|Major Revision Adapts Proven Sales Methodology to New Buyer Paradigm |
CHARLOTTE, N.C. - Thursday, February 28th 2013 [ME NewsWire]
(BUSINESS WIRE)-- Sales Performance International (SPI) announced today the availability of Solution Selling® 2.0, the most significant update and revision to the industry leading sales methodology in the last decade. This major release reflects more than two years of research and piloting of both new methodology content and effective techniques for adult learning.
According to Jimmy Touchstone, Director of Learning Programs at SPI, "We’ve witnessed a rapid evolution in buyer behavior - the volume of information that buyers have access to has major implications for sales methodology. By the time the average B2B customer reaches out to a company or is contacted by a sales person, that customer’s purchase decision is well under way. Sales organizations have to adapt their thinking about sales process and methodology to keep pace.”
Solution Selling® 2.0 meets the demands of this new environment by defining and teaching three distinct sub-roles or "personas” for sales professionals:
The "micro-marketer” – a capable user of new social media tools and technologies to get back to the "front” of the sales cycle
The "situational expert” – a highly fluent consultant who can quickly and objectively validate or re-frame a buyers existing premise
The "risk manager” – adept at skillfully positioning and demonstrating defensible value to increasingly sophisticated buyer organizations
"We are absolutely committed to keeping our customers on the forefront of sales process, methodology, and enablement,” says Keith Eades, SPI Founder and CEO. "This major update to our methodology will allow our customers to successfully meet the new sales challenges of today’s buyer environment.”
For more information about Solution Selling® 2.0 click here:
About Sales Performance International
SPI is a global sales training and performance improvement firm dedicated to helping the world’s leading company’s drive measurable and sustainable revenue growth. 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 has offices in Charlotte North Carolina, Brussels Europe, and Beijing China; clients include: Compuware, Dell, Emerson Process Management, IBM, Maersk, Manpower, Microsoft, Office Depot, and Verizon. For more information, please visit www.spisales.com or www.solutionselling.com.
Sales Performance International
Andrea Cinq-Mars, 704-227-6500