Scientific Selling: Creating High Performance Sales Teams through Applied Psychology and Testing

WRITTEN BY BulletApril 10, 2012

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WELLESLEY, MA. April 10, 2012 — PI Worldwide, an international consulting firm specializing in leadership and sales development, today announced that its President and CEO, Nancy Martini, has released a new book entitled Scientific Selling, Creating High Performance Sales Teams through Applied Psychology and Testing. Leveraging her 30 years of sales strategy and performance management experience, Scientific Selling shows how statistically valid measurement can improve every element of the sales environment—from management to coaching and creating long-term sustainable sales results. The book is set to release on April 10, 2012 and will be available at Amazon.com, BarnesandNoble.com and 800CEORead.com.

“New methodologies continue to affect every aspect of today’s business environment and nowhere are they used more than in the sales area,” said Martini. “Scientific Selling is an essential resource for companies and managers seeking to improve sales performance, through scientific testing and measurement, providing insight on the future of selling.”

Throughout the book, Martini offers more than a dozen specific stories demonstrating how scientific measurement improved overall sales performance through easily understood graphics, charts, and descriptions. She details how sales teams were measured and how those metrics changed as a result of better hiring practices and better targeted coaching and sales training. Through these detailed case studies, Scientific Sellingillustrates the importance of measurement for steering the success of a company. Examples of case studies featured in the book include:

Descriptions on how the Clark-Mortenson Agency used scientifically proven data based assessment tools to provide individual sales professionals with a very specific overview to determine their current strengths and areas of growth.
Details on how Yankee Candle used scientific measurement to identify the right people to hire, and then used customer case studies and role-playing to focus on leveraging each individual’s natural behavior to sell. In turn, the brand helped sales revenue for trained individuals increase as much as 40 percent.
Specifics on how Meadowbrook Golf’s program “Managing for Individual Success” and how the company employed scientific testing and measurement to help its top managers understand what motivates their employees.
As president and CEO for PI Worldwide, Nancy is responsible for the growth and development of the PI Worldwide organization. Since 1955, PI Worldwide has helped companies leverage science to improve performance, productivity and profitability by utilizing the insight provided by their proprietary behavioral assessment tool, Predictive Index® (PI®) along with the company’s Selling Skills Assessment Tool™ (SSAT) and sales training program Customer-Focused Selling™ (CFS).

In addition to the release of Scientific Selling, Martini is the author of the best-selling business book Customer-Focused Selling, which was released in August of 2007 by the Adams Media Corporation. She has also been published and quoted in leading business magazines and outlets includingSelling Power Magazine, Forbes.com, Chief Learning Officer, One to One Media and Talent Management.

For more information about Scientific Selling, Creating High Performance Sales Teams through Applied Psychology and Testing and to purchase the book, please visit www.piwordwide.com/ScientificSelling.


About PI Worldwide:

PI Worldwide® is a premier global consulting organization specializing in leadership and sales performance development. PI Worldwide works with organizations of all sizes to uncover data-driven insights to create and sustain a high performance culture. Addressing critical business challenges from selection and employee development to succession planning, retention and sales force optimization, PI Worldwide provides unlimited access to proven tools and learning programs, allowing business leaders to continuously uncover new levels of talent and value across the organization. Since 1955, PI Worldwide has extended a passion for understanding talent into the boardroom, providing the data, expertise and global support to build world class teams in over 144 countries, 67 languages and more than 8,000 companies – including many of the world’s largest corporations. Visit PI Worldwide at www.piworldwide.com.

About the Author:

Nancy J. Martini is president and CEO of PI Worldwide, an international consulting firm specializing in leadership and sales development. Nancy is responsible for the growth and development of the PI Worldwide organization, which includes the Corporate Office and 46 locations globally, with more than 350 consultants serving over 8000 clients and active in 143 countries. Nancy holds the Certified Professional Speaker (CSP) designation from the National Speakers Association, an honor bestowed on the top 5% of speakers worldwide.