“helping clients build b2b relationships and grow their business with practical inside sales concepts”
Information Technology
Data Processing
Computer/Internet
Hardware/Software
Components, Services
IBM Corporation
Oak Brook, IL
Provided counsel, development, testing, training and helped with implementation of a parts, accessories and supplies proactive, outbound telephone selling effort with existing inside staff. The operation was the forerunner of other IBM outbound efforts and operated successfully for most of the 1980's. As IBM started moving towards corporate-wide consolidated telephone selling efforts in the 1990's, the program was disbanded at the Oak Brook facility.
Intergraph Process, Power and Offshore
Huntsville, AL
International supplier of software and services for maximizing productivity and achieving breakthroughs in efficiency, involving design, construction or operations in the process, power, offshore, and marine industries.
Scott helped implement proactive, consultative telephone selling techniques with contract administrators, who previously were more administrative and order takers, providing only contract customer service. As a result of the training, they are more proactive and sales oriented and charged with increasing the conversion rate on maintenance contract renewals.
"We were very happy with the project — everyone on the staff was positive about how the training was handled and the help they got in moving into a new and challenging activity. It continues to go well, as the staff becomes stronger and stronger. Although it's difficult to track completely, outstanding quotes are down, which is a very positive indicator of success."
Ann Thomason, Manager of Maintenance Contracts Department
Intergraph Process, Power and Offshore
Allison-Erwin Co.
Charlotte, NC
Long-time, established distributor of consumer and high-tech products in the Mid-Atlantic and Southeastern states. Scott worked with an existing telephone selling operation in the computer and computer related markets, helping to refine and strengthen the program - and especially to help them develop a more proactive selling effort.
Other notable IT companies that engaged Scott regarding inside sales efforts.
Computer Aid, Allentown, PA
Proteon, Westborogh, MA
Wausau Financial System, Mosinee, WI
Wofram Research, Champaign, IL
(Mathematica Software)
For the full list of the 29 organizations in this sector that worked with Scott, click here.