INDUSTRIES

READY TO SERVE THE NEEDS OF EVERY INDUSTRY

FIND OUT SOME OF THE INDUSTRIES THAT SPI CAN SERVE

MANUFACTURING

We help manufacturing companies bring management science and predictability to their sales organization.

TECHNOLOGY AND SOFTWARE

We help technology and software companies combine buyer-aligned process with adaptive performance development which creates a competitive selling edge.

FINANCE

We help finance companies create situational fluency which elevates customer experience to drive win rates and loyalty.

TELECOMMUNICATION

We help telecommunication companies align process, roles and competencies to evolving market segments in order to drive outcomes.

MEDICAL DEVICES & PHARMACEUTICAL

Our dedicated Life Sciences practice helps med tech, pharmaceutical, and diagnostic sales organizations drive measurable results. We do this by combining 30 years of B2B selling experience with unmatched subject matter expertise, to align how organizations sell with the changing business models and buyer expectations.

You are

Outperform the Market: Growing company value and creating predictable quarters are top priorities. You need sales execution that aligns perfectly with your growth strategy. Investments in sales development need to consider critical sales goals and align precisely with desired business outcomes.

Problem Statement: Strategic growth initiatives are failing to hit expected target levels and impacting quarterly revenue attainment – resulting in decreased valuation.

Solution Statement: Utilize a data-driven approach to identify competencies that impact critical sales goals associated with key growth strategies. Objectively assess team capabilities in strategic competencies and apply agile performance development to drive rapid results.

Outperform the Competition: Effective sales execution is critical to meeting company revenue objectives. Investments in sales training must provide rapid time-to-proficiency, without disrupting productivity. Professional development must also directly support marketing and sales strategy to impact specific outcomes.

Problem Statement: Sales execution is inconsistent due to the absence of a well-defined process with best practices and enablement tools for sellers. There is no unified sales approach to ensure repeatable, effective execution.

Solution Statement: Develop a buyer-aligned sales process and unified language to provide consistent overall execution. Utilize a data-driven approach to identify competencies that impact critical sales goals. Integrate the buyer-aligned sales process with agile development for high impact competencies to create a competitive selling edge.

Outperform the Standard: Sales training must incorporate curriculum that directly supports the market and sales strategy of the organization, while optimizing the learning experience at the individual level to provide a real connection to business outcomes. What “good” looks like for each sales role needs to be clearly defined and include criteria-based standards for certification at the competency level.

Problem Statement: Learning & Development struggles to demonstrate clear connections and ROI for corporate investments in sales training. There is a lack of clearly defined standards and models for competency development and certification by specific sales role.

Solution Statement: Implement learning plans that directly support the sales strategy and goals, with “mappings” to specific performance outcomes. Incorporate multiple modalities where needed and apply a learn-practice-apply-coach (LPAC) model for optimal sales performance development and a defined path to certification.

Outperform the Benchmark: Effective on-boarding and professional development require well defined models for competencies and their associated proficiency levels. Sales organizations need both assessment and learning and development models that provide clear criteria and paths for career advancement.

Problem Statement: What success looks like for sales is too ambiguous to guide on-boarding and meaningful professional development. A lack of well-defined success and assessment standards limit valid development paths for improvement and advancement.

Solution Statement: Provide clear, well-defined competency models for professional sellers and managers that incorporate assessment technology at the knowledge and behavioral level. Provide training and developmental assets that correspond directly to sales competency requirements.

Outperform the Target: In addition to training, sellers need methodology specific templates and tools to enable effective daily execution that drives target outcomes. Front line managers also need well defined behavior guides for seller activity, and criteria to evaluate behavioral effectiveness to provide meaningful coaching and mentoring.

Problem Statement: Many sales training programs fail to include templates and tools for application of new learning on real opportunities. The result is limited application of newly learned methods and limited guidance for managers on how to coach new behaviors.

