Second Fastest Growing Technology Company in the U.S. Implements Patrick Henry's Trainings and Experiences Exponential Growth

Exponential Sales Growth

"We can point specifically to the skills and strategies acquired by our team during the trainings to our exponential sales growth over the last two year. "
DARREN DIBB, Executive VP COMPanion Corporation

Immediately Implementable

"We needed a system that our team could use quickly, which delivered results... shorten sales cycles, increase deal velocity, deliver increased forecast accuracy and protect price erosion. DNA Selling delivered on the promise and our sales team was able to increase effectiveness from the minute the training ended "
NATHAN COCOZZA, Senior Vice President iLinc Communications, Inc.
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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.

The Goals

  • Establish a proven, standardized selling process
  • Implement a consistent, corporate-wide selling methodology
  • Improve the selling & negotiating skills of each sales person
  • Decrease the number of discounts and price concessions
  • Implement an effective, on-going sales training program
  • Increase up-sell and cross-sell amounts with clients

The Solution

  • Train each sales person in The DNA Selling Method™
  • Train each sales person in Sales-Side Negotiation™
  • Certify each sales person in the new sales and negotiation methodologies
  • Ensure corporate-wide skill adoption and department standardization with managers trained and skilled in The DNA Selling Method and Sales-Side Negotiation

The Results

  • 137% increase in revenue growth
  • 27% decrease in product returns
  • 12% decrease in total dollar discounts
  • 334% stock return (2006)

 

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