dESCO– was founded in 1980 by the owners of an HVAC company as Coastal Computer Corporation and later renamed dESCO, the company uses its industry expertise and the latest Saas technologies to bring power and control back to the service industry. dESCO is a SaaS management software solutions for field service industries to track and continually increase production.
dESCO’s long history of excellence had built something great and wanted to take their sales team to the next level. The Harris Consulting Group was brought in to improve their inside sales team’s communication skills when talking to prospects. They also asked for help on how to train the inside sales team to have a personal and professional business to business conversation with the theory of N.E.A.T. SellingTM and the Respect ContractTM. These elements allowed the sales team to earn the right to ask questions through quickly establishing rapport and mutual respect.