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Sales Training Success - CCS Sales Training Methodology Helps Integrity Data Improve Sales Performance

Category: Sales Training  |  Permalink

Published: Friday, February 18, 2011

Sales Training Success: CustomerCentric Selling® marks first ever sales process implemented in Integrity Data history.

Business Problem

Integrity Data, a Microsoft Gold Certified Partner for Information Worker Solutions and ISV Software Solutions headquartered in Lincoln, Illinois, realized a need for a defined sales process that would create a cohesive sales organization to provide increased sales performance.

The CustomerCentric Selling® Solution

Integrity Data successfully implemented the CustomerCentric Selling® methodology, marking the first ever, defined sales process in Integrity Data's company history.

The process, defined with help from Bosworth & Kenney Selling, a CustomerCentric Selling® Business Partner, is designed to provide a repeatable and functional model for Integrity Data's channel and direct selling teams. The implemented methodology incorporates specific selling steps, related selling skills and job aids to assist in the Integrity Data World-Class Selling model. All components of the sales model and related tools are reinforced and integrated into the existing CRM application for optimal adoption and execution.

Bosworth & Kenney Selling first engaged with Integrity Data to perform an analysis of their existing sales environment, survey the challenges and therein design the sales process to align with Integrity Data's goals. Subsequently, Bosworth & Kenney Selling conducted the initial sales training for Integrity Data's sales organization and also assisted with further implementation consulting.

"The combined efforts of CustomerCentric Selling® and our executive team have dramatically reduced the time period of our sales process implementation. We're very excited to be using the CustomerCentric Selling® sales training methodology and are confident that the results to be seen from our newly defined sales process will be remarkable over coming quarters."

-Patrick Doolin, Integrity Data CEO

Benefits to Integrity Data:

  • Improved sales performance
  • Increased communication within the organization for optimal opportunity management
  • Greater insight for sales management into sales progress
  • Defined, customer-centric sales process that helps sales better connect with customers and prospects
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