t have a good hand, fold early….

Recently I had a conversation with an SVP of Sales Operations for an organization. One of the organization’s key challenges…

Sales Performance International (SPI) was thrilled to attend the 47thAnnual L-TEN Conference, the largest Life Sciences and Trainers Network, last week!…

Recently, I wrote a blog post about pursuing new opportunities with the right strategy. In that post, I discussed how so…

Sales Performance International’s (SPI) dedicated Life Sciences practice, is proud to be a Preferred Industry Partner and exhibitor at the…

PharmaTech Outlook Awards Sales Performance International 2018 Top 10 Analytics Solution Provider Sales Performance International has been recognized as a…

We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales…

An agile sales process is necessary for companies entering a rapidly changing industry such as healthcare. Digital is changing almost…

We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales…

  Population Health and the New Sales Paradigm “No outcome, no income,” says Dr. David Nash, founding dean of the…

We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales…

It’s no secret that the way B2B buyers buy has significantly changed in recent times and this trend continues to…

Im digitalen Zeitalter ist der Kunde anspruchsvoller denn je, und oft ist im heutigen Geschäft das Einkaufserlebnis der entscheidende Faktor….

This year, SPI hosted its third “Customer Success Conference” on the 18th and 19th of April in Brussels. Creating an…

Regulatory change and industry consolidation have lead pharma companies to shrink their sales teams by 20% or more. This causes…

We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales…

In the digital age, the customer is more demanding than ever and often times in today’s business the buying experience…

We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales…

  John Gardner from Strategic Account Management Association joined SPI as a guest speaker at the 2018 Customer Success Conference and…

Raymond Ivory from Blackbaud joined SPI as a guest speaker at the 2018 Customer Success Conference. There, he shared with…

At the SPI Customer Success Conference, we had a speaker named Brad Thurman from Return Path to talk about adoption,…

We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales…

We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales…

We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales…

We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales…

We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales…

Our clients often ask us: what is the best way to win business when customers send formal requests for proposals…

We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales…

We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales…

We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales…

We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales…

We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales…

We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales…

We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales…

We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales…

We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales…

In this video, Fred Diamond, Director, and Co-Founder of The Institute For Excellence in Sales describes three of the top…

We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales…

Using subjective decision making for talent development and hiring decreases ROI Sales leaders are confronted by a continuing challenge —…

Increasingly, physicians are becoming employees of healthcare systems, and as a result, they will have less influence over buying decisions….

Differentiate your offering while providing more value Drive Market Share For years, pharmaceutical and med tech companies have successfully leveraged…

Realize the full potential of your R&D efforts Pharmaceutical, Medical Device, and Med Tech companies launch new products and services…

Differentiate how you sell, not just what you sell Stakeholders in today’s healthcare market are looking for solutions that help…

Many healthcare sales organizations are realizing that they must re-assess their sales competency model in light of today’s healthcare market…

Many of today’s regulatory changes are focused on the use of Evidence-Based Medicine (EBM). This rationale is to provide consistent…

We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales…

We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales…

https://spisales.wistia.com/medias/tsi6qsbmps?embedType=async&videoFoam=true&videoWidth=640 In this video, Fred Diamond, Director, and Co-Founder of The Institute For Excellence in Sales describes the top 5…

In our recent survey of European business leaders, we discovered many struggles with building and maintaining a strong sales force….

Many of our clients report that their sales pipelines include a distribution of different opportunity sizes – a mix of…

One of the main duties of a sales professional in most opportunities is to effectively promote how their capabilities will…

In this webinar, learn how Sales Performance International drove $5 million in pipeline through cross-sell/upsell with ABM and Engagio. SPI’s…

In the book, The Solution-Centric Organization, Keith Eades and Robert Kear describe how product marketing teams can help sales representatives…

We recently surveyed nearly 800 sales managers and reps to better understand what they need to succeed in 2018. One…

We recently surveyed nearly 800 sales managers and reps to better understand what they need to succeed in 2018. One…

As you plan for 2018, what investments will have the most impact on sales performance improvement? SPI conducts an annual…

We recently surveyed nearly 800 sales managers and reps to better understand what they need to succeed in 2018. One…

Many of our clients begin each year with a conference for their sales team, in order to instill confidence, enthusiasm,…

Charlotte, NC, October 24, 2017 – Sales Performance International (SPI) announced today that Kartesia has assumed an ownership position in…

