Company: Direct Alliance, Tempe, AZ
Company Description: For more than a decade, Direct Alliance has been a leader in providing integrated sales and marketing solutions to extend market coverage, accelerate sales, and build customer relationships for its Fortune 500 clients.
Nomination Category: Sales Awards Team Categories
Nomination Sub Category: Government Sales Team of the Year
Nomination Title: Government Sales Team of the Year - Direct Alliance
Tell the story about what this nominated team achieved since the beginning of July 2010 (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:
With over a decade of experience, Direct Alliance, a TeleTech company, has
been the go-to partner Global 1000 clients leverage to solve their biggest
customer relationship challenges. Through building and nurturing
relationships that ultimately deliver long-term revenue and increased customer
satisfaction and loyalty; we are the company the world’s most ambitious
organizations call upon for innovative, customer-centric solutions.
Our Client Direct Government Sales Team is a highly specialized group who sell
exclusively as our client’s brand targeting government agencies by broadening
selling opportunities and delivering a total solution to the client’s
customers. The team’s strategic focus was to
•Increase overall account penetration
•Expanding contract coverage by proactively engaging agencies seeking solutions
•Increase share of wallet within government agencies
In 2011, the team increased the amount of net new business opportunities by
44% and has closed over 80% of these deals in the Federal space. The depth and
breadth of the team’s knowledge in Federal contracts has allowed them to play
a lead role in responding to over 200 government initiated RFQs resulting in
$1M in incremental revenue – doubling the number from 2010.
These highly trained Account Executives follow a streamlined selling process
using Direct Alliance proprietary tools to effectively penetrate a fragmented
and hard to reach public sector market. Their success is attributed to our
unique and customized approach to people, processes, and technology delivering
a true end-to-end sales channel solution.
•Implement a Public Sector Domination team that partners with the client and
develops strategies from different angles to effectively negotiate contracts,
develop marketing strategies, and streamline the selling process to potential
•Use targeted marketing campaigns - targets receive customized e-mail,
electronic brochures, newsletters, and phone calls
•Proprietary database of government buying entities
•Apply marketing analytics to identify current and future customer
opportunities to maximize ROI
Examples: Fastest growing cities/counties/states, and highest rates of
•Drive inclusion on approved vendor list and increased share of wallet
•Establish a ‘RFP Sub-Team’ to efficiently respond to multi-million dollar
RFP, RFQ, and RFI proposals
•Create a ‘Contract Sub-Team’ that proactively targets current buyers to drive
additional depth and sales with existing contracts and ensure compliance and
optimization of all current contract terms and conditions
Our innovative approach aligns strategic objectives with sales tactics to
overcome the challenges of selling into government agencies. Through Direct
Alliance’s customer innovation solutions, we have built a knowledge base that
allows clients to leverage a unique and integrated solution building
relationships across all lines of business, geographies and channels.
At Direct Alliance, we tie our success to our clients’ outcomes, delivering a
total value that is unparalleled. As evident by the success of this team,
they have driven remarkable results transforming our client’s most ambitious
goals into reality.
List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, [http://www.youraddress.com]:
Provide a brief (up to 100 words) biography about the leader(s) of the nominated team:
Tim Baker has over fifteen years tenure in sales and sales leadership roles.
His broad background includes key sales positions with Lego, Insight, and
Arete Sleep Health. Mr. Baker has extensive experience in business-to-business
sales where he has repeatedly demonstrated his proficiency in aligning sales
structures for growth.