VP of Global Operations
Goal and Current Situation
Prior to working with CustomerCentric Selling® Business Partner, Dan Ahrens, QlikTech's primary challenge was to evolve their organization to their next level of growth within a soft economy. Their go-to-market strategy was far too product-centric rather than customer-centric, which inhibited their sales organization from partnering with prospects and clients as consultants through meaningful conversations.
By recreating their process to be more customer-centric and value-based, salespeople would be enabled to offer solutions to clients rather than simply selling products, which was not producing the revenue results needed to grow and support their strategic objectives. QlikTech had a specific strategy to "land and expand" within their targeted industries, and yet their internal process and methodology were not enabling that strategy to be executed to its fullest potential, especially when dealing with larger competitors in the marketplace. Their primary goal was to implement a single, repeatable sales process that would help them increase revenue and improve sales performance.
Why CustomerCentric Selling®?
QlikTech chose to invest in CustomerCentric Selling® due in part to what the executive team realized was a need to align their organization around a common process and methodology that would enable them to execute on their existing go-to-market strategy more effectively. Specifically, they wanted to enable their sales and marketing organizations to function in concert with each other, and arm their salespeople with the selling skills and tools needed to increase their average deal size without significantly lengthening their sales cycles. They trusted CustomerCentric Selling® because of its value-based approach that proved to be in perfect alignment with the company culture that the executive team had worked so hard to establish and leverage in running their growing organization.
After a careful analysis of the sales organization and its current performance, QlikTech concluded it needed to provide the sales team with the following capabilities:
CustomerCentric Selling® provided QlikTech with all of these capabilities.
"Implementing CustomerCentric Selling® as a business process has helped us to establish a better measurement system for territory and account planning, and for pipeline health and analysis. As we grow, we are leveraging our sales process to ultimately ensure a more consistent and efficient way of operating."
--Joe Francis, VP of Global Operations, QlikTech Inc.
"CCS™ has provided us with a common language which we use across the business to discuss our pipeline and sales opportunities. This consistency has allowed us to take stronger control of our pipeline management and our sales cycles. By driving professional execution against a world class sales process, we have been able to improve forecast accuracy, generate a higher quality pipeline, and provide our customers with stronger value propositions that close in clearly defined timescales whilst allowing us to close more revenue."
--Richard Timperlake, SVP of Worldwide Sales, QlikTech Inc.Customer Close-up
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 Raytheon have deployed CCS® worldwide. For more information, visit www.customercentric.com or call Jill Perez at +1.800.993.1228, ext 706.