Sales Training Success: CustomerCentric Selling® helps Axient increase revenue by 2.1 million over the first 12 months.

Business Problem
When the Managing Director for Axient first employed the help of CustomerCentric Selling® business partner, Acuere, they stated their primary goal was to increase revenue. The challenges they faced in achieving these goals were:

• Increased competition
• Perception of fax as an old technology
• Inability to gain access to key decision makers

"CustomerCentric Selling® (CCS) provided a framework and methodology to ensure customer goals and values are exposed, captured and used to deliver the best outcomes and return on investment (ROI)." --John Pitt, Axient

 

The CustomerCentric Selling® Solution
After identifying the sales challenges, the capabilities that Axient defined called for a repeatable, consistent sales process that could be applied across their sales, marketing and operations teams. This process would provide tools and processes that enabled:

• Arming the sales team with the skills to have business level conversations with 'c' level decision makers and key players
• Selling solutions based on business outcomes and values - not products and services
• Competitive differentiation by the way they sell, and by having a consistent, repeatable and measurable sales process

Acuere provided these capabilities via a tailored CustomerCentric Selling® training workshop with follow-up reinforcement sessions with the team.

Result: Axient boosted revenues by 2.1 million over the first 12 months since implementing the CustomerCentric Selling® methodology.

"As a newbie to the sales world, this course [CustomerCentric Selling®] has empowered me to achieve my targets by providing a toolset to work with." --Bryan Ponnan, Account Executive for Axient

Customer Closeup
Axient is the only Australian-owned and operated single source provider of software plus services to send, receive, process and manage production fax. Axient provides customers a full range of business benefits including reduced IT operating costs, improved IT infrastructure and a defined IT strategy and architecture for production fax.

More information on Axient can be found at http://www.axient.com.au/

If you have questions about this client, please contact Deb Miller at dmiller@customercentric.com  

Benefits to Axient:

• Increased revenue by 2.1 million over the first 12 months
• Arming the sales team with the skills to have business level conversations with 'c' level decision makers and key players
• Selling solutions based on business outcomes and values - not products and services
• Competitive differentiation by the way they sell, and by having a consistent, repeatable and measurable sales process

Read more sales training case studies from our Customer Showcase.