Sales Management, Dassault Systems
Goal and Current Situation
Dassault Systémes is the world leader in 3D and Product Lifecycle Management (PLM) solutions and employs over 800 employees worldwide. Dassault Systémes had issues with adapting to changes in the market so that adjustments could be made swiftly to their solutions and sales process. Dassault Systémes also had problems with sales efficiency and an inordinate amount of time from hire to first sale. As part of the overall problem within the sales organization, Dassault Systémes had conflict with having the marketing team's efforts run in parallel with sales so that the process would be streamlined. Prior to CustomerCentric Selling®, the two departments were speaking different languages and not in synch with the other, making the sales process quite disjointed and resulting in poor efficiency.
With the help of Steve Bosworth and Mike Kenney, CustomerCentric Selling® Business Partners, Dassault Systémes was able to map out a customized and intricate program wrapped around the CustomerCentric Selling® methodology with the objective to help create their "Selling Machine." CustomerCentric Selling® provided Dassault with the capabilities needed to achieve their goals.
The results have since been remarkable and well proven across the organization, which includes over 800 Dassault Systémes sales and marketing personnel. The flexibility of the CustomerCentric Selling® program has allowed Dassault Systémes to easily and rapidly adapt to changes in their market, their solution offerings and adjustments made in their sales process. It has also enabled their new sales employees to boost their efficiency, decreasing time from hire to first sale. Most importantly, the methodology has enabled focused execution with customers, while also providing a common process that allows sales management to monitor progress and identify areas of improvement.
Moreover, the marketing team has also seen success with the CustomerCentric Selling® methodology, since they are now armed with developing more relevant and parallel campaigns that support the sales message.
Robert Hawley, Director of Worldwide Sales Operations for Dassault Systémes states,
"We have created an enterprise-wide 'Selling Machine' on the foundation of CustomerCentric Selling®. By training over 800 employees across the enterprise including Sales, Pre-sales, Resellers, Service Providers and Marketing, we are more tightly aligned and focused on revenue generation." Hawley also adds, "We also find that Marketing promotions and campaigns that have been created by this methodology (using Solution Development Prompters) become much more effective when followed up with a complimentary sales campaign."
The Dassault Systémes (DS) vision is to enable everyone-from designers to consumers and their communities-to create, share, and experience in 3D. As a world leader in 3D and Product Lifecycle Management (PLM) solutions, the company's software and services allow businesses of any size in any industry around the globe to digitally define and simulate products, as well as the processes and resources required to manufacture, maintain, and recycle them while sustaining our environment. DS applications provide new opportunities to use 3D representation for online lifelike experiences in order to enhance real-life living spaces and everyday products.
For more information, visit: http://www.3ds.com/
Benefits to Dassault Systémes:
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® is regularly named to the Top Sales Training Companies list. 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.