Solution Statement: Integrate methodology specific templates and technology tools into CRM to reinforce daily application of new selling techniques. Provide managers with behavioral guidelines for key sales methods to support effective coaching that drives specific outcomes.

LEARN HOW TO OUTPERFORM THE COMPETITION

We measure success by how well our customers achieve their sales goals. Driving real behavior change and measurable outcomes requires a globally proven curriculum, agility, and acceleration through technology, and expertise to bring change to life in your organization. We integrate each of these performance enablers to meet the unique requirements of your business.

DISCOVER MORE ABOUT SOLUTION SELLING® AND SPI

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30 Aug: How AI is Transforming Global Sales Training

Artificial intelligence (AI) is no longer the fantasy it was a decade ago. From Apple’s Siri, Amazon’s Alexa and increasingly-sophisticated chatbot software, to Google’s self-driving cars, AI is fundamentally changing how businesses and society operate. It’s also driving the future of B2B sales, according to Jürgen Heyman, CEO of Sales Performance International (SPI).

28 Aug: Five Best Practices for Sales Success in Today’s Healthcare Market

Reimbursements to healthcare providers are increasingly based on the value or outcome of their care rather than the volume of…

28 Aug: Sales Training Buyer’s Guide

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

06 Aug: Optimizing Sales Effectiveness for Portfolio Companies

A blueprint for accelerating and sustaining sales effectiveness.

06 Aug: Introducing Solution Selling 2.0

SPI’s Robert Kear, Tim Sullivan & James Touchstone share and discuss extensive research on how to change buyer behavior and how high performance sales organization are adapting to those changes in order to succeed.

06 Aug: CRM and Sales Enablement: Bridging the Learning to Application Gap

Provide sellers with the tools needed to move seamlessly from learning to application.

06 Aug: STO Animation

Learn more about sales talent analytics from SPI.

01 Aug: Solution Selling® Performance Tools

Effectively prepare, execute, follow-up, and analyze with quality and precision Solution Selling Performance Tools provide easy to use guides for…

22 May: Radical Sales Transformation: Rewriting the Playbook

Sales organizations find themselves in a world that seems increasingly unstable and less predictable.  Highly informed buyers, globalization, technology disruption, and a myriad other factors have created a world of transient advantage.  A key indicator of an increasingly disruptive business climate is that the average tenure of a sales leader is less than two years.

29 Apr: Video: How you Sell is the Last Advantage

70% of CxO’s are ““extremely concerned” or “somewhat concerned” as to whether their company will still be relevant and competitive in two years. (Forbes Insights).

02 Apr: Executive Brief: You May not Have Time to Transform Sales

Sales organizations find themselves in a world that seems increasingly unstable and less predictable. Highly informed buyers, globalization, technology disruption and myriad other factors have created a world of transient advantage. A key indicator of increasingly disruptive business climate is that the average tenure of a sales leader is less than two years.

19 Feb: Beyond Sales Training Video

We help companies align performance development initiatives directly with their growth strategies to rigorously develop the capabilities that drive business results. There are six key essentials for creating a true, continual performance improvement system in today’s fast paced business environment. To learn more, spend three minutes viewing this video

31 Jan: How You Sell is the Last Advantage

Nothing is more energizing in sales than having a distinct edge –a superior idea or highly differentiated offering. But, brilliant new “insights” or product advantages have an increasingly shorter shelf life in today’s connected, real-time world. The average lifespan of a company in the S&P 500 has declined from 67 years in the 1920s to 15 years today.

04 Dec: How to Use Modern Business Development and Data Insights to Improve Campaign Performance

Generating enough qualified opportunities to achieve revenue goals remains a persistent challenge for nearly all organizations today. However, by combining the use of modern business development methods with advanced market intelligence resources, sales teams can grow pipelines and exceed their targets.

29 Nov: These Six Essential Steps Will Transform How You Sell

While U.S. companies are spending billions on corporate sales training and technology – they’re not seeing a requisite increase in productivity.* In fact, annual quota attainment is on a five-year decline, which led us to ask: Why are so many companies suddenly finding themselves lost in the “Bermuda triangle” of sales training?

