iMergent, Inc. (IIG), a leading provider of eCommerce and software for small businesses and entrepreneurs, was identified by Business 2.0 Magazine’s June 2007 issue as the 2nd fastest growing technology company in the U.S. With revenue growth reaching 137% and a stock return of 334%, Business 2.0’s annual report, The 100 Fastest-Growing Technology Companies recognized iMergent’s increase exceeding that of Apple®, Yahoo® and Lockheed Martin®. With exponential growth potential and a rapidly growing sales force, in 2003 iMergent executives selected The DNA Selling Method and Sales-Side Negotiation to establish a standardized sales methodology, unified selling system and consistent sales training program.
COMPanion Corporation is a leading educational software company with over 10,000 clients worldwide. Founded in 1987, COMPanion provides technology solutions to universities, public libraries, and schools. With heightened competition, and an overall downturn in K-12 educational software funding in 2003, COMPanion’s executive team saw the need to drastically improve the sales skills and performance of their sales team in order to maintain competitive advantage and increase market share.
Softmart is one of the world’s largest IT resellers, with more than 250,000 products and more than 1,000 brands under management including Microsoft®, Hewlett Packard® and Sony®. With continued rapid growth in all business sectors, senior management realized the value of standardizing on one conclusive sales methodology, which would enable their organization to increase sales, increase sales margins, and gain greater visibility into their customer needs.
iLinc Communications is a high-growth software company, providing leading collaboration and communications solutions to some of the world’s largest companies. Having experienced significant growth in their sales department, iLinc’s senior management realized the need to implement a solid sales methodology to increase visibility into the progress of the business and also to increase predictability in forecasting. In addition, iLinc was looking to better understand what was happening during the sales process and to combine the knowledge in the company to formulate a single and consistent methodology that delivered predictable results.