We recently surveyed nearly 800 sales managers and reps to better understand what they need to succeed in 2018. One…

In this video, SPI’s Mark Hilton explains what organizations need to do to get the most out of SPI’s strategic…

We recently surveyed nearly 800 sales managers and reps to better understand what they need to succeed in 2018. One…

At SPI Health, we’ve worked with many of the world’s leading pharmaceutical, medical device, and medtech companies, to optimize their…

We recently surveyed nearly 800 sales managers and reps to better understand what they need to succeed in 2018. One…

We recently surveyed nearly 800 sales managers and reps to better understand what they need to succeed in 2018. The…

A.J. Oster, North America’s foremost distributor of metal foil, strip and sheet products, won a coveted Brandon Hall Group Bronze…

It is no secret that sales leaders and CEOs want to maximize productivity and performance for their sales teams. However,…

For organizations that use indirect channels sales partners for all or part of their revenues, Channel Partner Managers (CPMs) play…

Watch Dario Priolo, CMO and Demand Generation Practice Leader of SPI and Emily Wingrove, Director of Marketing at Synthio as…

Most successful sellers identify buyers business issues and the impact they have within an organization. They attempt to differentiate their…

We’re happy to introduce Steve Carlson as SPI’s Vice President of Sales for the North American operation. In this brief…

In this brief video, Phil McCrory of McCrory & Company, an SPI Gold Certified Partner, emphasizes the importance of aligning…

Hi, I’m Brad Ansley, Director of SPI Health, Sales Performance International’s dedicated life sciences practice. We’ve worked with many of…

We are conducting a brief survey to help sales leaders with strategic planning for next year. We want your input…

The first half of the year is now behind us. For those of you who are on track to achieve…

In organizations, the morale, performance, and activities of one person directly impacts another person. A chief marketing officer has the…

As you already know, access to a decision maker is vital. When a salesperson doesn’t have access to a decision…

You’re about to engage in a sales conversation with a prospect where a business issue or pain is known, or…

Sales leaders know that the ability of the sales team to deliver value at every point of contact with buyers…

SPI Health™, Sales Performance International’s (SPI) dedicated life sciences practice, is proud to be a Preferred Industry Partner and exhibitor…

The SalesTech Awards is an annual competition honoring companies and individuals that demonstrate excellence, innovation and leadership in the sales…

Probably the most significant new thinking to come out of the Sirius conference was an update to their Demand Waterfall….

We are proud to announce that SPI has been recognized as one of Selling Power’s Top 20 Sales Training Companies…

We are proud to announce that SPI has been recognized as one of Selling Power’s Top 20 Sales Training Companies…

Sam Agha works for Equifax’s commercial side with their commercial enterprise solutions. What is your impression of the workshop so…

Why are customer success stories so important? They’re important because it’s human nature for to people care about what their…

A few weeks ago, I facilitated a selling skills development workshop for a client, a provider of industrial equipment. One…

SPI is pleased to be the exclusive sales consulting sponsor of this year’s European Business Awards! The Awards’ primary purpose…

Sales managers play a critical role in an organization’s success. Through their efforts and those of their teams, they help…

Techniques to train and enable sales teams have undergone a dramatic shift, but keeping up with all of the change…

What are the issues with RFPs? When I work with some of my clients, I’ve seen several of them struggle…

For sales executives to get adequate information, and for sales managers to meet or exceed their key metrics, sales managers…

Hi, I’m Ken Cross with Sales Performance International. I’m the Director of Sales Enablement Solutions on our innovations team at…

At SPI, we believe that improving sales performance requires much more than just a sales training class. That’s why we…

Hi, I’m Nick Maslanka. I’m a senior sales consultant with SPI. We help our clients in a lot of different…

Jimmy Touchstone, Director of Learning and Development here at SPI. We look after the content and make sure it’s up…

The top two buyer concerns at the end of the buying process are risk and price. A loss to no…

Have you heard, “Close early, close often, and always be closing?” The phrase might generate some questions: What does that…

Techniques to train and enable sales teams have undergone a dramatic shift, but keeping up with all of the change…

In our latest book, The Collaborative Sale, Keith Eades and I explored what sellers need to do to sell successfully…

My name is Dave Christofaro. I’m a Director of Global Accounts at Sales Performance International. My focus is working with…

Sellers use value justification or value analysis to close opportunities. Creating a formal value analysis focused on what differentiates the…

We are proud to announce that SPI has been recognized as one of TrainingIndustry’s Top 20 Sales Training Companies for…

Of course, the goal in a sales negotiation is to resist providing concessions. Unfortunately, this isn’t always realistically possible. You…

Hi, I’m Brad Ansley, Director of SPI Health, Sales Performance International’s dedicated life sciences practice. We’ve worked with many of…

For nearly all of our clients, the end of every quarter is an important milestone – each with sales goals…

I hate to use the analogy, but it’s like playing poker. If you don’t have a good hand, fold early….

