Director of Sales
Russ Camacho, Director of Sales for L-3 Communications Infrared Products, formerly Raytheon Commercial Infrared (RCI) and a division of L-3 Communications, understood that his sales organization had some sales challenges when he reached out to Gary Walker, co-founder of CustomerCentric Selling®. The primary goal of Camacho and his management team was to improve corporate and channel sales performance through the implementation of a sales process that represented the best sales practices of the organization.
The challenges they faced in achieving this goal were:
After identifying the sales challenges, the capabilities that Camacho said they needed were:
CustomerCentric Selling® provided L-3 Communications Infrared Products with these capabilities. After conducting a customized workshop with selected resellers, territory managers and vertical market managers, Gary Walker worked with Camacho to determine the results of his sales process implementation initiative detailed on the following page.
When asked to comment on the improved performance, Camacho said, "The combination of the right management team, armed with and consistently using the CustomerCentric Selling® sales process is enormously powerful for driving top line results. For all the members of my team, this is becoming absolutely integral to how we manage our sales channel how we sell. It's how we drive this train, and it works."
"Since CustomerCentric Selling® (CCS), we have some sales people reporting at 143% of quota, worldwide, even with shortfalls in the international channel, which is their new focus since they now have their domestic business humming. Feel free to refer our success with our CCS implementation to any of your students or prospects. And I also want you to know, that as powerful as Solution Selling was, this CCS (methodology) has it absolutely nailed infinitely better, in subtle but incredibly important ways. Thank God we got rid of the dreaded 9-boxes! This one works."
-Russ Camacho, Director Sales L-3 Communications Infrared Products
L-3 Communications Infrared Products is a Dallas-based division of L-3 Communications, a publicly traded company with an international customer base. L-3 Infrared Products is a leading designer and manufacturer of commercial thermal imaging cameras and modules that are used by ground forces and urban tactical teams in support of public safety and homeland security efforts.
More information on L-3 Communications Infrared Products can be found at www.thermal-eye.com
If you have questions about this client, please contact Gary Walker at firstname.lastname@example.org.
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.