Leading Industrial Packaging Sales

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.

Briefly describe the nominated team: history and past performance (up to 1,250 characters):

Sales Partnerships' nomination for Field Sales Team of the Year highlights work representing one of the world's largest industrial container and packaging companies.

This nomination covers how we helped turn around a new product launch not only making it successful but helping to change how a Global 2000 company views selling. Our first year marked us more than doubling the sales of similarly sized teams in what they had achieved in two years. We did it while focusing on acquiring new accounts (yielding additional future value for other product lines) and at higher margins than previous selling attempts.

Sales Partnerships is a domestic field sales outsourcing firm and 10 time prior gold winner of the Stevie Award for Field Sales Team of the Year and prior gold winner for recruiting, training, technology, and sales outsourcing overall. We recruit, train, support, and manage our sales teams selling exclusively under the client's brand while being fully accountable to quotas and reporting all results to the client. SPI's work is also differentiated from value added resellers in that each of our teams focus just on that clients' products and services closing deals on the clients' paper with the client owning the customer relationship long term and all customer data. Our client discussed in this nomination is one of the world's largest industrial packaging and container companies.

Please see attached documentation and case studies for additional information.

Outline the team's achievements since July 1, 2023 that you wish to bring to the judges' attention (up to 1,500 characters):

Sales Partnerships, Inc. (SPI) was engaged in 2025 to deploy a US-based field sales program supporting the launch of a new product line for a long-established, globally scaled industrial packaging organization with more than a century of operating history.

The industrial packaging industry relies heavily on reseller channels, with limited direct sales engagement. Packaging products are often commoditized and not top of mind for enterprise buyers. This challenge is further compounded when products relate to waste and hazardous waste handling, where purchasing decisions are frequently embedded within service contracts managed by waste disposal providers.

The new product line addressed inefficiencies in liquid waste containment and disposal, allowing customers to improve safety and dramatically increase space utilization within standard drums. However, because these efficiencies reduced the total number of waste drums required, traditional reseller channels had little incentive to promote the solution.

SPI was tasked with launching this product through a direct, US-based field sales effort while also expanding the client's customer base through new logo acquisition.

Results:

Year one of SPI's work in the field for this client we more than doubled the total sales generated by all other global channels combined in the two years prior. This was done with a team size as the average single reseller or other channel. The accounts were sold at the highest profit margins of all channels while substantially exceeding both revenue and number of accounts sales targets. In an industry where 5% new accounts in a year is considered an astounding success, we did it with 75% of our sales happening in new accounts - creating a valuable beach-head for selling additional products into those organizations. The first year's work created tens of millions of dollars in account value.

Importantly, our work established a way for an industry that has, historically, been slow to innovate with a way to unleash their creativity and successfully launch new products and services.

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 organization's past performance (up to 1,500 characters):

SPI began by conducting a detailed analysis of the target market for the new containment solution. The product was designed to replace traditional containers with self-contained, modular inserts compatible with standard drums. These inserts allowed organizations to safely collect waste closer to the source, maximize usable drum capacity, and segregate multiple waste types within a single drum.

SPI deployed a US-based field sales team with an initial mission focused on discovery rather than immediate selling. Reps engaged customers by offering objective evaluations of their current waste handling processes. This approach surfaced consistent challenges across sites.

SPI reframed the solution around operational efficiency and safety rather than product features. The value proposition centered on enabling customers to manage waste in ways that aligned with how they actually worked, not how legacy containers forced them to operate. The containment system happened to be the mechanism, but the sale was rooted in improved safety, reduced handling, and meaningful cost savings.

Once adoption was established at the facility level, SPI worked with waste handling providers to position the solution as a way to increase customer loyalty and differentiation. Even with lower disposal volumes, providers could offer safer, more efficient outcomes, strengthening long-term partnerships.

A senior director from our client said it best:

"By laying out the plan, doing the groundwork, then succeeding in the field, Sales Partnerships is changing the way we launch new products and view sales."

Our team substantially beat the sales targets delivering more than twice the sales in one year than all other channels combined had delivered in two years. In an industry where 5% logo growth (new accounts) is considered an incredible achievement, we did it with 75% logo growth.