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Extreme Sales Makeover

Differentiating from the Competition to Win the Deal

The Client

TEKsystems- Global Services is a global, leading provider of IT staffing, IT talent management and IT services. Brad Hill, Business Development Manager at TEKsystems focuses his efforts on driving service opportunities into key markets and verticals for the Houston and San Antonio area. As a manager, he is also charged with field training and mentoring Account Reps, with an emphasis on advanced selling techniques and understanding how to position TEKsystems as a service provider.

"Once my sales reps begin leveraging the Command of the Message® training, their confidence level goes up and they gain insight into their client’s needs, allowing them to properly align their sales messages."

Brad Hill Business Development Manager, TEKsystems

The Business Challenge

When a chance came up to pursue a business opportunity with a leading global provider of enterprise management software solutions, Brad gathered a strong and diverse team to pursue the project.

As TEK began to outline its Data Services solution, the team was challenged with two things. First, they needed to help their IT counterparts at the prospect company to communicate the value of the TEK solution offering. Second, they needed to leverage their ongoing business partnership with the prospect to further the success of the project.

“A key component of our messaging was to focus on our strengths, such as our ability to adapt to the prospect’s needs and to leverage the tools and projects in which they had already invested,” Brad says.

Driving Value with TEKsystems

TEK learned that its competitors were not listening to the prospect’s needs, instead, coming in with a package solution with little flexibility. “Our Command of the Message® training and messaging framework helped influence the prospect’s decision-making criteria,” explains Brad.

Brad also sees Command of the Message® as a great training tool in the practical ways of selling. “Once my sales reps begin leveraging the Command of the Message® training,” says Brad, “their confidence level goes up and they gain insight into their client’s needs, allowing them to properly align their sales messages.”

“We are training them to run better business meetings – instead of ‘order taking’ meetings,” Brad continues.

Results

The structure of the successful sale has given TEKsystems a marketable and credible solution that brings together their capabilities within the Data Services space.

Brad feels his sales reps now have a better grasp on how to focus the customer conversation on flexibility and adaptability to the customers’ needs and to impact the decision criteria in their favour as part of the process.

Let’s Build Your
Roadmap to Success

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  • Discover the highest value sales activities you can improve on today to make an immediate impact tomorrow.
  • Define the DNA of your perfect sellers. Then hire ten more just like them and uncover how you can grow them and keep them.
  • Identify what makes up that “perfect sell” in your company and how you can empower your sales team to win more of them.