08 Nov: Establishing a Unified Sales Process Workshop

At #LTEN2018 Sales Performance International and Philips Healthcare hosted an interactive workshop led by Director of SPI Health, Brad Ansley, SPI Senior Sales Consultant Nick Maslanka and Mandy Dunnuck, Director, Leadership Development & Selling Skills at Philips. Learn how SPI helped Philips establish a unified sales process across an entire sales organization in just 12 months.

08 Nov: Are Pharmaceutical Makers Becoming Outcomes Companies

“Everyone in the U.S. [pharmaceutical industry] is, if not contemplating, actively taking strategic efforts to either mitigate and/or attempt to bear the risk,” says Dr. Ploszay whose team leads global efforts to leverage digital disruption as an organic and inorganic growth opportunity.

08 Nov: Does Sales Add Value in Healthcare

Regulatory change and industry consolidation have lead pharma companies to shrink their sales teams by 20% or more. This causes many to ask “Are healthcare sales representatives providing value in today’s healthcare environment”?

08 Nov: GE Healthcares Shared Risk Contracting

As health systems take on more ‘fee-for-value’ arrangements, their strategic suppliers may share the risk.

08 Nov: Turning 33000 Employees Into an Agile Pharma Start Up

An agile sales process is necessary for companies entering a rapidly changing industry such as healthcare. Digital is changing almost every aspect of healthcare including pharmaceutical manufacturing and distribution.

01 Nov: Sales Training Does Not Equal Sales Performance

As a global leader in sales training and performance improvement for nearly three decades, we’ve reached the conclusion that sales organizations need to fundamentally re-think their approach to performance improvement initiatives.

07 Aug: Population Health and the New Sales Paradigm

“No outcome, no income,” says Dr. David Nash, founding dean of the nation’s first graduate school of population health. He joins Brad Ansley of SPI Health to explore the emergence of population health and the implications for healthcare suppliers. They cover the buyer’s perspective on changing health system needs, shared-risk contracting and new selling dynamics.

01 Jul: The Sales Talent Lifecycle: A Sirius Introduction

Organizations taking a passive, traditional approach to sales talent recruiting often fail to achieve the desired results.

01 Jul: What does a best-in-class sales talent development program look like?

Learn how a sales organization can make its training investments wisely.

01 Jul: Identifying Sales Training & Development Investments That Drive Learner Outcomes

Discover the tasks that training must be doing constantly in order to provide the most useful learning experience for salespeople.

01 Jul: SPI INSIGHT: Leading Sales Teams in Times of Change, Challenge & Disruption

Download a comprehensive eBook on effectively leading and developing your sales team.

01 Jul: SPI INSIGHT: How to Win Large, Complex Deals with Greater Profitability and Predictability

Download a comprehensive eBook on how buyers have changed and how we must adapt.

01 Jul: SPI Life Sciences Practice Brochure

Learn more about our specialized expertise in your industry.

01 Jul: Cross-Selling and Up-Selling Skills Data Sheet

Create and win higher-margin opportunities in customer accounts.

01 Jul: SPI Health Corporate Brochure

Specialized sales performance solutions for pharmaceutical, medical device, and other life sciences companies. Download the complete capabilities brochure.

01 Jul: Solution Messaging for Healthcare Data Sheet

Download a complete program data sheet.

28 Jun: SPI INSIGHT: Taking the Pulse of Big Changes in Healthcare Sales

A change in the market means a change in competencies and practice.

28 Jun: SPI INSIGHT: Creating Win-Win Strategies to Drive Channel Management Productivity

Complete the form to download a comprehensive review on creating win-win strategies.

28 Jun: SPI INSIGHT: The Art and Science of Unlocking the Full Potential of Strategic Accounts

Download this comprehensive eBook focusing on the importance of strategic accounts and how to make sure that you’re unlocking their full potential.

