Software & High Tech
Industries
Software
In this fast moving industry of new releases, quantum
upgrades, competitive pricing and product parity many
software companies, especially the small and medium-size
business, rely too much on their technology to make the
market difference. The business need that most likely will
go under invested in is sales.
The quality of the sales representatives, the amount of
sales coverage (FOTS), how to sell to major accounts and an
overall lack of a predictable selling process are some of
the pitfalls that reduce their chances for success.
Hurshell is an expert in all aspects of the selling
game. The core competencies of this company is to
consistently provide their clients with world class training
programs, selling processes that yield results, business
development tactics that are effective and improving the hit
rate and closing skills. Hurshell helps its clients
understand where they are in the selling process, get to
higher levels of contacts, improve forecasting accuracy
while raising the skill level of their sales forces.
High Tech
In the established high tech market place there are many
companies with large institutional sales organizations. Many
of them are steeped in tradition and loaded down with a rich
history in how sales is done at their companies, but they
are not pleased with their sales results.
The conditions that they find themselves in are
increasing competition, shirking prospect base, low
productivity, high turnover, low morale, high pressure, and
diminishing skills. Those companies can not explain the high
cost of sales with such poor results; they need help in
rejuvenating their valued sales human capitol.
Hurshell can custom design a curriculum or deploy
an existing training program that would address a specific
area of skill improvement. We offer several proven sales
processes that can get the sales organization back on track
and provide a better management tool for company to monitor
and assess results. Designing a new compensation plan or
developing new sales coverage models are also methods that
Hurshell consultants can recommend increasing levels of
performance.
In several cases, these high tech firms have stopped
investing in true customer satisfaction/ customer service
programs and have lost the valued connections with their
clients. Hurshell’s expertise in this area can enable
a restoration of those important practices and values that
reunite these fast moving high tech firms to the old ‘bricks
and mortar’ principles of customer obsession.
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