Specializing in providing a full range of document imaging services, the CEO of Reams Document Imaging, now Unity Business Systems, faced the challenge of developing a strategic plan for growth and the tactics to achieve success. Having an existing sales and marketing staff that possessed a mix of talents and energies, he was committed to increasing revenue without raising the cost of sales.
The marketplace was state and county governments. An initial analysis uncovered the following barriers to achieving his goal:
After initial conversations, it was determined that the goal of the CEO was to improve sales and revenue performance through the introduction of a consistent, repeatable sales process.
Specifically, he wanted to:
CustomerCentric Selling® provided Unity Business Systems with these capabilities.
After conducting a customized CustomerCentric Selling® Workshop with the entire sales and marketing staff, the results included:
When asked to comment on the improved sales performance, Carl Long, CEO of Unity Business Systems said, "CustomerCentric Selling® is the cornerstone of our strategic plan for continued growth and market dominance. In sales, there is no prize for second place. CustomerCentric Selling® gives our salespeople the competitive edge by teaching them how to develop deals they are sure to win."
Reams Computer Corporation was founded in 1976 by Gordon Reams and specialized in document imaging services. In 2006, Mr. Reams retired and sold the company to former Chief Executive Officer, Carl H. Long. Mr. Long is now the President of Unity Business Systems, formerly known as Reams Document Imaging. The Unity Business Systems corporate office is located in Poquoson, Virginia.
More information on Unity Business Systems can be found at www.unitysystems.biz
If you have questions about this client, please contact Jill Perez at email@example.com.
Benefits to Unity Business Systems:
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.