Company: Integrity Solutions, Nashville, TN
Company Description: Integrity Solutions, the performance experts, equips sales and customer service teams to reach their full potential by building trusted customer relationships with integrity at their core. As the partner of choice for values-driven organizations, we specialize in innovative sales, service and coaching training solutions that fuel performance, grow talent, lift up customers and elevate leaders.
Nomination Category: Thought Leadership Categories
Nomination Sub Category: Best Use of Thought Leadership in Sales
 Nomination Title: Insights That Inspire: Integrity Solutions
- Which will you submit for your nomination in this category, a video of up to five (5) minutes, explaining the thought leadership achievements since July 1, 2021 of the nominated organization, 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.
At the heart of developing trust and relationships with customers is selflessly sharing insights that help them think differently, see trends about what's coming and gather ideas they can in turn apply in their roles and with their teams the next day. Getting attention, building credibility, visibility, brand perception and winning (and keeping) more clients requires consistently creating and syndicating quality thought leadership content that adds value to the customer and is not overtly self-promotional.
Integrity Solutions has always believed that marketing (and ultimately selling) to and staying actively engaged with customers hinges on a strategic, multi-pronged thought leadership engine that would establish our brand as a premier sales training and consulting partner.
We continue to execute this thought leadership strategy as a core component of our business strategy, one that has seen our firm set annual revenue records in 2021, 2022 and now again in 2023- and more than double the size of the organization since 2017 (far outpacing industry averages).
We educate. We inform. We inspire new thinking. We package that thinking in all the different ways and places that customers prefer to access and digest content. And clients come to and stay with us because of it.
- Briefly describe the nominated organization: its history and past performance (up to 200 words):
Total 187 words used.
We are sales performance experts who equip teams to build trusted customer relationships with integrity at their core.
As the partner of choice for values-driven organizations, Integrity Solutions specializes in innovative blended learning sales, customer service and coaching training solutions that fuel performance, grow talent, lift up customers and elevate leaders. Our solutions connect knowledge, skills and values, to help our clients embrace their roles with a greater sense of purpose. They identify and eliminate behaviors that stifle their potential. They experience greater levels of achievement. They outperform, year after year.
Our experience spans over 50 years, 130 countries and industries including healthcare, financial services, manufacturing, energy and utilities, agribusiness, transportation and more. Integrity has been consistently recognized annually as a Top Sales Training Company by both Selling Power and Training Industry, Inc. in recent years, as well as received multiple Stevie Awards for Sales Training and Consulting excellence. In 2022, ISA- The Association of Learning Providers- named us their Business of the Year.
The firm's latest book is called Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance (via Page Two Books).
- Outline the organization's thought leadership achievements since July 1 2021 that you wish to bring to the judges' attention (up to 250 words):
Total 250 words used.
Since rebranding and relaunching our podcast in December 2021, it has taken root with an engaged and now loyal audience and gained popularity as now one of the top 5% most popular shows out of over 3.2M globally (via Listen Notes) . In 2022 the show averaged over 1,100 listeners per month (more than we had in all of 2019-2021 combined). And in 2023 the quality of our guests and content has taken off further, now averaging (through October) over 4,300 listeners per month. It has been included on multiple listings of best sales podcasts (FeedSpot, Sales Hacker) as well as Training Industry's Ultimate L&D Podcast Guide.
We continue to contribute to an array of industry-leading publications and websites including Forbes Business Council, Top Sales Magazine, BankDirector.com, TrainingIndustry.com, SellingPower.com, LTEN's Focus on Training Magazine, Advisor Perspectives and others.
The Integrity Solutions twice-monthly blog continues to garner attention as one of the leading blogs in the industry (and an SEO magnet for our firm), providing tips on how to deliver amazing, memorable customer experiences, to the latest trends and perspectives in sales, coaching and customer service.
The crown jewel of our thought leadership strategy in recent years has taken shape in our newest book, Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance (via Page Two Books). It is the first book written by the firm in over 15 years and the first authored by other than our late founder, Ron Willingham.
- 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 47 words used.
Attached you will find an array of samples of content that feeds into our ongoing thought leadership strategy. From our Resource Center (articles, infographics, videos, on-demand webinars and more) to our popular podcast, Mental Selling, our previous award-winning blog, our newest book and several sample video pieces.
- Explain why the achievements you have highlighted are unique or significant. If possible compare the achievements to the performance of other players in your industry and/or to the team's past performance (up to 250 words):
Total 250 words used.
Anecdotal fedback about the Mental Selling podcast has been excellent. One (major insurance industry) client said they use the show "as an internal book club of sorts, taking turns leading discussions about what we learned from a recent episode." Another client (Fortune 500 financial services company) says, "I've listened to quite a few episodes and share clips with those in the (leadership) classes I lead on a regular basis." And a senior leader with a major hearing aids manufacturer emailed us saying, "I just wanted to reach out and say how practical and interesting the Integrity podcasts are."
In addition, we are successfully and frequently gaining visibility on other leading podcasts:
- Our CMO (and Mental Selling host), Will Milano, has been on several podcasts in 2023 including episodes of Executive Evolution, Brand Matter, Daily Sales Tips, Leveraging Thought leadership and Two Pizza Marketing.
- VP of Healthcare, John Crowder, has appeared on The Medical Sales Podcast, The Unleashing Leaders Podcast, 23 in '23, Device Talks Tuesdays and others soon to be released.
- And CEO, Mike Esterday, has been interviewed for The Run Revenue Show, Reveal: The Revenue Intelligence Podcast and others to be released soon.
Integrity Solutions LinkedIn page , as a result, has grown faster in followers and with a higher engagement rate than just about any major sales training provider in the industry. This is a direct correlation to the consistency and quality of the related content shared there.
Several million dollars in revenue is directly attributed.
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