Long Term Relationships Are the Name of the Game
Large educational institutions, school districts, or other organizations are typically slow-moving and don’t switch vendors very often. When salespeople get an opportunity to create a longstanding relationship with a prospective customer, it’s absolutely essential they put their best foot forward. Building a long term relationship with an educational organization can result in recurring business, referrals, and achieving quotas on an annual basis.
Hiring Challenges
- Deciding whether to build an internal sales team or use external resellers
- Lacking a hiring process since sales isn’t typically a core component of their business
- Placing too much emphasis on industry experience throughout the hiring process, which limits their candidate pool and typically results in an emotional hire
Sales Challenges
- Missing employees with relevant sales backgrounds since most come from the education field
- Repeating, documenting, or measuring a sales process
- Converting existing industry contacts into new clients
- Selling mostly based on price without focusing enough on value
Leadership Challenges
- Holding independent resellers accountable to activities and results
- Leading with product features and benefits rather than solving customer problems
- Trying to build sales teams without relevant sales experience or third-party guidance
Instead of transactional sales and one-time deals, our clients can feel confident that with Topaz, their sales team is equipped with the tools necessary to build long-term relationships with clients. Our sales hiring, sales, and sales leadership training sessions are all designed to help employees lead, communicate, and close more deals in a sustainable, repeatable, and measurable way. The first step is acknowledging that these challenges exist but can be overcome.
