SOURCE: Paradigm Learning

December 12, 2007 14:13 ET

International Paper Wins Stevie® Award in 2007 Selling Power Sales Excellence Awards(SM)

Business Acumen Training for Sales Professionals Provided by Paradigm Learning Was Also Recognized as Key Component of IP's Winning Sales Training Initiative

LAS VEGAS, NV--(Marketwire - December 12, 2007) - International Paper was presented with a Stevie Award in the Best Sales Training category in the second annual Selling Power Sales Excellence Awards on December 6.

The awards were jointly presented by Selling Power magazine, the leading sales management publication, and The Stevie® Awards. The Stevie Award takes its name from Stephen, which is derived from the Greek word meaning "crowned," and the awards have been hailed as "the business world's own Oscars" (New York Post, April 27, 2005).

International Paper was awarded this honor for the development of a CVM (customer value management) process and increasing business acumen and financial literacy for all sales, support and customer service employees.

"International Paper's consultative approach to sales is critical to our customers and our long-term success," says Steve Sullivan, customer value service manager for IP. "We implemented the principles of CVM and continue to make great efforts to improve customer success by demonstrating how the company's tailored solutions deliver value to its stakeholders and customers."

Sullivan goes on to say, "In addition, one of the main goals of the CVM sales training is to make sure that both salespeople and other support personnel understand how International Paper makes money and how its customers make money. This approach requires higher levels of business acumen and financial literacy among the sales teams."

A familiarity with business finance was gained by using Paradigm Learning's award-winning board game Zodiak®: The Game of Business Finance and Strategy for Sales Professionals.

"By playing Zodiak, our sales professionals gained a better understanding of our customers' businesses by building business models of customer operations, analyzing financial and strategic planning information, and identifying how to sell bottom-line results to top-line managers," comments Sullivan.

Members of the Awards' Board of Distinguished Judges & Advisors and their staffs selected Stevie Award winners from among the finalists. Finalists were chosen by business professionals worldwide during preliminary judging.

Details about The Selling Power Sales Excellence Awards and the list of Stevie Award winners and finalists in all categories are available at www.stevieawards.com/sales.

About International Paper

International Paper (NYSE: IP), founded in 1898, is a global company that produces uncoated paper and packaging, with primary markets and manufacturing operations in North America, Europe, Russia, Latin America, Asia and North Africa. With headquarters in the United States, International Paper employs approximately 54,000 people in more than 20 countries and serves customers worldwide. Annual sales are about $22 billion.

About Paradigm Learning

Paradigm Learning (www.ParadigmLearning.com) is a privately held company based in Tampa, Fla. Since 1994, it has worked with more than half of the companies on the Fortune 500 list, creating award-winning business games, business simulations and Discovery Maps® to address a company's specific business needs. Its flagship program, "Zodiak®: The Game of Business Finance and Strategy," has been played by more than 1 million people worldwide. Other products address such issues as talent development, leadership accountability, building teams, project management and organizational change.

Contact Information

  • Contact:
    Diana Blackburn
    Paradigm Learning
    813-287-9330, Ext. 226
    Email Contact