“We engaged Mark Hooper of SalesXL to train our sales and account management teams in the SPI framework. Understanding how buying behaviour has changed and how our customer facing teams can use social selling tools to market to prospects long before they are ready to buy has been critical to us. The online training and course material was of an extremely high standard, and well received by the team. As a sales manager, I saw that the SPI methodology would give us language and a framework which for planning and executing sales which makes it easier to embed in the team long after the training has taken place. Even 12 months after the training, I have team members referring specifically to key elements of the course and how they have used this in client meetings. Ongoing sales coaching has helped with this also.”
Daniel Warren-Smith
Sales Director
Iron Mountain Australia
“JMJ partnered with SPI globally in order to make a significant step change in our sales process and consultant ability to build sustaining sales skills and sales culture across the entire consultant organisation from our CEO down to entry level consultant. JMJ APAC held an intensive SPI workshop in July 2015 and prior to attending the workshop to get inside the new process JMJ was introduced by way of homework and case studies. Mark Hooper led our workshop. Mark was a great facilitator, contains great knowledge and experience in the SPI process and used many live examples to keep the pace and interest level high for the entire week we were together. The SPI sales processes and tools introduced which we now use as part of our sales armoury are brilliant and have become a significant aid in our ability to provide client with solution selling using data, discovering client pain and moving the sales through a very thorough stage process. Post workshop Mark conducted one-one coaching and group coaching with all attendees on live client sales opportunities. The follow up coaching has been invaluable as we step into using our new sales process and tools available. In the four months since our workshop we have been able to develop our entire consulting and sales support community inside the process and have built our pipeline with quality leads three times our original volume. I highly recommend Mark and the SPI process to any company who is seriously looking to invest behind sales in their organisation.”
John Ptasznik
Partner & Managing Director – APAC
JMJ Associates
“The current difficulties in the Australian and New Zealand Market have caused us to rethink how our sales people interact with customers. The need to make every interaction count has us looking to expand the abilities of our sellers. Sales Performance International’s Solution Selling methodology fits perfectly into our technical, business-to-business sales teams in how we call on our customers. The ANZ team has seen tangible benefits from conducting sales calls incorporating the material from this course. The sales process has also been easier to implement due to the mentoring of Mark Hooper and I look forward to continue our working relationship.”
Michael Rowe
Training Manager
Henkel Corporation