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Make the Most of the
sales talent within
your organization.                 People Smart. Results Driven.®




                a leader in huMan Capital analytiCs


                           Selling Skills Assessment Tool™
                           An objective analysis of your salespeople’s
                           strengths, skills, and opportunities

                           Customer-Focused Selling™
                           An interactive sales training program that
                           delivers extreme sales results

                           The Predictive Index® System
                           A scientifically validated
                           behavioral assessment and training tool

                           Coaching for Sales Growth™
                           A proprietary four-step coaching model for
                           long-term sales management success




                           Let us help you realize the full potential of
                           your most important asset – your people
understand | Selling Skills Assessment Tool™
Take the mystery out of sales performance.



start with a clear look at where you are today. Knowledge is power, and PI Worldwide’s Selling Skills
Assessment Tool™ (SSAT) gives you the specific data you need to increase the sales production and
customer interaction skills of your whole team.

The SSAT gives you an objective look at your people’s strengths, their skills, and specific areas that
need improvement. It provides a detailed, accurate quantification of the selling abilities across your
organization, vital information that allows you to focus your sales initiatives for maximum impact and
maximum revenue growth.

Easy-to-administer online, the SSAT covers 25 aspects of selling
clustered into five key areas essential to a consultative sales process.
                                                                                 “  The SSAT is one of the greatest
                                                                                  sales tools you can have if you are
                                                                                  a Sales Manager, VP of Sales or a
The SSAT is uniquely designed and delivers the following:
                                                                                  GM. It identifies a person’s selling
n Concrete data to demystify sales results                                        skills and the specific areas for
n Over 20 versions by position or industry (e.g. Outside Sales, Call Center,
  Banking, Healthcare, Retail, etc) to reflect your sales environment
                                                                                  improvement.
                                                                                                ”   Mike Eastwood
n Organizational data presented on three levels: sales force, groups/teams,                         President GVW
  and individual for accurate training and coaching
n Analytics to be used independently or seamlessly with our proprietary Customer-Focused Selling™ program
n Evaluation and measurement over the course of 12-18 months for sustainable sales results (Benchmark,
  Retest, and Final SSAT)




SSAT gives you concrete data at your fingertips by       ssat provides you with sales analytics to help you
sales organization, group and individual view.           identify gaps between sales skills, behavior and
                                                         results.
The statistical data you get from the SSAT is tailored
to the way you manage your organization. In addition     Armed with powerful SSAT data, your Sales Managers
to individual reports and an overall summary of your     have the information needed to understand the
entire sales team, you can evaluate by department,       difference between a knowledge gap and an
geography, title — or any other grouping you may         execution challenge; and the ability to coach/train
choose.                                                  with measurement over time.
you’re ready to take sales to the next level.
   how are you going to get there?

   it’s all about numbers. or is it?

   Whether that pressure you’re feeling is coming from the marketplace or simply from your own desire to
   achieve more, the answer to sales performance challenges isn’t just about making the numbers this quarter.
   It’s about hitting your sales goals consistently, time after time. And the key to that is your people — discovering
   their strengths, finding out where they need help, improving their selling skills, and motivating them to
   perform at their full potential. It’s a straightforward proposition: Give your sales team the knowledge they
   need to succeed; help them develop to the best of their abilities. It’s the singular, most effective way to:

   n Improve individual performance             n Create predictable, sustainable sales results
   n Increase sales team productivity           n Help your people grow professionally within your company


   targeted assessment. targeted development. targeted results. PI Worldwide offers a unique combination
   of services that let you measure, manage, and take control of your organization’s sales performance.

   n our selling skills assessment tool™ (ssat) provides accurate statistical data that mirrors your
     organizational structure, and lets you see exactly where you are today — individual, team and company-
     wide strengths and areas for growth.

   n Customer-focused selling™ (Cfs) delivers the training your team needs to perform at the highest level.
     Based on the information we learn in the SSAT, together with an understanding of your specific goals,
     we’re able to target an instructor-led or in-house program to produce the immediate improvement you’re
     looking for.

   n the predictive index® (pi®) provides your sales managers with the motivational and behavioral insights
     they need to support, guide and coach their people — and to ensure that their new skills are being applied
     to improve day-to-day performance, and long-term success.

   n Coaching for sales growth™ (Csg) gives Sales Managers a proven multi-step coaching process,
     advanced coaching skills, and practical application strategies utilizing the data from both the SSAT and
     PI to accurately coach for outstanding sales results.




