Company History
Sales Research Institute, Inc. (SRI) was founded by Robert Petrossi in 1991. Leveraging his 20+ years of experience selling and managing in diverse industries, Bob developed the Science of Selling®.
The Science of Selling integrated business, sales and life skills training into a sales process methodology that dramatically helped our clients improve sales productivity.
The Science of Selling was first introduced at Boston University's Corporate Education Center. Through referrals from the Boston University workshops, the Science of Selling quickly spread to Fortune 50 and emerging growth companies in diverse industries throughout Europe, Asia, and the Americas.
During the late 1990s SRI recognized the shift taking place from product-based selling to complex solution selling. This transition required companies to sell through multiple sales channels, and spawned a proliferation of new and shifting corporate alliances. These dynamics made it very difficult for Salespeople to prepare for sales calls and significantly reduced the amount of face to face selling time.
To help overcome this sales process bottleneck, SRI developed the Sales Guide Development System. The Sales Guide Development System was the first system to provide marketing professionals with a standardized process to develop Sales Guides ("how to sell" information) for the sales channel. Sales Guides helped to bridge the gap between Marketing and Sales and significantly reduced the time needed by the Sales channel to prepare for their sales calls.
Leveraging the capabilities of the Internet and web-based software, SRI released the Integrate™ Selling Chain System in 2005. The Integrate System was designed to facilitate the development of Sales Guide content ("how to sell" information), distribute Sales Guide content to the Sales channel, provide online training, and serve as a communication and feedback system between Marketing and Sales.
The Integrate Selling Chain System is the first system that seamlessly integrates all cross-functional groups and Business Partners in the selling chain.
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