SVP of Operations, CEO
"Our primary goal in implementing a defined sales methodology was to increase revenue by 100%. Unfortunately we did not feel prepared to meet this challenge," says Gary Jackson, SVP of Operations for Quova. Some of Jackson's reasons were:
"Even though we reached our revenue goal, the inaccuracy of our forecast at the opportunity level - less than 25% of forecasted opportunities - made it difficult to proactively manage both our leading opportunities and our individual sales executives," said Marie Alexander, Quova CEO. According to Alexander, the company was looking for a more systematic way to:
Working with Philippe Lavie, CustomerCentric Selling® Business Partner, Quova began redesigning its sales process. Quova implemented the CustomerCentric Selling® methodology and crafted new tools for its sales force, using Sales Ready Messaging® templates and processes. CustomerCentric Selling® provided Quova with the capabilities needed to achieve their goals and finally, Quova is well on its way to a successful implementation of all these elements.
To date, Quova has seen these results:
Founded in January 2000, privately-held Quova, Inc. is a provider and developer of Web geography services and technologies for the online enterprise. Its flagship GeoPoint service instantly determines the real-world geographic locations of Web site visitors - a science known as geolocation - down to the country, region, state, or city level. Quova's 170+ customers - industry leaders in financial services, retail, digital content, media, advertising and online gaming - leverage GeoPoint geolocation data to execute targeted marketing initiatives, prevent online fraud, ensure regulatory compliance, manage digital rights and enhance network security. Quova's unique combination of patented, cutting-edge technology and expert human analysis provides unsurpassed data quality and global coverage.
More information on Quova can be found at www.quova.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.