Brandi Hricik is the Pan American Sales Training Manager for Physio-Control, Inc, a division of Stryker. What were the key…

Hello, my name is Rick Judson. I’m the Director of Learning Technology for SPI. I am responsible for all the…

Get started with Social Selling in 2017 by identifying goals against which you can measure your success and building a routine of activities that you can repeat often and track results against.

All sales leaders know their sales team’s success depends largely on the ability to converse in a compelling way with…

ABM is top-of- mind for many our clients. If you think about our clients, these clients sell high value solutions….

Link Competencies to Business Results SPI is really a very simple concept. It’s based on the idea of linking competencies…

Are your demand generation efforts healthy or on life support? We recently polled several hundred business and sales leaders about…

How do you better align marketing and sales in the Marketing Qualified Lead (MQL) to Sales Acceptable Lead (SAL) hand…

In their book, The Collaborative Sale: Solution Selling in a Buyer-Driven World, my colleagues Keith Eades and Tim Sullivan describe…

Over the last two years, several companies that we’ve worked with are struggling with a consistent issue – a shortage…

Every quarter, about one-third of sales leaders fall short of their goals, according to recent industry research. If you have…

I’m Ken Cross, Director of Sales Enablement Technology, working with our innovation team to bring the most advanced sales enablement…

As you kick-off the start of the new year, you undoubtedly have some ideas you expect will improve sales performance….

The sales profession is always changing, because sellers must constantly adapt to changes in economic, political, cultural, and market forces….

Using storytelling as a device in selling may not be a new idea, but it is one that’s resurfaced in…

Editor’s Note: This video was created by LearnLoft (www.learnloft.com), an innovative elearning company focused on developing the leaders of tomorrow….

Think about this. Professionals across a variety of jobs use recipes, checklists, formulas, and procedures to serve as a guideline…

I’m Mark Hood with Sales Performance International. I wanted to share a few key leadership principles. A bit about my…

Hi, my name is Artur Trzebunia, Product Manager for SPI Health, Sales Performance International’s dedicated life sciences practice. We’ve worked…

Imagine that you’re about to conduct a meeting with a prospect where you’re expecting a diagnostic sales conversation. The goal…

At SPI, we love our clients. We wanted to take a moment to say “Thank you!”

Welcome to the future of Sales Enablement! We are proud to announce the release of our new SPI-SmartApp builder, which…

Isn’t it refreshing and inspiring when you join a conversation and walk away with ideas on how to improve yourself…

With buyers having more information at their fingertips than ever before, it is no secret that in many sales situations,…

As a sales leader, are you able to prioritize your coaching and pick the right opportunity for your team? Are…

A few days ago, I spoke with someone who needed a bone scan. They were nervous about going through with the…

We have just released an updated, comprehensive course catalog, detailing Sales Performance International’s (SPI) many sales training programs. Although SPI delivers…

If you’re a new sales leader and want to know what the most successful new sales leaders do better than…

SPI Health™, Sales Performance International’s (SPI) dedicated life sciences practice, is proud to be a Preferred Industry Partner and exhibitor…

On September 14, SPI released a research report entitled “Voice of the Sales Force,” which analyzed the compiled opinions of…

On September 14, SPI released a research report entitled “Voice of the Sales Force,” which analyzed the compiled opinions of…

What if there was a radically better, smarter, faster way to improve the overall performance of your sales organization? What…

On September 14, SPI released a research report entitled “Voice of the Sales Force,” which analyzed the compiled opinions of…

On September 14, SPI released a research report entitled “Voice of the Sales Force,” which analyzed the compiled opinions of…

In our book, The Collaborative Sale, Keith Eades and I explored how the concept of situational fluency has changed as…

It is no secret that sales leaders and CEOs want to maximize productivity and performance for their sales teams. However,…

Companies that offer sale skills or methodology training programs will sometimes provide automated tools to help improve post-training adoption of…

