Paul Cherry

302-478-4443

Technology
Sales Rep Training

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In today’s competitive high-tech markets, it is very common for technical professionals to find themselves in a selling role. As tech sales reps, they fall into common traps, like focusing on ineffective feature-and-benefit selling, talking overly technical to C-level executives, giving away valuable unpaid consulting advice and spending too much time with prospects who will never buy. Plus, reps tend to talk too much and don’t listen to a customer’s needs, even wasting time presenting solutions to nondecision-makers.

Don’t let a lack of tech sales rep training prevent your representatives from making the sales your business needs. Performance Based Results provides customized, industry-specific sales and sales management training that engages, informs and energizes.

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Whether your business needs in-depth technology sales training or a one-day technology sales training workshop, When working with Performance Based Results, you’ll achieve quantifiable results. Give your staff members the technical sales training they need to set your business apart from your competitors, and provide your customers with the service they deserve.

Case Study:

Global IT Software Solutions Provider

Challenge

Highly technical sales professionals had difficulty gaining access and engaging key decision-makers.

Additional challenges included the following:

  • Lack of structured sales and sales management process in place.
  • Each technical sales professional sold differently.
  • Lack of consistency and accountability.
  • Marketing department did not communicate with sales department.
  • Sales professionals were calling on IT points of contact when they should have been selling at a higher level.

Solution

  • Performance Based Results put together a sales training and sales management training program focused on building a credible business solution that appealed to customer’s needs, emotions, and the logic to act.
  • Performance Based Results also customized a C-level executive leadership coaching program to equip sales reps to proactively communicate with:
    • CEOs, CFOs, COOs, CVOs.
    • Owners, Presidents, or other senior executives.
    • Principal Engineers or Principal Scientists.
    • Vice Presidents or other top-level managers and supervisors.

The Results

  • IT software solutions provider documented $10,538,000 of sales revenue as a direct result of the 5-month sales and management programs.
  • Sales professionals consistently sold all four product lines to meet performance targets.
  • Sales team demonstrated the following sales improvements:
    • 15.4% increase in sales calls.
    • 21.8 % increased access to C-suite executive.
    • Shortened sales cycle by 14.9%.
    • Increased closure rate by 15.2%.
    • Greater marketing and sales collaboration to speed up product launches.
  • 12 months following the sales and management programs, revenues increased by 18%.