Sales Training Success - VersionOne Doubles Sales with CustomerCentric Selling Sales Process
Published: Friday, June 24, 2011
Sales Training Success: CustomerCentric Selling® helps VersionOne achieve significant results by more than doubling its sales in one year.
Solving these combined challenges would directly impact VersionOne's revenue potential.
The CustomerCentric Selling® Solution
The sales people were able to arm themselves with messaging tools that they could then utilize throughout each step of the sales process. These tools are especially helpful in knowing how to effectively qualify or disqualify a prospect early in the process. CustomerCentric Selling® was also able to help VersionOne define a common language for how they can discuss opportunities as an organization. Most importantly, the new methodology helped VersionOne create a process for working through opportunities that honors what buyers need in order to make a purchasing decision, while also setting them apart from competitors. The net results of this CustomerCentric Selling® implementation have been remarkable - VersionOne more than doubled its sales in just one year.
Richard Fuller, Vice President of Sales for VersionOne states, "Demand for our products were clearly ahead of our sales capacity prior to CustomerCentric Selling® (CCS™). We needed a process that recognized the value of consistent messaging, the demands of a consultative sale and the realization that our buyers are well-educated and well-informed. With CCS, we received all of this in a highly effective, repeatable process that helped us quadruple our sales team in less than one year."
VersionOne CEO, Robert Holler also credits the hands-on guidance they received throughout their implementation by stating, "Adam is one of the few I have met with truly exceptional insight into sales messaging and the sales process. As we scale, it is beneficial to have someone to turn to for assistance with training and messaging. We subscribe to the CustomerCentric Selling® sales methodology and Adam just happens to be one of the best I have seen at helping teams reach their potential through the associated best practices."
"The CustomerCentric Selling® methodology drives a much more collaborative experience between sales and marketing. It definitely gets you 180 degrees away from selling on price and into consulting with customers on solutions to their issues or challenges that match up with the key strengths of our product. The methodology helps you clearly articulate and deliver your value proposition to the customer."
Benefits to VersionOne:
Using VersionOne, all project stakeholders - project managers, developers, testers, product owners, customers and software executives - can work together to easily coordinate project plans, priorities and progress.
More information on VersionOne can be found at www.versionone.com
For any questions about this client, please contact CCS™ Business Partner Adam Shapiro at email@example.com
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