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Sales Partnerships, Inc. - Sales Distinction of the Year

 

Gold Stevie Award Winner 2019, Click to Enter The 2020 Stevie® Awards for Sales & Customer Service

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 Distinction Categories
Nomination Sub Category: Sales Distinction of the Year - Industrial & Manufacturing

Nomination Title: Industrial Wastewater Filtration Sales with Dow-DuPont

Tell the story about what this nominated organization achieved since the beginning of July 2017 (up to 650 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes: REDACTED FOR PUBLICATION

Sales Partnerships, Inc (SPI) is proud to present our field sales team’s work for Dow-DuPont for Sales Distinction of the year - Industrial and Manufacturing.

Who is Sales Partnerships?

Sales Partnerships provides comprehensive turnkey field-based outsourced sales services for Fortune 500 and Global 2000 companies in more than 200 North American markets. We hire, train, and manage the teams (all as Sales Partnerships’ W-2 employees) and execute sales under the brand of the client represented. Clients work with us because of our ability to solve complex sales problems and successfully launch programs at large scale in short periods of time. We do this by leveraging industry expertise along with unique/proprietary solutions and technology.

Dow (Dow-DuPont) is one of the largest and most recognized brands in the world.

Dow’s water division acquired an industrial water filtration product allowing for filtration of ultrafine materials in industrial wastewater handling without using disposable media (using a novel application of fluid dynamics and physical particulate separation). It presented a solution that would give Dow expanded entry into industrial wastewater facilties.

The Challenge

This product being new to market and being substantially complex meant resellers wouldn’t be a viable initial channel. This product presented an opportunity to expand into a part of the industrial market where the water division had limited to no product lines - existing relationships couldn’t be tapped. Lastly, installation required partnering with middle-market water engineering firms to handle installation and reengineering of how water is handled in the target facilities. Dow’s water engineering relationships were with the largest firms that, typically, won’t do deals below several million dollars. Dow needed outside help.

SPI was selected as Dow’s field sales force for this challenge.

Sales Partnerships built a nationwide field sales team targeting accounts throughout North America. Within the first six months, we were in the field with the first $250K deal closed on products with average sales cycles of 18 months. Within the first year, we met the three-year sales target and had established the engineering support network necessary for long term success. Within 12 months, SPI proved the product viability and made the program profitable for Dow-Dupont.

Although the program generated more than 300% of target in its first year, we were given a second directive. If possible, we were to help establish a way to have the product built and sold white-label with Dow keeping high profit margins (and ownership of the IP) at the same time. We succeeded in the second task within months. The product would be built to Dow specifications and quality standards but would be done by third party companies. Dow retained ownership of the IP without manufacturing responsibilities and earned substantially higher overall margins. This white-label transition was applauded by Dow’s senior leadership. Although it wrapped up our work with Dow’s water division for this project, it opened doors for work directly with the new white-label companies and work within other Dow divisions.

Our work earned recognition from Dow senior leadership,

“SPI has a bias for action and being proactive whether it’s following up on our questions and needs or calling us with new ideas and initiatives to make our sales plan better. SPI really understands how to complement our culture and tailor the program to meet our goals and objectives. SPI was the key for us to have success in this program. “Marketing Manager, Dow-DuPont

Thank you for your consideration of our nomination