The Changing Profile of the Successful Sales Rep
The selling environment has evolved, requiring sales reps to be more knowledgable about their products as well as the value drivers of their practice
View ArticleEvolution of the Salesperson
Buyers have changed and sellers must evolve to keep up with the changing market. Now, much of the buying process happens before the buyer even comes in contact with a salesperson.
View ArticleSelling Power Names SPI Top 10 Sales Training Firm of 2012
Sales Performance International (SPI), has been named as one of Selling Power Magazine’s Top 10 Sales Training Companies of 2012. Global sales training firms are selected annually for inclusion in the...
View ArticleB2B Lessons for Life Science Sales Organizations
or years Life Sciences organizations have sought benchmarks to help navigate the ever changing healthcare environment. Fortunately there are some industries that have faced similar changes and have...
View ArticleHello McFly, Buyers have changed, duhhhh!
There are lots of statistics and research floating around regarding the changing buyer. Marketo says that 93% of buyers begin their buying process using the internet for research.
View ArticleMicro-Marketer: Clever Buzz Word or Real Sales Role?
One of those roles that we mentioned was that of the “micro-marketer”. So… micro-marketer? Is that some clever term we came up with or is that a real role that needs to be fulfilled by today’s sales...
View ArticleSolution Selling® 2.0 and Social Media Webcasts - Still Time to Register!
Webcast: Introducing Solution Selling 2.0, Adapting Sales to the New Buyer Paradigm: Is Your Salesforce Keeping Pace? Webcast: New Imperatives for Social Media Success
View ArticleShocker! Technology as Part of Solution Selling® 2.0?
So what we found was a need for a framework! (Get that? “Finding framework”? … a framework for a sales organization to consider when identifying what technologies and resources should be applied at...
View ArticleConnections Are For Closers: Top Sales Performers Now Rely on Social Media To...
Top performing sales organizations are now seeing a positive return-on-investment through social selling. According to research by Aberdeen Group, users of social selling far outpace other companies...
View ArticleCRM: Can Your Sales Force Overcome a 70% Failure Rate? (Part 1/2)
Transforming the CRM into an enablement platform requires a transformation of how the CRM is viewed by the company and its users. There are initially 2 nuts to crack here: Get those that can drive the...
View ArticleUpcoming Webcast: CRM and Sales Enablement: Bridging the Learning to...
Upcoming Webcast: CRM and Sales Enablement: Bridging the Learning to Application Gap… What is the missing link in sales execution? A process aligned enablement platform. This webcast will cover…
View ArticleCRM: Can Your Sales Force Overcome a 70% Failure Rate? (Part 2/2)
If the CRM is viewed as a tool that only satisfies managers and the data they require, sellers will resist using the tool or use the tool infrequently, provided poor information and little insight....
View ArticleThe Force Multiplier Effect of Social Media For Professional Sellers
Increasingly, the use of social media offers a force multiplier effect that allows sellers to amplify marketing messages far more easily than traditional methods. Even better, social media allows them...
View ArticleUpcoming Webcast: Micro-Marketer Strategies For Sales Success
Sales 2.0 is about meeting the needs and demands of this savvy new buyer. Today’s sellers need to understand what buyers are looking for, why they’re looking for it, and position themselves assomeone...
View ArticleEvolution of the Salesperson
Buyers have changed and sellers must evolve to keep up with the changing market. Now, much of the buying process happens before the buyer even comes in contact with a salesperson.
View ArticleSelling Power Names SPI Top 10 Sales Training Firm of 2012
Sales Performance International (SPI), has been named as one of Selling Power Magazine’s Top 10 Sales Training Companies of 2012. Global sales training firms are selected annually for inclusion in the...
View ArticleUpcoming Webcast: The War for Sales Talent – Bulletproof the Hiring Process
Upcoming Webcast: CRM and Sales Enablement: Bridging the Learning to Application Gap… What is the missing link in sales execution? A process aligned enablement platform. This webcast will cover…
View ArticleThe Rise of Pre-Emptive Selling
For forward-thinking sellers, the current signs predict a radically different approach to selling today, not 40 years from now. It is no longer advantageous to ignore the Internet and social media,...
View ArticleNew Webcast: Foolproof the Hiring Process in The War for Sales Talent
Best-in-class organizations approach this critical aspect of sales performance through the adoption of a well-defined strategy and talent assessment framework. Join us on April 23, 2012 when our expert...
View ArticleSelling Power Names SPI Top 10 Sales Training Firm of 2012
Sales Performance International (SPI), has been named as one of Selling Power Magazine’s Top 10 Sales Training Companies of 2012. Global sales training firms are selected annually for inclusion in the...
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