Every organisation that embarks on a training project – particularly in a vital discipline like sales skill – wants to know that it’s working. But how often can you actually prove, in hard financial terms, that the investment in the training has been repaid many times over?
How INVISTA took a flexible approach to improve their negotiation skills and value-sell LYCRA® fibre
How global polymer and fibre specialist INVISTA took a flexible approach to improving negotiation skills and value-selling LYCRA® fibre and other speciality apparel lines.
How global technology firm Medtronic overcame increased competitive pressure and closer spend scrutiny within hospitals to achieve standout.
This paper explores, in the broadest terms, the potential areas for development within a sales function. By comparing, at each stage of the process, the behaviours of a sales operation that is world-class with one that is typical.
Global software company SAP share their story of improved commercial outcomes from SPIN®.
ZM had seen a lot of change in personnel over recent years including with their salesforce. They went back to basics to improve sales.
Find out the science behind SPIN® Selling.
Having customers who tend to stick with products they know, and are often resistant to change is commonplace, but also frustrating for sales employees. It's not insurmountable however.
As part of a broader drive to reinforce its total brand proposition in a new and tougher competitive environment, Manx Telecom reviewed and enhanced the performance of its sales and customer service teams. Here's how.
At the Spire Leicester Hospital, in England’s East Midlands, the need to draw together patient service, care and increasing revenue led to a strategic review in 2012 of whether the very first contact the patient has with the hospital was as good as it could possibly be.