28 Jun: SPI INSIGHT: 3 Keys to Success for Sales Leaders

Learn the three keys to launch readiness for Sales and Marketing leaders.

28 Jun: SPI INSIGHT: How a Top 5 Pharma Company Changed the NRx Launch Curve

Learn how one top pharmaceutical company beat the odds and broke the NRx trend after the 6 month launch window.

28 Jun: Pharmaceutical Launch Effectiveness: Which Skills Matter the Most?

Learn the skills that sales representatives need to be able to leverage the language of Evidence-based Medicine (EBM) when engaging in clinical conversations with healthcare providers (HCPs) and other stakeholders.

28 Jun: Pharmaceutical Launch Effectiveness: How to Align Your Brand Messages for Launch

Learn what sales and marketing leaders need to be able to develop and deliver targeted, creative, compliant, AND impactful solution-centric messages to maximize product launch performance.

28 Jun: SPI INSIGHT: Selecting & Developing Sales Talent With Employee Assessments

Learn the three features of top sales hiring assessments and discover if your existing sales talent can execute your future growth strategy.

28 Jun: SPI INSIGHT: How to Select and Deliver Sales Training for Maximum Results

In this article, learn the critical distinctions between sales process, methods and skills.

28 Jun: SPI INSIGHT: How To Get More From Your Core With High Impact Sales Coaching

Learn how to help your managers coach more effectively to your standards of excellence and keep your sales team’s performance on track in this article from SPI.

28 Jun: SPI INSIGHT: Driving CRM and Sales Enablement Success

In this article, learn more about how we can help you ensure that your CRM system aligns with your sales performance improvement objectives.

27 Jun: Evidence-Based Solution Selling

See how life sciences sellers can align – and win – with how healthcare systems are buying today.

27 Jun: SPI INSIGHT: Maximizing Market Share in the 6 Month Launch Window

In this brief article, Brad Ansley, Director of SPI’s Life Sciences Practice, describes what sales leaders need to do to prepare their sales teams for maximum launch effectiveness.

27 Jun: SPI INSIGHT: 5 Tips for Creating Sales Quotas that Drive Revenue

Your sales goals can be realistic, measurable, and achievable. Learn how.

27 Jun: SPI INSIGHT: Key Success Factors for Market Alignment, Launch Effectiveness, and M&A Success

Develop this unique skill set as it relates to 3 key industry initiatives: 1) Sales Alignment, 2) Launch Effectiveness, and 3) M&A Growth.

27 Jun: How to Rapidly Improve Sales Performance in 6 Months

Learn the components of a sales results acceleration program.

27 Jun: A Smarter Way to Win RFPs

Download the white paper to learn effective strategies for tackling and answering RFPs.

27 Jun: Sales Presentation Prep Guide

Prepare for a Winning Presentation

27 Jun: Sales Conversation Prompter Template

Download this template to help your sellers prepare effective sales conversations.

27 Jun: Sales Collaboration Plan Template

Reduce potential losses to “no decision” – or eliminate them completely – by using this simple tool.

27 Jun: Stakeholder Analysis

Analyzing organizational politics in sales opportunities.

27 Jun: Food Chain of Value Guide

Evaluating sales opportunities from the C-suite perspective.

27 Jun: Decision Criteria Analysis Template

Help your sellers understand buyers’ criteria and priorities better so they can compete more effectively.

27 Jun: Differentiation Grid Template

With this useful template, you can help your sellers have more insightful and compelling sales conversations with buyers.

27 Jun: Four Types of Inside Sales Chart

Download a complimentary copy of a helpful chart showing the four types of inside sellers, and see how your sales team compares.

27 Jun: Micro-marketing Guide

Download a copy of a helpful chart showing what effective micro-marketing sellers do.

27 Jun: Sales Coaching Prep Worksheet

With this simple planning tool, you can be better prepared to coach and keep your sellers on track.