New solution helps sales leaders improve the capability and performance of their people faster, more precisely, and at lower cost…

We think that there’s a simple mantra that should underlie sales performance coaching: “Data should lead to insight, insight should…

If you’re a new sales leader and want to know what the most successful new sales leaders do better than…

Many sales professionals often ask us, “Where do I find more leads?” They want to know how they can expand…

SPI Health™, Sales Performance International’s (SPI) dedicated life sciences practice, is proud to be a Preferred Industry Partner and exhibitor…

Kathryn Hughes is the Director of Global Sales Enablement for Axway, a large, global integration organization. They do enablement integration,…

Joe Fenn is with HP Software Services, a global software enterprise and infrastructure tools company. The organization focuses on implementation…

We have been working with a very large distribution company in Canada – about a billion dollars in sales, around…

We’ve discussed how to gain a prospect’s attention early in a meeting. Now, we would like to dig a little…

So, you’re about to conduct a first meeting with a prospect. What’s the prospect really thinking, early on? What’s critical…

Last week, the U.S. Olympic trials took place for our athletes to compete and qualify for the 2016 Summer Olympics…

Planning and organizing a training initiative is a lot of work. Pulling people away from their day-to-day jobs to find…

Jen Burns is the Director of Sales for Hobsons,  an education technology company, spanning the life cycle of the student…

We want to share a brief story of a large organization in the financial services space. This organization realized that…

We are proud to announce that SPI will be featured in the 2016 Training Industry Magazine. Earlier this year, SPI was recognized…

We would like to share a story of Greg Engalicev, the Managing Partner of SPI in Canada’s story with a…

The key to positioning your capabilities to your prospect is to identify your most compelling, differentiated capabilities. This is so…

Buyers now have more resources than ever before and will usually be more than 50% through a buying process at…

AngioDynamics was looking for a standardized message across all three franchises and needed a company that had the infrastructure, support,…

Doesn’t matter who you are – Sales Leader, Chief Sales Officer, Chief Marketing Officer. They’re all asking the same question:…

Parts of this post adapted from the Solution Selling Fieldbook (2005, McGraw-Hill, ISBN 978-0071456074) by Eades, Touchstone and Sullivan. Imagine…

When a buyer asks for an unreasonable concession during sales negotiations, what do you do? How do you react? Do…

If in your role, you’re responsible for the success of a sales performance improvement project, then unfortunately, the odds of…

It is widely assumed that sales managers play an important role in the success or failure of selling organizations, but…

We are proud to announce that SPI has been recognized as one of Selling Power’s Top 20 Sales Training Companies,…

Establishing success criteria is an important step in the sales cycle to prove value and reduce the fear associated with…

SPI Health™, Sales Performance International’s (SPI) dedicated life sciences practice, is proud to be a Preferred Industry Partner and exhibitor…

In SPI’s 25+ years of experience in delivering effective ILT, our clients consistently tell us that there are 7 key…

The importance of strong leadership is not even a question. When leadership is weak, it hurts everyone. When it comes…

It is widely assumed that sales managers play an important role in the success or failure of selling organizations, but…

SPI and Selling Power teamed up to publish a new research report on practices of the most successful new sales…

SOAP is an acronym for the items one should include in a medical chart. It is also a method used…

Most chiropractors believe that vertebral misalignment can be the cause of many health related issues and can decrease the ability…

You’re about to engage in a sales conversation with a prospect, and they already have an existing solution or set…

Do you have a systematic process for hiring A-players, or are you just winging it? Because their team is one…

It is widely assumed that sales managers play an important role in the success or failure of selling organizations, but…

SPI’s Customer Success Group has one purpose: To drive the adoption of our capabilities within our client’s community, provide measurable results, and…

SPI is an innovator and thought leader, not only in sale performance improvement but also in learning and development. We…

Sales Performance International (SPI) is pleased to announce that re-branding of its life sciences practice to SPI Health. We recognize…

This video is an example of one of our hundreds of NanoLessons. These are typically embedded in CRM and sales process…

Increasingly, organizations are making buying decisions using teams. As my colleagues Keith Eades and Tim Sullivan cited in their book,…

CRM systems have come a long way since the early, nightmarish days when project failure rates were between 50 and…

Sales Performance International (SPI) is pleased to announce the launch of its new NanoLessons. NanoLessons are brief videos, usually 2-4 minutes…

