Sales Training Success: NetQos Breaks Company Records with CCS™
Published: Friday, July 22, 2011
Sales Training Success: NetQos revolutionizes sales culture and breaks company records with the power of CustomerCentric Selling®.
Working with CustomerCentric Selling®, the company began assessing NetQoS' current sales and marketing environment to identify the issues and obstacles. They quickly identified that there was a large constituency of technical and engineering buyers; however, executives at the highest levels were unaware of what NetQoS' products and services could do to benefit their companies. NetQoS realized that they were able to clearly communicate the value of their offerings at a technical level to technical buyers; however, they were inconsistently communicating the value at the executive levels. NetQoS also realized that their customer's buying and evaluation processes were very lengthy. This led to inconsistent forecasts and lost business due to buying priorities shifting over time.
The CustomerCentric Selling® Solution
NetQoS wanted to implement a "metrics-focused" selling process that included the best practices of their most successful sales people. This process could not be cumbersome for their salespeople to follow and one that management could audit and reinforce.
They wanted to develop a Sales-Ready Toolkit that salespeople could use during the sales process, helping them execute each step. The core of this Toolkit would be used by salespeople during their conversations with buyers, so they could focus on better diagnosing the needs of buyers and more consistently positioning the way customers use their offerings.
Once NetQoS defined their process and developed the Toolkit, they wanted to train their sales and marketing team during an intensive workshop on how to execute/repeat the process and use the tools.
After implementing CustomerCentric Selling®, NetQoS' senior management provided these capabilities to their sales and marketing people. As a result, NetQoS experienced the following early results:
"I strongly believe that the CustomerCentric Selling® methodology is the right approach and it is even more important in the current economic conditions."
--Joel Trammell, CEO of NetQoS
Benefits to NetQos:
More information on NetQos can be found at www.netqos.com
Read more sales training success stories in our Customer Showcase.
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