Sales Training Success: Solutions II Improves Revenue and Profitability
Published: Wednesday, February 02, 2011
Sales Training Success: CustomerCentric Selling® methodology helps Solutions II increase revenue and profitability by more than 22%.
Tony Testolini, Vice President of Sales and Marketing for Solutions II, first became introduced to Gary Walker, co-founder of CustomerCentric Selling®, when he attended a Software Sales Bootcamp conducted by CustomerCentric CustomerCentric Selling®. Tony defined Solution II's goal to be to improve sales and revenue performance through the introduction of a consistent, repeatable sales process. Tony and Gary identified a list of reasons why so few of Solution II's sellers were achieving their goals:
The CustomerCentric Selling® Solution
Tony explained that he needed a way to:
CustomerCentric Selling® provided Solution II with these capabilities when Tony's staff attended a CustomerCentric Selling® workshop.
In the nine months following their training, Solution II's average sales cycle time was reduced by 17%, average transaction size increased by 11%, and both revenue and profitability increased more than 22%.
Through implementing the CustomerCentric Selling® methodology, Tony attributes these increases in a soft economy to his team's new found ability to engage senior-level executives in business level discussions, turning their products and services into recognizable business value, and then increasing the services content of their sales transactions. Additionally, externally measured customer satisfaction ratings improved from 85% to 92%.
"CustomerCentric Selling® is the best process I have seen to ensure successful sales and sales management."
-David Stone, Executive Vice President Solutions-II, Inc.
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