Premiere IT Services Vendor Chooses The DNA Selling Method and Experiences Immediate Results

In Need of Rejuvinated Sales Approach and Culture

"At the bank of Sullivan, we have recognized for several years that we were no longer able to sit in our office and wait for customers to ask us to do business with them.  We are in sales just as much as any retail business.  It has been difficult for us to make that transition.  We have about the same products and services as our competition.  It all comes down to being a better salesman.  The Patrick Henry DNA Selling class was presented to all of our Financial Services Representatives, Loan Officers and some of our Loan Coordinators.  It was received enthusiastically, giving organization to their approach and new confidence in their sales ability.  All of our participants are using the principles they learned on a daily basis."
MILT BRANUM, President and CEO Bank of Sullivan

Highly Recommended

"Patrick Henry’s training came highly recommended from a respect­ed CEO in our industry. We have a large sales force in a fiercely competitive market and based on the recommendation, we had high expectations. The trainings definitely lived up to their reputation. "
LANE SHELTON, Executive VP Softmart
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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.

The Goals

  • Define the ideal sales process
  • Create a common sales language
  • Improve forecasting accuracy
  • Increase lead generation
  • Increase sales margins

The Solution

  • Complete the DNA Selling Method training
  • Build and agree on an effective question-based DNA Selling profile for each client interaction
  • Train and implement Sales-side negotiation techniques

The Results

  • 98% of the Softmart sales team (125+ people) reported that The DNA Selling Method was “the best training I have ever been given”
  • All necessary information is now captured from each customer interaction, allowing for analysis and customization of proposals
  • Dramatic increase in Net-new pipeline within 14 days of training completion
  • Forecast accuracy is rapidly improving
  • Improved account qualification is dramatically increasing close ratios

 

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