VP of Sales
Before working with CustomerCentric Selling®, Eqecat's goals were to:
The reasons they weren't able to achieve their goals was that the company recognized that its sales force was being reactive, rather than in control of the sales process. The sales team was selling their features first. Bob Healy, VP of Sales, said, "Previously, we would jump at the opportunity to rush in for a command performance of a hundred PowerPoint slides and a demo, with little success." Too often, the sales people spent all of their time with below the line people, immersed in technical details, only to be disappointed when decisions made at higher levels favored market share leaders.
Working with CustomerCentric Selling®, the capabilities Eqecat defined were:
CustomerCentric Selling® provided them with these capabilities in a workshop conducted by Michele I. Khoury, a CustomerCentric Selling® Platinum Business Partner.
The results Eqecat achieved included:
"This process enables us to more effectively qualify the prospect and discover a winning strategy, rather than prematurely carpet bomb the client with features, hoping something will get their interest. We are more successful getting access to power as part of the process of understanding their goals. Also, using the concept of the Sequence of Events is enabling us to better control the sales process and avoid shortcuts that potentially jeopardize the outcome."
-Bob Healy, VP of Sales for Eqecat
EQECAT is a $20 million company that provides risk management software and consulting services to Property/Casualty Insurers and Reinsurers worldwide. Their catastrophe modeling software products quantify insurer risk exposure to catastrophic events, such as earthquakes, hurricanes, floods, tornado, hail and other such events in 88 countries.
More information on Eqecat can be found at www.eqecat.com
Benefits to Eqecat:
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.