Company: Sales Partnerships, Inc., Broomfield, CO
Company Description: Sales Partnerships, Inc. is the premier direct sales outsourcing company in the world, offering branded representation that delivers rapid revenue lift for the most influential B2B firms in the world. Whether it's brand activation, customer acquisition, or retention, SPI is the leader in providing scalable and proven solutions to the Fortune 500.
Nomination Category: Sales Awards Achievement Categories
Nomination Sub Category: Sales Process of the Year
 Nomination Title: The Science of Sales
- Which will you submit for your nomination in this category, a video of up to five (5) minutes, explaining the nominated achievement since July 1, 2022, OR written answers to the questions? (Choose one):
Written answers to the questions
- If you are submitting a video of up to five (5) minutes in length, provide the URL of the video here, OR attach it to your entry via the "Add Attachments, Videos, or Links to This Entry" link above, through which you may also upload a copy of your video. If you are submitting written answers to the questions for this category, provide them in the spaces below.
Written submission
- Briefly describe the nominated organization or individual: history and past performance (up to 200 words):
Total 194 words used.
Sales Partnerships, Inc (SPI) provides field-based turn-key sales outsourcing, contract sales, and brand engagement services for Fortune 500 and Global 2000 companies. We engage face-to-face with a brand’s customers while providing complete transparency and accountability. As a specialist BPO company in sales, our calling card has historically included fielding and managing successful teams in a matter of days and weeks that would normally take quarters or years to deliver, while still providing the gold standard for brand protection.
Sales Partnerships, Inc. is a national leader in field sales and sales outsourcing. We have won Stevie awards for the top national sales team, top senior sales executive, top sales process, top sales outsourcing provider, and top field sales team. Having been recognized in the Inc 500/5000 7 times, Sales Partnerships has grown to become one of the dominant companies in the field of outsourced sales. Our processes and systems combined with the sharpest minds in sales have made SPI the gold standard in sales outsourcing, including having been voted as the top sales outsourcing company by our competitors. Our clients include the largest financial services, technology, health care and heavy industry companies in the world.
- Outline the nominated achievement since July 1 2022 that you wish to bring to the judges' attention (up to 250 words):
Total 247 words used.
SPI utilizes a sales process called “The Science of Sales”. The methodology focuses on a value based selling approach leveraging emotional queues and modifications to selling practices fine tuned over 25 years.
The approach is question based and focuses on the sales interaction mirroring what normal conversations look like but with a careful eye on how to identify opportunities and naturally progress or resolve the engagement.
Old practices such as using broad open-ended questions to start a conversion were replaced with practices based on how normal conversations evolve (small specific questions developing rapport leading to more open questions once earned.) Reps learn to read and (more importantly) to understand their own body language and how it drives unintentional behaviors. We teach observation and how to present value specific to what that customer cares about.
We use lessons from behavioral research teaching us how we make decisions using both emotive and rational justifications. Our methodology teaches how to leverage both to create better relationships and, ultimately, sales.
We evolve the methodology based on carefully measuring field results and finding attribution for what works and what doesn’t. The overall results have been striking.
By teaching the fundamentals of this methodology during onboarding then gradually expanding it over time through our flipped classroom training, we field teams with better results than their peers. Because the process is intuitive, it is also easy to grasp for those new to sales – something that has become increasingly important during difficult job markets.
- Explain why the achievement you have highlighted is unique or significant. If possible compare the achievement to the performance of other players in your industry and/or to the nominee's past performance (up to 250 words):
Total 210 words used.
SPI’s leadership through The Science of Sales has led to recognitions by our peers including our publishing sales advice in Selling Power and Sales and Marketing Management Magazine as well as speaking at global summits including Pharmaforce.
What are the results? Head-to-head, SPI has never been outperformed by a competitor or client organization in 25 years. Our average performance is more than 30% higher than that of our nearest peer. Our turnover rates for performance are half the industry average because we can self-identify problems before quotas are missed. Because we focus on intuitive concepts within a framework, adoption for those new to sales is high.
Our data shows that The Science of Sales process accounts for nearly a quarter of our improved results above our peers. This is measured by field assessment of reps that are still using prior practices compared to those adopting our process. In turn, being able to show better results helps veteran reps gain more comfort in adjusting their approach to match what we teach.
In 2024, SPI generated more than $125M in gross profit for our clients and led all channels for them. This ranged from B2B work such as healthcare, finance, technology, and business service sales to B2C door to door residential sales.
- Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 250 words):
Total 26 words used.
Attached are two case studies for field sales work using this methodology in 2024, our training practices, as well as a link to our web site.
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