Sales Outsourcing Sales Training Sales Recruitment
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Technology Services Group

Case Study

Client

Technology Services Group

Services

Outsourcing, Recruitment, Training

Completed

Ongoing

Developing a Consistent Commercial Language & Driving Sustainable Growth on a National Scale for TSG.

The Challenge

TSG is one of the UK’s leading IT organisations that delivers robust IT solutions, provides proactive IT support and deploys cutting-edge technology that can transform businesses.

TSG underwent rapid growth through acquisition during its first decade of trading. Having completed the bulk of acquisitions, alongside major internal re-structuring of technical, customer services and sales divisions, TSG selected durhamlane as its sales and training partner in 2015 to embed a consistent and scalable sales methodology across its entire UK new business development and account management organisation.

How We Helped

As is often the case with an acquisition strategy, TSG identified a need to re-align many different sales processes and practices to ensure a consistent approach to business development and project delivery. durhamlanes’ Selling at a Higher Level Methodology was the perfect foundation for this. Over the past three years, durhamlane has partnered with TSG’s senior Sales directorate and Training Department, to deliver a comprehensive sales transformation programme.

After proving the value of our ‘Selling at a Higher Level’ methodology, TSG asked durhamlane to help bolster and compliment the sales teams’ efforts via our outsourced business development.

In a three year partnership, TSG’s sales performance has in GP and revenue terms improved by over 20% in the last three fiscal years and durhamlane has been a contributing factor to this success as their training.

Moreover, durhamlane’s outsourced business development services have generated a qualified pipeline of more than £2.5 million and a closed-won figure of £1.67m (So far) through lead generation and appointment setting. We are now helping TSG expand its sales team through our recruitment services.

24

Months Engagement

1.21

Average Opps Per Week

3

Resource Days Per Week

“I would recommend durhamlane because they did what they said they’d do and they’ve put the effort into understanding our business. And that reflects in the way they approach training, in they way they recruit for us and in the way they generate leads for us – because they’ve become part of our team.

David Stonehouse

CEO