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
About CustomerCentric Selling®
CustomerCentric Selling® (CCS) is a proven methodology for predictably improving revenue growth and sales performance. Founded in 2002, CCS helps clients worldwide to implement repeatable, auditable and scalable sales processes that, when combined with Sales Ready Messaging®, guides marketing and sales to have meaningful conversations with customers and prospects. This results in winning high-value deals, retaining and growing client relationships and improving the predictability and accuracy of sales forecasts.
CustomerCentric Selling® was named as one of Top Sales Training Methodology Companies for 2009 and also topped Selling Power's Top Ten Sales Process Companies list in the June 2009 issue. Clients such as Microsoft, Hewlett Packard, Business Objects, Rockwell Automation, EMC and Raython have deployed CCS worldwide. For more information, vist www.customercentric.com, or call Jill Perez at 800.993.1228, ext.706.
