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: Content That Helps Shift Mindsets About What It Means to Sell to and Serve Customers
- 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, 2020 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.
- Briefly describe the nominated organization: its history and past performance (up to 200 words):
Total 199 words used.
At Integrity Solutions, we address the mental side of selling better than anyone. We are sales performance experts who equip teams to rise up and lead by building trusted customer relationships with integrity at their core. As the partner of choice for values-driven organizations, we specialize in innovative in-person and virtual 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 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.
We are also proud to maintain strong global partnerships in Australia/New Zealand, Mexico/South America, Greece, Poland and Japan.
- Outline the organization's thought leadership achievements since July 1 2020 that you wish to bring to the judges' attention (up to 250 words):
Total 246 words used.
At Integrity Solutions, we approach thought leadership knowing that prospective new customers care far more early on about what you have to SAY vs. what you have to SELL. As a training and consulting organization, what clients buy is access to our people. And so actively packaging and marketing what our subject matter experts have to SAY is critical to building our brand, trust and credibility in the market.
Content matters- 9 of 10 B2B buyers say content has a moderate to major influence on their purchasing decisions (per Zen Media). And that is a strongly held belief of ours as well that influences everyhing we develop.
Our approach to thought leadership is to write and speak in a practical and truly non-self-serving way. It's about solving problems and providing clear solutions and concepts that can be applied by the person reading or listening or watching in his or her role the next day. It's about helping people think differently and expand the areas of what they think is possible. It's about helping them think with more optimism about the future and less doom-and-gloom.
We meet our audiences where they are. That includes consistent blog contributions (recognized multiple times by Top Sales World as a leading sales blog), our twice monthly podcast, regular webinars and executive briefings, conference speaking roles, externally-placed articles and our own branded whitepapers, infographics and eBooks. All combined they reinforce similar messages and ideas delivered in ways audiences prefer to digest them.
- 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 250 words used.
Links provided to our podcast, blog, and Resources section of our website will provide samples of all the types of content we create and distribute.
All the thought leadership created is based on either research-based, data-driven (Google Analytics) or anecdotal feedback about what our audiences care about as well as our own brand reseach conducted in 2019. For thought leadership to truly be authentic, it has to be about the audience, not the author. One recent blog is a prime example of that. Titled 'Are you Ready to Discuss Justification for a Price Increase With Customers?', this blog was based on actual discussions with and consulting we were doing for a major client (Fortune 500 chemicals company) that we knew many other clients were also struggling with. Within weeks the blog ranked on page 1 on Google for a high-volume phrase, "price increase justification" as well as ranking for several other related search terms. This is thought leadership in action.
We feel that the array of industry awards and recognitions we have received in recent years, including from Training Industry and Selling Power as a Top Sales Training Company every year and our Stevie Awards since 2019, have been drievn in part by our brand visiility and thought leadership strategy and effectiveness. In fact, when ISA (The Association of Learning Providers) named us their 2022 Business of the Year our thought leadership quality was called out specifically as a major factor in our peers selecting us for that award.
- 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.
There are many sales podcasts. But none dive deep with experts from across business into the real mental and emotional drivers of sales and sales leadership the way Mental Selling does. Rebranded and relaunched in late 2021, Mental Selling was named by FeedSpot as one of the best sales podcasts of 2022 and our audience has grown to make us one of the top 5% of podcasts globally (Source: ListenNotes.com). Monthly downloads have quadrupled (by month) from the previous iteration of our podcast). And we also appear on other leading sales podcasts. As one senior sales leader with a leading SaaS company has said of it, "this podcast speaks to my every day life really well."
Regular featured contributions to publications like Top Sales Magazine, The Forbes Business Council, LTEN's Focus Magazine, AdvisorPerspectives.com, SellingPower.com, Training Industry, Feedstuffs Magazine and others have greatly expanded our reach and credibility with new and existing clients.
And our blog is one of our greatest sources of search engine rankings with ranked keywords and total search impressions for our site more than quadrupling this year vs. 2021.
During the heights of the 2020 pandemic our regular webinar series kept customers engaged and connected with us and one another as a community.
All of this content provides fuel for us to actively engage with and provide value to our fast-growing social media followers. All this has combined to greatly impact what have been record-setting years for Integrity Solutions in 2021 and 2022.
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