|By Business Wire||
|March 31, 2014 09:10 AM EDT||
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 buyers
- The emergence of new sales personae – Micro-marketer, Visualizer, and Value Driver
- 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 technology enablement
- Implementation and establishment of a dynamic sales process
Peter Ostrow, Vice President and Group Director for Sales Effectiveness & Strategy, Aberdeen 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 results.
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, Becton-Dickinson, Emerson Process Management, IBM, Kyocera, MasterCard, Maersk, and Office Depot. For more information, please visit www.spisales.com.
Continuous testing helps bridge the gap between developing quickly and maintaining high quality products. But to implement continuous testing, CTOs must take a strategic approach to building a testing infrastructure and toolset that empowers their team to move fast. Download our guide to laying the groundwork for a scalable continuous testing strategy.
Jul. 23, 2016 09:00 PM EDT Reads: 1,800
A critical component of any IoT project is what to do with all the data being generated. This data needs to be captured, processed, structured, and stored in a way to facilitate different kinds of queries. Traditional data warehouse and analytical systems are mature technologies that can be used to handle certain kinds of queries, but they are not always well suited to many problems, particularly when there is a need for real-time insights.
Jul. 23, 2016 08:45 PM EDT Reads: 1,628
CenturyLink has announced that application server solutions from GENBAND are now available as part of CenturyLink’s Networx contracts. The General Services Administration (GSA)’s Networx program includes the largest telecommunications contract vehicles ever awarded by the federal government. CenturyLink recently secured an extension through spring 2020 of its offerings available to federal government agencies via GSA’s Networx Universal and Enterprise contracts. GENBAND’s EXPERiUS™ Application...
Jul. 23, 2016 08:30 PM EDT Reads: 1,760
"My role is working with customers, helping them go through this digital transformation. I spend a lot of time talking to banks, big industries, manufacturers working through how they are integrating and transforming their IT platforms and moving them forward," explained William Morrish, General Manager Product Sales at Interoute, in this SYS-CON.tv interview at 18th Cloud Expo, held June 7-9, 2016, at the Javits Center in New York City, NY.
Jul. 23, 2016 08:30 PM EDT Reads: 2,007
Internet of @ThingsExpo, taking place November 1-3, 2016, at the Santa Clara Convention Center in Santa Clara, CA, is co-located with the 19th International Cloud Expo and will feature technical sessions from a rock star conference faculty and the leading industry players in the world and ThingsExpo Silicon Valley Call for Papers is now open.
Jul. 23, 2016 08:00 PM EDT Reads: 2,399
Big Data engines are powering a lot of service businesses right now. Data is collected from users from wearable technologies, web behaviors, purchase behavior as well as several arbitrary data points we’d never think of. The demand for faster and bigger engines to crunch and serve up the data to services is growing exponentially. You see a LOT of correlation between “Cloud” and “Big Data” but on Big Data and “Hybrid,” where hybrid hosting is the sanest approach to the Big Data Infrastructure pro...
Jul. 23, 2016 08:00 PM EDT Reads: 1,769
In his session at 18th Cloud Expo, Sagi Brody, Chief Technology Officer at Webair Internet Development Inc., and Logan Best, Infrastructure & Network Engineer at Webair, focused on real world deployments of DDoS mitigation strategies in every layer of the network. He gave an overview of methods to prevent these attacks and best practices on how to provide protection in complex cloud platforms. He also outlined what we have found in our experience managing and running thousands of Linux and Unix ...
Jul. 23, 2016 07:45 PM EDT Reads: 1,652
The IoT is changing the way enterprises conduct business. In his session at @ThingsExpo, Eric Hoffman, Vice President at EastBanc Technologies, discussed how businesses can gain an edge over competitors by empowering consumers to take control through IoT. He cited examples such as a Washington, D.C.-based sports club that leveraged IoT and the cloud to develop a comprehensive booking system. He also highlighted how IoT can revitalize and restore outdated business models, making them profitable ...
Jul. 23, 2016 07:15 PM EDT Reads: 1,859
We all know the latest numbers: Gartner, Inc. forecasts that 6.4 billion connected things will be in use worldwide in 2016, up 30 percent from last year, and will reach 20.8 billion by 2020. We're rapidly approaching a data production of 40 zettabytes a day – more than we can every physically store, and exabytes and yottabytes are just around the corner. For many that’s a good sign, as data has been proven to equal money – IF it’s ingested, integrated, and analyzed fast enough. Without real-ti...
Jul. 23, 2016 07:00 PM EDT Reads: 837
"We view the cloud not really as a specific technology but as a way of doing business and that way of doing business is transforming the way software, infrastructure and services are being delivered to business," explained Matthew Rosen, CEO and Director at Fusion, in this SYS-CON.tv interview at 18th Cloud Expo, held June 7-9, 2016, at the Javits Center in New York City, NY.
Jul. 23, 2016 07:00 PM EDT Reads: 1,421
"Software-defined storage is a big problem in this industry because so many people have different definitions as they see fit to use it," stated Peter McCallum, VP of Datacenter Solutions at FalconStor Software, in this SYS-CON.tv interview at 18th Cloud Expo, held June 7-9, 2016, at the Javits Center in New York City, NY.
Jul. 23, 2016 06:30 PM EDT Reads: 1,336
I wanted to gather all of my Internet of Things (IOT) blogs into a single blog (that I could later use with my University of San Francisco (USF) Big Data “MBA” course). However as I started to pull these blogs together, I realized that my IOT discussion lacked a vision; it lacked an end point towards which an organization could drive their IOT envisioning, proof of value, app dev, data engineering and data science efforts. And I think that the IOT end point is really quite simple…
Jul. 23, 2016 06:15 PM EDT Reads: 772
With 15% of enterprises adopting a hybrid IT strategy, you need to set a plan to integrate hybrid cloud throughout your infrastructure. In his session at 18th Cloud Expo, Steven Dreher, Director of Solutions Architecture at Green House Data, discussed how to plan for shifting resource requirements, overcome challenges, and implement hybrid IT alongside your existing data center assets. Highlights included anticipating workload, cost and resource calculations, integrating services on both sides...
Jul. 23, 2016 06:00 PM EDT Reads: 1,874
In his session at @DevOpsSummit at 19th Cloud Expo, Yoseph Reuveni, Director of Software Engineering at Jet.com, will discuss Jet.com's journey into containerizing Microsoft-based technologies like C# and F# into Docker. He will talk about lessons learned and challenges faced, the Mono framework tryout and how they deployed everything into Azure cloud. Yoseph Reuveni is a technology leader with unique experience developing and running high throughput (over 1M tps) distributed systems with extre...
Jul. 23, 2016 05:30 PM EDT Reads: 1,985
"We are a well-established player in the application life cycle management market and we also have a very strong version control product," stated Flint Brenton, CEO of CollabNet,, in this SYS-CON.tv interview at 18th Cloud Expo, held June 7-9, 2016, at the Javits Center in New York City, NY.
Jul. 23, 2016 05:30 PM EDT Reads: 1,709