VP of Sales
In order to respond to the needs of targeted organizations, and to differentiate itself from its competitors in ways that enhanced the Descartes capabilities, newly appointed VP of Sales for then Cube Route which later was acquired by Descartes, Bill Green entered into discussions with CustomerCentric Selling® Business Partner, Chris Kavanagh. Green recognized that it would be necessary to enhance the sales process in place and institute a sales methodology capable of providing the foundational elements necessary for expansive sales growth.
Current Situation and Capabilities Needed
According to Green, the following challenges were identified soon after his arrival at Descartes:
CustomerCentric Selling® provided Descartes with these capabilities.
Within days of the company's initial CustomerCentric Selling® workshop, these results were realized:
"The entire organization is behind the core concepts of CustomerCentric Selling® because it has changed the way we sell. We are now able to assist our clients and prospects in their associating business value with our capabilities."
-Bill Green, VP of Sales for Descartes (formerly Cube Route)
Descartes, a leading provider of software-as-a-service (SaaS) logistics solutions, is delivering results across the globe today for organizations that operate logistics-intensive businesses. Descartes' logistics management solutions combine a multi-modal network, the Descartes Global Logistics Network, with component-based 'nano' sized applications to provide messaging services between logistics trading partners, shipment management services to help manage third party carriers and private fleet management services for organizations of all sizes. These solutions and services help Descartes' customers reduce administrative costs, billing cycles, fleet size, contract carrier costs, and mileage driven and improve pick up and delivery reliability. Our hosted, transactional and packaged solutions deliver repeatable, measurable results and fast time-to-value.
More information on Descartes can be found at www.descartes.com.
For any questions about this client, please contact Chris Kavanagh at email@example.com.
Benefits to Descartes:
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.