Share this Article:

Sales Training Success - Sphinx

Category: Sales Training  |  Permalink

Published: Friday, July 8, 2011

Sales Training Success: CustomerCentric Selling® helps Sphinx Group close more leads faster and better identify qualified opportunities.

Business Problem
Rob Keizer, a certified Microsoft Business Partner, attended a CustomerCentric Selling® Workshop, hosted by Microsoft Business Solutions, because he wanted to improve revenue and close ratios. The challenges he faced in reaching his goals were:

  • Too much time working on unqualified leads that never closed.
  • The time and effort to process new leads was taking away time from working more qualified leads.
  • Sales cycle was too long- an average of three or more months.

The CustomerCentric Selling® Solution
With CustomerCentric Selling®, the capabilities Rob defined were:

  • To quickly qualify opportunities and to know when to walk away so he could spend time working on qualified opportunities.
  • A way to manage and control the sales process to move through the sales cycle more quickly.

CustomerCentric Selling® provided him with these capabilities.

Sales training

After conducting a customized CustomerCentric Selling® Workshop for several Microsoft Business Partners, Pat Dougherty (the CustomerCentric Selling® Instructor and Business Partner) followed up with all of the partners to measure their results listed below.

Client Benefits:

  • Reduced length of sales cycle by 17%
  • Average transaction size increased by 11%
  • Both revenue and profitability increased by more than 22%
  • Customer satisfaction ratings jumped from 85% to 92%

"After attending the sales training in April, I closed four new Microsoft CRM deals in the remainder of the 2nd quarter. I definitely improved my skills with qualifying and moving through the sales process more quickly."

--Rob Keizer, Sphinx Group, a Certified Microsoft Business Partner

More information on Sphinx Group can be found at

For any questions about this client, please contact Pat Dougherty at 

Be the first to share your Comments...

Post a Comment

Other Recent Articles