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
