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 Team Categories
Nomination Sub Category: Government Sales Team of the Year

Nomination Title: Direct Alliance Client Direct Government Sales Team

Tell the story about what this nominated team achieved since the beginning of July last year (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:

For more than a decade, Direct Alliance (DAC), a TeleTech company, has been a
leader in driving revenue growth in the public sector on behalf of its Fortune
500 clients.; DAC leverages its proprietary database, integrated sales and
marketing processes, and proven best practices in sales management to acquire
and build long-term relationships that result in revenue growth.;

Our Client Direct Government Sales Team is a highly specialized team that
sells exclusively as our client’s brand targeting government agencies by
broadening selling opportunities and delivering a total solution to the
client’s customers.; In 2009, the team is on pace to grow public sector sales
18% year over year, each highly trained and specialized Account Executive
averages $10M in sales per year, and has acquired several new state contracts
adding millions of dollars in new business.;;;

This success encompasses a 360 degree approach to sales that delivers solid
financial results for our client.;; Our specialized approach helps the client
generate incremental revenue, improve customer retention, and re-engineer
processes allowing them to sell more effectively and efficiently into the
public sector market.; Our innovative approach aligns strategic objectives
with sales tactics that helps them overcome the challenges of selling into
government agencies.;

Our highly trained Account Executives follow a streamlined selling process and
use Direct Alliance proprietary tools in order to effectively penetrate the
public sector market.
•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
customers
•Use targeted marketing campaigns - targets receive customized email,
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
oExamples: fastest growing cities/counties/states, and highest rates of
government spending
•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

As shown, the Direct Alliance Client Direct Government Sales Team is a highly
specialized and trained group of Account Executives that has refined both the
art and science of selling into government agencies. The team supports our
client by partnering with them to understand their challenges, capabilities,
and goals - building a knowledge base that allows them to find the best means
to overcome challenges in the public sector market.; This program has driven
tremendous sales results within 2009, building further value in relationship
and pipeline activity that will continue to drive sales and loyalty with the
client.

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.