One of the most desirable sales skills in any industry today, but specifically in healthcare, is the ability to manage…

Over the past two decades, Solution Selling® has evolved to a world-renowned brand of sales methodology that relies on science…

We are proud to announce that Sales Performance International (SPI) has been recognized as a 2016 Top 10 Analytics Solution…

As a selling professional, you may have encountered a new sales leader who thought he or she would save the…

We are proud to announce that SPI has been recognized as one of TrainingIndustry’s Top 20 Sales Training Companies for…

Last week, I had the opportunity to join Robert Kelly, Chairman of the Sales Management Association (SMA), on a web…

In our recent book, The Collaborative Sale, we describe the significant changes in buyer behavior over the last few years….

Sales Performance International (SPI) is pleased to announced the launch of its new demand generation practice, lead by Dario Priolo….

Consider this: According to IMS, only one in five pharmaceutical products is able to significantly change the market share trajectory…

Changes in healthcare policies are having a profound impact on how healthcare products, services, and solutions are being bought. Reimbursements…

Many sellers struggle with how to communicate the value of potential solutions to buyers. This is because most sales training…

Sales Performance International (SPI) is pleased to announce the promotion of Jurgen Heyman to the position of Global Chief Operating…

Sales Performance International (SPI) is pleased to announce that Dario Priolo has joined the company in a dual leadership role….

The sales profession is always changing, because sellers must constantly adapt to changes in economic, political, cultural, and market forces….

Sales leaders often ask if we can help their teams to improve their time management skills. I recently had a…

Recently, I wrote a blog post about pursuing new opportunities with the right strategy. In that post, I discussed how…

Are your salespeople pursuing new opportunities with the right strategy? Do too many deals end up in a “no decision”…

As a sales leader with limited time and resources, how do you prioritize your sales improvement initiatives to ensure that…

Sales & Marketing Management magazine recently invited me and my colleague, Steven Vantongelen, to deliver a presentation about “Creating a…

Recently, I was invited to speak on the “Interviews with Inside Sales Gurus” podcast, hosted by Chris Orlob. On the…

There is a popular school of thought that suggests demand generation is the responsibility of marketing, and that salespeople’s time…

More than a few of our clients have asked us to help them fix failed Customer Relationship Management (CRM) initiatives….

In past blog posts, we’ve provided the Successful Sales Formula tool to determine the strength of a seller’s position for any given…

If you are responsible for sales training in your organization, then you know that it can be difficult to make…

Sales leaders face a challenging dilemma when promoting or hiring a sales manager. You’ve probably heard warnings about simply putting…

This is an especially challenging time of the year for sales leaders – even more so for those in companies…

How much of your annual goal depends on growing revenue in strategic accounts? Almost all of our clients tell us…

Sales training programs can easily provide a return on investment of 50x or more. However, not all sales training is…

Are your salespeople putting enough time, effort, and thought into developing and retaining business with your current customers, especially in…

Personality assessments, such as DISC or Meyers-Briggs, have an understandable appeal. They are well-known and usually inexpensive. However, according to…

Many of our clients rely on channel sales partners to generate business, either exclusively or in conjunction with direct sales…

I recently attended a conference where 35 executives introduced their company in thirty seconds or less. Interestingly, two-thirds of them…

All over the world, there is a growing middle class that expects better healthcare, and an aging population that requires…

When we first engage with them, many of our clients are using BANT (Budget, Authority, Need, and Timeframe) as their…

Launching any new sales improvement initiative is no small undertaking. Tinkering with the revenue engine of your company always entails…

To say that markets are changing rapidly in response to many forces is an understatement. For example, we described in…

In most classroom environments, there is little intention to show students how they would apply their learning in real world situations – nor do the training materials (text books) show how it is applied to day to day life. Not surprisingly, your sellers often feel the same way, after exiting training. If sellers find it difficult to apply learning to real-world scenarios, the value of the learning retention is diminished. We call this the gap between learning (training) and execution (real-life application).
Instead, sellers need the following to bridge this gap between learning and execution – automated, seller journeys and contextual learning.

Sales Leaders want the business results – so they will monitor and measure the pipeline of deals to ensure sales activities are contributing to the intended results. Good learning initiatives provide sales professionals with the required knowledge. Knowledge acquisition is tested and reinforced. That knowledge is also put to application during the learning process through case work, exercises, role plays, etc. And more importantly, application happens back in the real world where key learning and supporting tools help the seller perform in their every day job.