Accurate statistical assessment. Informed, targeted training and
development. Proven management tools to ensure that knowledge
translates into action and sales results. No other company brings
together all three essential ingredients for producing both short-term
and lasting sales performance improvement.
develop | Customer-Focused Selling™
Capitalize on your sales talent.



improve your team’s skills with targeted training. The SSAT analysis gives you a solid understanding of
where your team stands — and where they need to go. In Customer-Focused Selling™ (CFS), they’ll use that
information to get the specific knowledge they need to consistently achieve better sales results.

This is not your typical “sales seminar.” In a highly interactive format, CFS provides all the core competencies
needed for effective consultative selling. It’s training uniquely designed to be used every day, not memorized.
For every skill taught, there’s an immediate application to a real-world business situation the participants
are facing. They can see the power of the tools for themselves, and they come away from the program
enthusiastic and ready to apply the new learning to their own customers and prospects.

n Building trust and credibility     n Handling objections and gaining
                                       agreement for the sale
n Identifying client needs
                                     n Creating customers for life with
n Presenting products/services
                                       effective positioning
  and articulating their value

drilling down to learn more.
In order to gain a better understanding of the day-to-day workings of your sales organization, and to learn
more about your team’s specific development needs, we often supplement the SSAT’s valuable statistical
data with additional customized research.




“  Since taking the CFS training, our sales team
reduced their budget by 40% and increased their
revenue by 20%.
                  ”
              Sales Manager, Telecommunications
lead | The Predictive Index®
         Energize your team for action and results.


         Motivate your team to turn knowledge into action — and results. It’s one of sales management’s toughest
         issues: How do you bridge the gap between knowing and doing? How do you get your sales team to apply
         what they learn? Why is it that some people seem to “get it” right away...while others take much longer to
         turn learning into action?

         The answer often hinges on the individual motivations that drive workplace behavior.

         Using a proven process founded in the Predictive Index® (PI), PI Worldwide provides human-capital analytics
         to help sales leaders make science-based decisions about their #1 competitive advantage–their people.
         PI enables your sales leaders to harness the unique motivating needs and drives of their individual team
         members, and chart a course for personal and team improvement. Managers use this “inside knowledge”
         to work with their people to improve the application of newly-learned selling skills across the sales
         organization—and to enhance day-to-day performance, and manage for success.



 “    For 17 years, we’ve relied on the
insight from the Predictive Index® to hire
the right candidates, place people in the
right leadership roles and continue to be
a strong financial services organization.
The Selling Skills Assessment Tool and
Customer-Focused Selling have allowed us
to focus on building long term relationships
with our clients, resulting in improved
client service and revenue.
                            ”
                         Carol Highsmith,
             Senior Partner, Centier Bank




         CoaCh | Coaching for Sales Growth™
         Coaching for bottom-line results.

         develop your team for sustainable sales improvement. Coaching is an advanced sales management
         skill, critical to the development of your sales reps. Coaching for Sales Growth™ (CSG) recognizes that
         Sales Managers are the critical leverage point for achieving consistent long-term sales improvement.
         This program gives Sales Managers a proven multi-step coaching process, advanced coaching skills, and
         practical application strategies utilizing the data from both the Selling Skills Assessment Tool™ (SSAT) and
         the behavioral assessment tool Predictive Index® (PI®). This powerful combination of human capital analytics,
         skills and application enables your Sales Managers to accurately coach for outstanding sales results.
are you ready to iMprove
perforManCe and produCtivity?
We’d like to help. For more information about the Selling Skills Assessment Tool™,
Customer-Focused Selling™, Predictive Index®, Coaching for Sales Growth™ or any of
the other “People Smart. Results Driven.®” services we offer, please give us a call, or
visit us on the web.

                                                                       Corporate headquarters:
                                                                       wellesley, Massachusetts
                                                                       telephone: +1-781-235-8872
                                                                       toll-free in the usa: (800) 832-8884
                                                                       email: info@piworldwide.com
                                                                       web: www.piworldwide.com

PI Worldwide® is a global management consulting organization that provides human
capital analytics to help companies be more successful by focusing on their most
important asset — their people.




Korea Headquarters:                                                                  Branch Office:
GCT Bldg. 2F                                                                         103-4502 The # Adeles
210-1 Itaewon 2-Dong, Yongsan-Gu                                                     1436-1 Woo-Dong, Haeundae-Gu
Seoul 140-857                                                                        Busan 612-020

T: 02-794-7604                                                                       T: 051-744-7606
Web: www.gct-partners.com                                                            Email: Success@gct-partners.com




People Smart. Results Driven.®
                                                                                                                                                                                           B900 8/10




Predictive Index, PI Worldwide, PI, PI (Plus circle design) accessPI, People Smart. Results Driven., Predictive Index Management Workshop, Selling Skills Assessment Tool, and Customer-
Focused Selling are registered trademarks and trademarks of Praendex Inc. in the United States and other countries. Any use without the express written consent of Praendex, Inc. is
strictly prohibited. © 2010 PI Worldwide. All rights reserved.

