Goal and Current Situation
Despite the organization's high quality products and services, Leadership Strategies (LSI) Managing Director Michael Wilkinson saw in the first half of the year that the firm was struggling to meet its sales goals of year over year revenue growth. His primary goal was to improve sales performance so they could meet their sales goals year over year and increase revenue growth.
According to Wilkinson, LSI needed the following capabilities:
LSI contracted with CustomerCentric Selling® (CCS) Business Partner Adam Shapiro to gain the above capabilities. Shapiro worked closely with the company's sales and marketing leaders to develop the Sales-Ready Messaging® for LSI's key products and services. A month later, Shapiro taught a customized CustomerCentric Selling® workshop to all customer-facing personnel at LSI, using the actual messaging tools the reps would employ post-workshop.
By August of that year, LSI was 20% behind where it was at the same time the previous year. By using CCS® in the last four months of the year, the sales team beat the prior year revenue in every month by such a large margin, that they increased total revenue for the year by 5%!
Wilkinson has been thrilled with the results. "We had an incredible September-the best in the company's history. September was followed by the best October and November in five years, all thanks to CustomerCentric Selling®," said Wilkinson.
By using CustomerCentric Selling®, LSI now has a repeatable, auditable sales process that gives salespeople confidence during their sales interactions and a roadmap for success.
Leadership Strategies - The Facilitation Company is a leader in facilitation training and meeting facilitation. With a network of over 200 facilitators under contract, LSI provides organizations with dynamic, professional facilitators who facilitate executive strategy retreats and problem resolution sessions and lead training classes in facilitation and consulting skills. More information on Leadership Strategies can be found at www.leadstrat.com.
If you have questions about this client, please contact Adam Shapiro at firstname.lastname@example.org.
Benefits to Leadership Strategies (LSI):
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.