May 27, 2014
Host Jim Obermayer interviews Keith M. Eades, CEO of Sales Performance International (SPI) and Timothy T. Sullivan, Director of Business Development for SPI authors of new book (March 3, 2014) The Collaborative Sale. We have heard that buyer behavior has changed, and with it, we are hammered that sales people must also change or fail. In this short interview we discuss the major changes which are influencing buyer behavior and with that the change that is dictating a modification in sales attitudes and approaches to the sales process.
KEITH M. EADES, FOUNDER AND CHIEF EXECUTIVE OFFICER, SALES PERFORMANCE INTERNATIONAL, INC.
Keith is Founder and Chief Executive Officer of Sales Performance International (SPI), one of the largest sales improvement firms in the world. Headquartered in Charlotte, North Carolina, SPI is currently doing business in more than 50 countries.
Keith speaks regularly at industry, customer and partner events, and he is considered one of the most knowledgeable authorities on transforming companies into world-class organizations. The Collaborative Sale is Keith’s fourth book.
In 2001, Clemson University recognized Keith with the Alumni Fellow Award for his outstanding career accomplishments. He is an inaugural member of the Shapiro Center Entrepreneurial Round Table and serves on the Executive Advisory Board for the College of Business and Behavioral Sciences at Clemson.
TIMOTHY T. SULLIVAN DIRECTOR, BUSINESS DEVELOPMENT, SALES PERFORMANCE INTERNATIONAL, INC.
Tim is Director of Business Development at Sales Performance International, where he works with clients to identify and develop solutions for sales performance issues. In this capacity, Tim has the opportunity to observe and collect best practices from many of the world’s top-performing sales professionals.
The Collaborative Sale is Tim’s second coauthored book with Keith Eades, the first being The Solution Selling Fieldbook (McGraw Hill, 2005); he was also a contributor to The Solution-Centric Organization (McGraw Hill, 2006). He contributes regularly to the Solution Selling Blog, found at www.solutionsellingblog.com. Tim is also a frequent speaker at industry conferences on advanced sales and marketing topics. He holds a business degree from the University of Notre Dame.
Sales Performance International (SPI) is a global sales performance improvement firm dedicated to helping the world's leading corporations elevate their sales relationships and drive measurable, sustainable revenue growth and operational sales performance improvement.
Founded in 1988, SPI has been the leader in helping global companies successfully transition from selling products to marketing and selling high-value solutions. With extensive sales performance expertise, deep industry knowledge, global resources and a proven track record, SPI collaborates with clients to deliver strategic, operational and tactical solutions.
SPI has assisted more than 1,000,000 sales and management professionals in more than 50 countries and 14 languages to achieve higher levels of performance.