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Customer-Focused Selling™ Brochure

  • 1. Make the Most of the sales talent within your organization. People Smart. Results Driven.® a leader in huMan Capital analytiCs Selling Skills Assessment Tool™ An objective analysis of your salespeople’s strengths, skills, and opportunities Customer-Focused Selling™ An interactive sales training program that delivers extreme sales results The Predictive Index® System A scientifically validated behavioral assessment and training tool Coaching for Sales Growth™ A proprietary four-step coaching model for long-term sales management success Let us help you realize the full potential of your most important asset – your people
  • 2. understand | Selling Skills Assessment Tool™ Take the mystery out of sales performance. start with a clear look at where you are today. Knowledge is power, and PI Worldwide’s Selling Skills Assessment Tool™ (SSAT) gives you the specific data you need to increase the sales production and customer interaction skills of your whole team. The SSAT gives you an objective look at your people’s strengths, their skills, and specific areas that need improvement. It provides a detailed, accurate quantification of the selling abilities across your organization, vital information that allows you to focus your sales initiatives for maximum impact and maximum revenue growth. Easy-to-administer online, the SSAT covers 25 aspects of selling clustered into five key areas essential to a consultative sales process. “ The SSAT is one of the greatest sales tools you can have if you are a Sales Manager, VP of Sales or a The SSAT is uniquely designed and delivers the following: GM. It identifies a person’s selling n Concrete data to demystify sales results skills and the specific areas for n Over 20 versions by position or industry (e.g. Outside Sales, Call Center, Banking, Healthcare, Retail, etc) to reflect your sales environment improvement. ” Mike Eastwood n Organizational data presented on three levels: sales force, groups/teams, President GVW and individual for accurate training and coaching n Analytics to be used independently or seamlessly with our proprietary Customer-Focused Selling™ program n Evaluation and measurement over the course of 12-18 months for sustainable sales results (Benchmark, Retest, and Final SSAT) SSAT gives you concrete data at your fingertips by ssat provides you with sales analytics to help you sales organization, group and individual view. identify gaps between sales skills, behavior and results. The statistical data you get from the SSAT is tailored to the way you manage your organization. In addition Armed with powerful SSAT data, your Sales Managers to individual reports and an overall summary of your have the information needed to understand the entire sales team, you can evaluate by department, difference between a knowledge gap and an geography, title — or any other grouping you may execution challenge; and the ability to coach/train choose. with measurement over time.
  • 3. you’re ready to take sales to the next level. how are you going to get there? it’s all about numbers. or is it? Whether that pressure you’re feeling is coming from the marketplace or simply from your own desire to achieve more, the answer to sales performance challenges isn’t just about making the numbers this quarter. It’s about hitting your sales goals consistently, time after time. And the key to that is your people — discovering their strengths, finding out where they need help, improving their selling skills, and motivating them to perform at their full potential. It’s a straightforward proposition: Give your sales team the knowledge they need to succeed; help them develop to the best of their abilities. It’s the singular, most effective way to: n Improve individual performance n Create predictable, sustainable sales results n Increase sales team productivity n Help your people grow professionally within your company targeted assessment. targeted development. targeted results. PI Worldwide offers a unique combination of services that let you measure, manage, and take control of your organization’s sales performance. n our selling skills assessment tool™ (ssat) provides accurate statistical data that mirrors your organizational structure, and lets you see exactly where you are today — individual, team and company- wide strengths and areas for growth. n Customer-focused selling™ (Cfs) delivers the training your team needs to perform at the highest level. Based on the information we learn in the SSAT, together with an understanding of your specific goals, we’re able to target an instructor-led or in-house program to produce the immediate improvement you’re looking for. n the predictive index® (pi®) provides your sales managers with the motivational and behavioral insights they need to support, guide and coach their people — and to ensure that their new skills are being applied to improve day-to-day performance, and long-term success. n Coaching for sales growth™ (Csg) gives Sales Managers a proven multi-step coaching process, advanced coaching skills, and practical application strategies utilizing the data from both the SSAT and PI to accurately coach for outstanding sales results. Accurate statistical assessment. Informed, targeted training and development. Proven management tools to ensure that knowledge translates into action and sales results. No other company brings together all three essential ingredients for producing both short-term and lasting sales performance improvement.
