When Exceed Technologies merged with 3point Technologies in 2014, Ken Dale joined Exceed’s Tupelo office to manage the office accounts and sales relationships. But as the office’s leading sales person, Ken doesn’t think about sales in the conventional commission, upsell and profitability sense. He thinks along the lines of needs assessment and relationship management, or more simply, what does the business partner need.
Ninety-nine percent of our Tupelo sales come from customer relationships. We meet on site and work through network designs and technology needs. We aim to provide an outcome or solution to their problem before we ever present a proposal. It’s not about them saying, ‘I need a MacBook,’ and ordering one for them. The way we sell is by developing a list of needs, determining the best solutions, and then making the recommendations that will satisfy their requirements. Simply put, it’s a relationship.
As General Manager of Exceed Technologies’ Tupelo office, Ken also manages Exceed’s education and government clients, from small school districts to complex public university networks.
Ken’s love of customer service is sparked by the satisfaction he receives from keeping himself and his business partners caught up with the daily advancements in technology.