Sales, account development, customer service and leadership training for IT and Telecoms companies.
There are special challenges when it comes to selling IT and Telecoms: end-users often don't understand and don't want to understand the inner workings of the technical solutions and clients are not infrequently large, complex organisations with competing internal interests. The traditional selling approach no longer works effectively in these markets. Selling, like the technical offerings, has got much more complicated.
We have served sales, leadership, and customer service professionals from thousands of organisations, with millions of participants, around the world for over 50 years. We have developed specialised programs and published books for the industry.
We have used the Sandler sales methodology for 15 months starting with a 2 day overview followed up by bi-monthly focus sessions to ensure that key lesson/topics are reinforced and embedded across the sales teams. Sandler has given us a common language to discuss sales pipeline, qualify opportunities in or out and to either lose quickly or win in the best available manner. Over the 15 month period we have halved our sales pipeline yet continued to grow sales revenue by 20% year on year. With less pipeline we have focused on really selling to those customers who will buy which enables us to continue to sell more. In recent months we have continued to rebuild our sales pipeline and we are now seeing a 30% increase in sales revenue over the last quarter, I expect this to continue to grow.
Kieran Brady, Sales Director, Gamma