|[March 31, 2014]
Sales Performance International Announces The Collaborative Sale
CHARLOTTE, N.C. --(Business Wire)--
Sales Performance International (SPI) announced today the publication of
The Collaborative Sale, the definitive guide to the new reality of sales
in a world of empowered buyers. The Collaborative Sale was co-authored
by Keith M. Eades, Founder and CEO of SPI, and Timothy T. Sullivan,
Director of Business Development at SPI, both leading authorities on
global sales transformation.
"With the pace of innovation continuing to accelerate, buyers can become
overwhelmed with the amount of information that is available to them,"
said Jim Ninivaggi, Service Director of Sales Enablement Strategies,
SiriusDecisions. "The job of the sales person is to work with buyers
collaboratively to provide them with the right resources, insights and
information to help them attain a maximized return on investment."
According to Keith Eades, "The rise of information access has empowered
buyers to assert more control over their buying decisions, and sellers
must adapt to survive."
The Collaborative Sale provides a roadmap for adapting through sales
collaboration, detailing the foundations, personae, and reality of the
new marketplace. The book provides insight into the new buyer's thought
processes, the new sales personae required to align with the new buyers,
and how to establish and implement a dynamic sales process.
Topics addressed in this groundbreaking work include:
Selling in times of economic uncertainty, broad information access,
and new buyer behavior
Why collaboration and transparency are essential and valuable to new
The emergence of new sales personae - Micro-marketer, Visualizer, and
Buyer alignment, risk mitigation, and the myth of control
Situational fluency, and the role of technology
Optimizing sales with the right people, learning and development, and
Implementation and establishment of a dynamic sales process
Peter Ostrow, Vice President and Group Director for Sales Effectiveness
& Strategy, Aberdeen (News - Alert) Group, commented that, "Our research shows that
successful selling requires collaboration; the challenge for sellers is
knowing how to collaborate effectively. The Collaborative Sale provides
useful and practical guidance for sales professionals to make a
difference to their customers."
The book describes the essential competencies for collaborative selling,
and provides supplemental tools for implementation. The Collaborative
Sale, Solution Selling in a Buyer-Driven World is the essential resource
for today's sales professional.
To learn more about The Collaborative Sale, visit: www.TheCollaborativeSale.com
About Sales Performance International
Sales Performance International (SPI) is the world leader in sales
performance optimization. Our collaborative, best-in-class approach to
working with premier global companies - supported by multi-year,
independent research - demonstrates that SPI's proven methods enable our
clients to consistently and effectively drive revenue growth,
operational performance improvements and accelerate their time-to
SPI offers the industry's only comprehensive Sales Performance
Optimization Platform, comprised of three integrated components; talent
assessment and analytics, continual learning and development, and sales
enablement technologies. Our extensive sales performance expertise, deep
industry knowledge, and global resources, uniquely position SPI as the
go-to firm for organizations that need to adapt, and transform, how they
sell in a disruptive and increasingly competitive world. SPI has
assisted more than 1,000,000 sales and management professionals in more
than 50 countries and 14 languages achieve higher levels of performance.
SPI is headquartered in Charlotte, North Carolina, with offices in
Brussels, London, and Beijing, China; our client portfolio includes:
Agilent (News - Alert), Becton-Dickinson, Emerson Process Management, IBM, Kyocera,
MasterCard, Maersk, and Office Depot. For more information, please visit www.spisales.com.
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