VP of Global Sales
Yipes began working with CustomerCentric Selling® Business Partner, Ben Zoldan, in order to achieve two primary objectives:
At the time Yipes began working with CustomerCentric Selling®, revenues were growing, however, not on track to meet the aggressive targets set by its Board. Only one-third of the sales force was achieving their quotas.
"We anticipated that the experience and skill sets that our sellers brought with them from previous organizations would bring us results. Each quarter, however, we experienced the 80/20 Rule, as only a small percentage of our sellers produced a disproportionate amount of the revenue," said Mike McGlone, VP of Global Sales. The projected revenue shortfall was in excess of several millions of dollars.
Also, as the company was attempting to differentiate itself as a 'solutions-provider,' marketing recognized challenges in supporting the messaging needs of the sales force. The majority of marketing collateral, including product positioning, brochures, product marketing, etc., went unused by salespeople. This resulted in inconsistent positioning of the offerings, because salespeople were left to create their own messages 'on-the-fly.'
"This resulted in our salespeople going to a 'product-feature sale', which made selling to executives at the highest levels ineffective," said McGlone.
By leveraging CustomerCentric Selling®, Yipes believed they could address these issues and achieve their growth targets by:
CustomerCentric Selling® provided Yipes with these capabilities.
As a result, Yipes achieved the following:
"The payoff with CustomerCentric Selling® has been significant; increasing revenues immediately. We have reached sales targets never previously achieved by our company. The methodology has become our company's standard method for interacting with our customers and prospects. Our salespeople are more professional and more confident, and our messaging is consistent, which has proven to further differentiate us in the marketplace."
- Mike McGlone, Vice President of Sales Yipes Enterprise Services, Inc.
Yipes Enterprise Services, Inc. is a global provider of fully managed, end-to-end Ethernet-based networking services. Yipes provides services to enterprise customers in and between major metropolitan markets in the United States, Asia Pacific and throughout Europe.
Benefits to Yipes:
More information on Yipes can be found at www.yipes.com
If you have questions about this client, please contact Ben Zoldan at email@example.com
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.