VP and General Manager for the Americas
Goals and Current Situation
Prior to implementing CustomerCentric Selling®, Pronto Networks was faced with the following challenges:
The way Pronto Networks was doing business amidst these challenges resulted in sales reps and resellers missing quota in the past 12 months and limited qualified leads in the pipeline.
"We decided to use the Sales Ready Messaging® process to help craft sales tools that our internal sales force and our resellers could use to more effectively qualify opportunities and build pipeline strength," said Carol Singh, Business Development Account Manager at Pronto Networks. According to Singh, the company was looking for a methodology to enable its sales team to:
Carol Highton, VP and General Manager of the Americas for Pronto Networks, said: "We engaged the services Philippe Lavie, CustomerCentric Selling® Business Partner, to help us refine our messages, prepare tools our sales force and our resellers could use, and move from a product-centric to a client-focused sales model." Singh adds: "We chose to train our people ourselves using the Toolkit Philippe had prepared for us. To date, I have seen significant results directly attributable to both our work with Philippe and the CustomerCentric Selling® Sales Ready Messaging® process and tools."
According to Singh, the company's results include:
Pronto Networks helps network operators, cities and local governments deploy and manage metropolitan-wide networks. Using Pronto applications, clients can provision, configure, authenticate, control access, secure, and process pre-paid and post-paid billing and roaming settlement for large public WLAN networks. They can also remotely manage and update multi-vendor hardware and Wi-Fi switches.
The company is headquartered in Pleasanton, CA, and has offices in Bangalore, India and London.
More information on Pronto Networks can be found at www.prontonetworks.com
If you have questions about this client, please contact Philippe Lavie 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.