Sehi, an Independent Technology Provider, Penetrates New Markets with 40% of Meetings Resulting in a Quote or Follow-up Activity.

About Sehi

Family owned and operated since 1983, Sehi Computer Products has become one of the largest independent technology solution providers in the United States. They have built a solid reputation based on their technical expertise and ability to provide value with technology solutions while meeting customer budgets and needs.

Their product mix includes desktop computers, mobile computing, servers, printers and supplies, networking equipment, data storage systems plus multiple other IT solutions. 

Sehi services a diverse array of loyal customers varying from the education, government and healthcare industries to small business to enterprise level and consumers, with locations in both Michigan and California.

The Challenge

To grow its business, Sehi looked to expand their client base by reaching new geographic territories and new verticals.  These new opportunities created the need for a professional program that could outreach to and set meetings with new potential clients. 

Without a fully developed sales team, Sehi lacked the team and tools necessary to conduct these outreach programs and had the choice to either hire and develop a sales team from the ground up, or to outsource the brunt of their sales efforts to a Sales Development Agency.

The Solution

ProSales Connection delivered a successful pipeline development program by creating real meetings and opportunities for Sehi in new markets.

Together, Sehi and ProSales Connection developed the key messages, outbound call strategy and operational connecting points with the field sales team. Due to the exciting nature of their product, the ProSales Connection team developed a detailed process for qualifying the meetings before sending meeting invitations out to the prospects and field sales resources.

This program resulted in 40 percent of meetings requesting a quote or another follow-up activity.  The remaining prospects were placed in a lead-nurturing program for future follow-up by the Sehi marketing and sales team.

 “ProSales Connection has done a great job of reaching out to current and targeted customers in a way that directly reflects the values of our company. We enjoy the business relationship we’ve developed with ProSales Connection and recommend them to many other resellers.”
- Craig Sehi, Vice President

Services Used

• Sales Development
  Sales Appointment Setting
  Lead Qualification
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