VP of North America Sales
Tony Ehrens is VP of RedDot's North American Sales who began evaluating sales methodologies when finding CCS®. The primary goals defined by the executive team included improving the sales pipeline and revenue performance.
The challenges they faced in reaching their goals were:
Upon assessing the existing sales environment, the required capabilities that RedDot defined were:
CustomerCentric Selling® provided RedDot Solutions with these capabilities. After conducting a customized CustomerCentric Selling® Workshop with the entire North American and European sales team, Gary Walker (CustomerCentric Selling® co-founder) worked with Ehrens to determine the results of his sales process implementation initiative which are detailed below.
"I just wanted to say that there are many different sales training courses out there that promise the world, but CustomerCentric Selling® (CCS) delivers. Upon completion of the 4 day course, I went back to work with a feeling of confusion, so I decided to apply CCS step by step, first concentrating on the Solution Development Prompter and writing Champion letters. We just finished our 1st quarter, my first 1st quarter, and I ended up closing the most business ever sold in Q1 in North American history for RedDot. Thanks for developing a system that doesn't promise to deliver results over night but by the quarter."
-Christian Rescate, Account Manager RedDot Solutions, Inc.
RedDot is the Open Text Web Solutions Group with more than a decade of experience in Web Content Management (WCM). RedDot solutions are recognized throughout the industry for their legendary ease of use and feature leading multilingual support, enterprise Web 2.0 capabilities, content integration, and contextual delivery. From mid-market to enterprise, more than 2,600 clients around the world rely on RedDot to create, manage and deliver a personalized Web experience for their Intranets, Extranets and Web sites.
More information on RedDot can be found at www.RedDot.com
If you have questions about this client, please contact Gary Walker at firstname.lastname@example.org.
"Customer Centric Selling® has proven to be the platform on which RedDot Solutions Corporation will continue to grow, innovate and fulfill its corporate strategy."
-Tony Ehrens, VP of North American Sales RedDot Solutions, Inc.
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.