First Example: For a newsletter to motivate a sales force
Dynamic Duo win over clients with superior entertaining
Northeast Region Sales Vice President Hank Benedetto and Account Executive Ryan Tanner proved they have the “right stuff” by winning an account worth more than $260,000 with Tech USA, an IT consulting firm headquartered in Springfield, MA.
“Hank’s years of experience and his willingness to collaborate were key to enabling us to close this deal,” stated Ryan. “Together we strategized to develop a solution that was attractive to our customer.”
“The alcohol helped,” added Hank. “And for a young guy, Ryan can really hold his liquor.”
Out-wining-and-dining the competition
Ryan and Hank were able to beat out the incumbent with their customized proposal designed to meet Tech USA’s unique needs and the venues they chose for spending critical time with their prospect.
“Our biggest competitor took the buyers to an arena football game,” explained Hank. “Arena football? They must have experience significant budget cuts – arena football’s what they used to do for prospects with questionable credit, not a big account like Tech USA.”
In addition to hosting the prospects at a Major League Baseball game in the company skybox, Hank and Ryan also accompanied Tech USA management to several entertainment establishments where fine cuisine and craft beers as well as other fermented beverages were served. The clients were subsequently impressed with the commeraderie of the pair.
“It’s not like the old days when you could bring the prospect to a strip club,” commented Hank. “But the bars we went to sufficed.”
To try Hank and Ryan’s strategy for your next prospect, contact Compliance to find out about expense account rules and how to get tickets to the company skybox.
Chicago: Our kind of town
The Second City team showed they’re second to none when it comes to sales.
The Chicago office recently scored a big win with ABC Industries, Deerfield, IL, a manufacturer and distributor of brightly colored magnetized letters. Our company will now supply all the magnets ABC needs for their North American business.
“ABC Industries had been working with multiple suppliers for years,” stated Anne Smith, the account executive who led the sale. “We beat out all the incumbents, and now we’re the sole supplier for the entire company.”
Planning ahead and working together
Anne started strategizing with her broker partners, XYZ Consultants, back in February 2014. “My partnership with XYZ was key to making the sale,” stated Anne. “We have a great working relationship, and they served as an excellent liaison.”
Anne presented our companies’ just-in-time supply capabilities at two finalist meetings. “What eventually sold ABC Industries was the power of our customer service model,” explained Anne.
“This sale was the result of the collaboration, research and strength of all the teams involved,” she added. “I could not have won this sale without their help. In particular, some key people who deserve kudos are Julie Jones, senior account manager, Darryl Ortega, director of Account Management, and Vice President of Sales and Service John Anderson.”
To see the presentation Anne used to explain our customer service model and win over this client, call Jane Jones at X345.