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Sales Training Success: OnCenter ingrains CustomerCentric Selling® into their core sales culture and reaps the many benefits that it yields.

Key Player
Founder and CEO

Goals
Lots of companies promise "solutions" to their customers. But how many provide business capabilities that deliver real value, measured in increased business and profits?

OnCenter Software, Inc. is doing precisely that. The company has been working with Bosworth & Kenney, a sales process training and consulting firm that specializes in CustomerCentric Selling® (CCS®) and has adopted integrated, customer-focused processes throughout the company.

"Everything we do-internally and externally-is designed to help our customers become more successful," says OnCenter Founder and CEO Leonard Buzz. "We've customized the CCS® principles so that our approach is uniquely tailored to our products and our markets."

But instead of just selling products, Buzz says that his company concentrates on helping customers apply OnCenter solutions in ways that will achieve specific, measurable goals. He credits Bosworth & Kenney, and implementation consultant Mary Murtha, with teaching his staff how to provide tangible business value-beyond products-to customers.

"With each of our customers or prospects, we go in wanting to learn as much as possible about their business and the challenges they face," Buzz says. "We start a dialogue with the customer and help pinpoint their measurable business goals, whether they are winning more bids, increasing the accuracy of their bids or making their bids more profitable. With this understanding, we can show them, in concrete terms, how to utilize our products' capabilities to achieve those goals."

Capabilities Needed
Buzz stresses that OnCenter's customer-centric approach has been implemented throughout the company, not only in the sales division. "The more we understand our customers' challenges and goals, the more effectively we can respond to each customer's unique needs," he says. According to Buzz, integrating the CCS philosophy throughout the company has enhanced product training, has helped marketing fine-tune messaging and has helped the entire On Center team better understand the customer. The CCS® process has also been integrated successfully into the company's customer relationship management system, SalesLogix, which has had a positive impact on customer service.

CustomerCentric Selling® provided OnCenter with the capabilities they needed to achieve their goals. Buzz says the CCS® approach has paid off for both OnCenter and its customers: The company's business grew by 35% year-to-date in the next year.
Sales training

Customer Close-up
Located in The Woodlands, TX, OnCenter Software, Inc. (OCS) is a privately held company that was formed in 1988 by construction industry professionals. On Center's vision is to provide innovative, practical software solutions for the construction industry with integrity, enthusiasm and respect. The company's suite of products includes On-Screen Takeoff®, Quick Bid and Digital % Complete®. On Center Software is committed to developing high-quality products and supporting them with comprehensive training and expert technical service.

More information on OnCenter Software can be found at www.oncenter.com.

For any questions about this client, please contact Bosworth-Kenney Selling at http://bosworth-kenney.customercentric.com.

Results:

  • Improved and enhanced product training
  • Fine-tuned, sales ready messaging
  • Better understanding of the customer
  • Business grew by 35% YTD

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.