27 Jun: Simplified Pipeline Analysis

Download this complementary analysis template, to help you get the facts you need for a winning sales plan.

27 Jun: Channel Partner Alignment Worksheet

Use this simple tool for ensuring improved alignment – and better sales results – with channel partners.

27 Jun: Clinical Selling Competencies Gap Identifier

The new age of evidence-based medicine is upon us. Is your sales team ready?

27 Jun: Buyer-Aligned Conversation Prompter

Start having better, higher quality conversations with prospective buyers.

27 Jun: Personal Brand Statement Creation Template

Use this tool to help build and articulate your personal brand and differentiate yourself from your competitors.

27 Jun: Demand Creation Messaging Matrix

Start stimulating interest and beginning more conversations with potential buyers.

27 Jun: Pain Chain

Start using the Pain Chain to get a better picture of the connections between business pains within an organization.

27 Jun: Vision Creation Dialogue Prompter

Create new opportunities through sharing compelling insight.

27 Jun: Vision Re-engineering Conversation Prompter

Engage in effective, insightful, collaborative conversations with buyers.

26 Jun: Four Channel Partner Models Infographic

Manage your Sales Partners Effectively

26 Jun: Account Relationship Guide

How do the people in an account really see you?

26 Jun: Simplified Territory Coverage Planning Template

Start your territory coverage planning by downloading this simple template.

26 Jun: Summary Assessment for Situational Fluency

Start identifying potential barriers and obstacles to a collaborative sales approach.

26 Jun: Get-Give List

Use this handy planning tool to identify potential exchanges of equal value for use in final negotiations.

26 Jun: Territory Segmentation Analysis

Download SPI’s complementary analysis tool for segmenting accounts in a sales territory.

26 Jun: White Space Analysis Tool

Identify more sales opportunities in accounts with this useful exercise.

26 Jun: Opportunity Review Checklist

Objectively determine the extent and velocity of sales opportunities towards a win.

26 Jun: Strength of Sale Analysis

Determine the strength of your sales opportunities using the Successful Sales Formula.

26 Jun: Training the Sales Rep of the Future

TGaS advisors benchmark training services

25 Jun: How to Sell Value Instead of Commodities

Global Shipping Company Case Study

25 Jun: CRM in the World of Buyer 2.0

Professional selling has never been more challenging

25 Jun: Enable Effective and Efficient Sales Execution in a World of Hyper-Change

Adapt your sales process models with “playbook” technology

25 Jun: Hope is Not a Strategy

The 6 Keys to Winning the Complex Sale

25 Jun: Make Winning a Habit

Breakthrough Techniques for Making Consistent Sales Growth A Habit

25 Jun: The Collaborative Sale

Solution Selling in a Buyer-Driven World

25 Jun: The New Solution Selling

The Revolutionary Sales Process that is Changing the Way People Sell

25 Jun: The Solution-Centric Organization

Transform Your Revenue Engine to Market and Sell High Value Solutions

25 Jun: Industry Experts Discuss the Good, Bad & Ugly of Challenger Selling Model

Avoid the cost of failure by using Research-based analytics.

25 Jun: Acquiring and Developing Top Sales Talent

Can your sales talent execute your future growth strategy?

25 Jun: The Age of Data-Driven Sales Talent Decisions

Hiring and Developing Sales Talent in a Data-Driven World

07 Jan: SPI’s Comprehensive Course Catalog

This catalog describes standard versions of SPI capabilities, but we often adjust and integrate components to address the specific selling…

07 Jan: The New Sales Leader’s Success Guide

We know the critical role a sales leader plays in the success of an organization, and that this role is…

07 Jan: The New Sales Leader’s Survival Guide

If you’ve spent any time in sales, you’ve undoubtedly seen new sales leaders come and go. The arrival of a…

07 Jan: Major Account Planning – MAP Data Sheet

Major Account Planning (MAP) is a facilitated planning program for sellers/account managers/account teams who are charged with maximizing sales results…

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