Sales Training Success: Network Security Company Sets Sales Records with CCS™
Published: Wednesday, July 20, 2011
Sales Training Success: Network security company sets sales records by embracing and leveraging CustomerCentric Selling®.
Security engineers were responsible for a great deal of the interaction with prospects during evaluations. The company wanted to provide these sales engineers with a process, messaging and tools to focus prospects on quantifiable success metrics and business value measures.
The CustomerCentric Selling® Solution
CustomerCentric Selling® worked with the VP of Worldwide Sales to help the company's sales staff, engineering and marketing personnel to use a common language and methodology to identify, qualify, process and close new business.
Specifically, sales engineers and marketing staff used diagnostic questions, conversational roadmaps and related tools (including a Sequence of Events) to separate buyers from shoppers, establish an agreed path to a sale, define evaluation objectives (including value measurement), and use value to increase a prospect's desire to move from evaluation to contract.
By applying CustomerCentric Selling® sales training methods and tools to existing evaluation cycles, the company helped prospects quantify value and justify a purchase, resulting in shorter sales cycles and a 100 percent increase from the prior year in quarterly revenues for new business.
The company was able to reduce average sales cycle from seven to four months; and achieved record quarterly revenue results with new clients sold in a single quarter, within ninety days of implementation.
Finally, the company recently closed the largest deal in company history with a four month sales cycle.
Read more sales training success stories in our Customer Showcase.
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