  • 4. develop | Customer-Focused Selling™ Capitalize on your sales talent. improve your team’s skills with targeted training. The SSAT analysis gives you a solid understanding of where your team stands — and where they need to go. In Customer-Focused Selling™ (CFS), they’ll use that information to get the specific knowledge they need to consistently achieve better sales results. This is not your typical “sales seminar.” In a highly interactive format, CFS provides all the core competencies needed for effective consultative selling. It’s training uniquely designed to be used every day, not memorized. For every skill taught, there’s an immediate application to a real-world business situation the participants are facing. They can see the power of the tools for themselves, and they come away from the program enthusiastic and ready to apply the new learning to their own customers and prospects. n Building trust and credibility n Handling objections and gaining agreement for the sale n Identifying client needs n Creating customers for life with n Presenting products/services effective positioning and articulating their value drilling down to learn more. In order to gain a better understanding of the day-to-day workings of your sales organization, and to learn more about your team’s specific development needs, we often supplement the SSAT’s valuable statistical data with additional customized research. “ Since taking the CFS training, our sales team reduced their budget by 40% and increased their revenue by 20%. ” Sales Manager, Telecommunications
  • 5. lead | The Predictive Index® Energize your team for action and results. Motivate your team to turn knowledge into action — and results. It’s one of sales management’s toughest issues: How do you bridge the gap between knowing and doing? How do you get your sales team to apply what they learn? Why is it that some people seem to “get it” right away...while others take much longer to turn learning into action? The answer often hinges on the individual motivations that drive workplace behavior. Using a proven process founded in the Predictive Index® (PI), PI Worldwide provides human-capital analytics to help sales leaders make science-based decisions about their #1 competitive advantage–their people. PI enables your sales leaders to harness the unique motivating needs and drives of their individual team members, and chart a course for personal and team improvement. Managers use this “inside knowledge” to work with their people to improve the application of newly-learned selling skills across the sales organization—and to enhance day-to-day performance, and manage for success. “ For 17 years, we’ve relied on the insight from the Predictive Index® to hire the right candidates, place people in the right leadership roles and continue to be a strong financial services organization. The Selling Skills Assessment Tool and Customer-Focused Selling have allowed us to focus on building long term relationships with our clients, resulting in improved client service and revenue. ” Carol Highsmith, Senior Partner, Centier Bank CoaCh | Coaching for Sales Growth™ Coaching for bottom-line results. develop your team for sustainable sales improvement. Coaching is an advanced sales management skill, critical to the development of your sales reps. Coaching for Sales Growth™ (CSG) recognizes that Sales Managers are the critical leverage point for achieving consistent long-term sales improvement. This program gives Sales Managers a proven multi-step coaching process, advanced coaching skills, and practical application strategies utilizing the data from both the Selling Skills Assessment Tool™ (SSAT) and the behavioral assessment tool Predictive Index® (PI®). This powerful combination of human capital analytics, skills and application enables your Sales Managers to accurately coach for outstanding sales results.
  • 6. are you ready to iMprove perforManCe and produCtivity? We’d like to help. For more information about the Selling Skills Assessment Tool™, Customer-Focused Selling™, Predictive Index®, Coaching for Sales Growth™ or any of the other “People Smart. Results Driven.®” services we offer, please give us a call, or visit us on the web. Corporate headquarters: wellesley, Massachusetts telephone: +1-781-235-8872 toll-free in the usa: (800) 832-8884 email: info@piworldwide.com web: www.piworldwide.com PI Worldwide® is a global management consulting organization that provides human capital analytics to help companies be more successful by focusing on their most important asset — their people. Korea Headquarters: Branch Office: GCT Bldg. 2F 103-4502 The # Adeles 210-1 Itaewon 2-Dong, Yongsan-Gu 1436-1 Woo-Dong, Haeundae-Gu Seoul 140-857 Busan 612-020 T: 02-794-7604 T: 051-744-7606 Web: www.gct-partners.com Email: Success@gct-partners.com People Smart. Results Driven.® B900 8/10 Predictive Index, PI Worldwide, PI, PI (Plus circle design) accessPI, People Smart. Results Driven., Predictive Index Management Workshop, Selling Skills Assessment Tool, and Customer- Focused Selling are registered trademarks and trademarks of Praendex Inc. in the United States and other countries. Any use without the express written consent of Praendex, Inc. is strictly prohibited. © 2010 PI Worldwide. All rights reserved.