Back

Download PDF

Sales Training Success: Leadership Strategies makes strides in improving revenue to surpass company records - all with CustomerCentric Selling®.

Key Player
Managing Director

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.

Capabilities Needed
According to Wilkinson, LSI needed the following capabilities:

  1. A customized best-practices sales process, from first initiation, through customer success. This process had to contain pipeline milestones, deliverables and needed to be 100% auditable for sales management in coaching sessions.
  2. The tools to help reps have quality, consultative conversations that helped clients visualize their needs and how LSI products would bring them meaningful results.
  3. The ability for managers to review each seller's documentation of their selling efforts in the form of customer correspondence.

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.

Results
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.Sales training

Customer Closeup
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 ashapiro@customercentric.com.

Benefits to Leadership Strategies (LSI):

  • Surpassed revenue in every month to give the company a 5% boost in revenue, recovering from 20% deficit the previous year
  • Common language and set of tools to guide the sales process
  • Repeatable, auditable sales process

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.