Sales Training Success - CCS Helps Datalliance Double Its Business and Salesforce in Two Years
Published: Friday, January 28, 2011
Sales Training Success: CustomerCentric Selling® to play a key role in helping Datalliance double its business and sales force in two years.
Datalliance has experienced significant growth in the past four years, with consecutive annual sales increases over 35%. With ambitious goals to grow its business and sales force dramatically over the next two years, Datalliance admits that the previous sales training they have had in place with Miller Heiman simply did not meet their needs. Bob Jennings, VP of Sales & Marketing for Datalliance, states, "Our old methodology with Miller Heiman, while beneficial, failed to provide us the tactical how-to instruction and reinforcement that we needed to arm our sales team for success."
Since Datalliance's training has been generally informal in the past, they have also had challenges developing its own single methodology that the entire sales force can easily adopt and apply to its sales process. Most of their sales people have brought with them their own individual processes and learned skills from past employers, which has made Datalliance's sales process clouded and undefined.
The CustomerCentric Selling® Solution
Datalliance attended a CustomerCentric Selling® (CCS) workshop led by Gary Walker, CCS co-founder, and has already seen positive results. In applying one of the sales tactics taught in the workshop, Datalliance was able to close a large opportunity that had stalled. In applying another lesson learned from the CustomerCentric Selling® workshop, Datalliance successfully re-engaged in the sales process with a large opportunity that they had before considered lost.
CustomerCentric Selling® is also helping address Datalliance's challenge of identifying their single sales process. Through understanding their business and working closely with sales management, CustomerCentric Selling® helped Datalliance align its sales organization to not only instruct the sales force in a single and repeatable sales process, but also provide them the tactical skills and tools to support the process.
CustomerCentric Selling® co-founder, Gary Walker, states, "Datalliance has realized what many of our clients have come to realize. For a company to truly be successful, the sales methodology must be properly supported beyond the classroom training with tactical toolsets that the sales teams can easily adopt and apply."
"Our old methodology with Miller Heiman, while beneficial, failed to provide us the tactical how-to instruction and reinforcement that we needed to arm our sales team for success."
-Bob Jennings, VP of Sales & Marketing for Datalliance
Benefits to Datalliance:
- Close large opportunities that tend to stall or lag on without decision
- Restart opportunities that were before considered lost having used an invalid methodology or none at all
- Sales force can adhere to a single sales process that has supporting tools and resources to back it