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Challenge: Growing
technology services market share is a priority for a small technology company located on the Central Coast
of California.
They needed to grow
services, but the current sales team was focused on selling hardware
solutions and the company was known in the marketplace as a
computer hardware reseller. This created a perception challenge.
There were
performance issues and alliance relationships were weak. A top competitor
was stealing away business an account at a time through better marketing
(even though they offered lesser expertise).
AspireNow zeroed in on a program that enabled this company to
outsource a targeted customer's information technology (IT) support
structure.
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Solution: Scott Andrews, principal consultant with AspireNow, developed a custom
training program for the sales team at our client's headquarters.
The
team was not focused nor did they have any sales training program in
place. He first implemented a sales training initiative to bring the team
up to speed with current sales techniques to grow service solutions. Next,
he focused the efforts of the firm on (a) outsourced service agreements to
maintain ongoing revenue, (b) increased security management, (c)
innovative solutions to differentiate, and (d) a stronger partnership with
alliance partners to drive marketing awareness campaigns.
As
a result of implementing Mr. Andrews' suggestions, the monthly service
revenue grew by over thirty-five percent. In addition, the firm added
three new marquis accounts in the financial services market segment.
In
addition, the company rebuilt valuable alliances with manufacturers and
Microsoft to future cement their growing presence in the Central Coast
marketplace.
These
solutions are now part of AspireNow's "Concepts of Selling"
training program for the IT industry.
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