Sales Training Success: SCG optimizes sales performance by cutting their sales cycle and increasing the size of their opportunities.

Business Problem
Bill Edmett, Jr., SCG partner, and David Brown, SCG's business development lead, attended a CustomerCentric Selling® workshop hosted by Microsoft to help increase sales and the size of opportunities by improving selling skills and strategy.

The challenges they faced in reaching their goals were:

• Opportunities were not being properly qualified
• They did not have control of the sales process and access to key players early enough
• Time was being wasted following up on proposals that were issued that never turned into business

The CustomerCentric Selling® Solution
In order to overcome these challenges and achieve their goals, SCG defined these capabilities:

• To focus more on qualification and seeking executive sponsorship and validation earlier in the sales cycle
• To maintain control from the beginning of the process through the proposal
• To get control back for proposals were already issued

CustomerCentric Selling® provided them with these capabilities.

After conducting a customized CustomerCentric Selling® Workshop for several Microsoft Partners, Pat Dougherty (the CustomerCentric Selling® Business Partner and Instructor) followed up with all of the partners to measure their results. SCG was able to up-position their firm in the market and focus on larger companies and higher value, quality opportunities with more cross selling for their consulting practice.

This has resulted in:

• 20% decrease in the length of the sales cycle
• 25% increase in the average size of an opportunity

Also, immediately following training, David sent a proposal withdrawal letter, received a call back in days, re-started the opportunity and closed the business. He has already received follow-on business from this account for an additional 50% of the original dollar amount.

 

"CustomerCentric Selling® has really helped us focus our energies on the right aspects of the sales process and both qualify and close deals more effectively. We achieved "Top Reseller" status in Microsoft Business Solutions' Southwest region, and President's Club. These achievements are in part due to our participation in CustomerCentric Selling®."

--David Brown, Business Development Lead Solutions Consulting Group

More information on Solutions Consulting Group can be found at www.SCG.net

If you have questions about this client, please contact CustomerCentric Selling® Business Partner, Pat Dougherty at pdougherty@customercentric.com

Client Benefits:

• 25% increase in average size of opportunity
• 20% decrease in length of sales cycle
• Solidify place in market and focus on larger, higher yielding opportunities
• Refined selling skills relevant to their business and better understanding their clients' needs

Read more sales training success stories in the Customer Showcase.