Sales Success Testimonials

I wanted you to know that we purchased CustomerCentric Selling® for all of our sales reps. We have built our sales process upon your wonderful ideas. I have read many, many books on improving sales performance. However, NOTHING comes close to what you have provided.

Thank you for all of your hard work!

Thomas Wolfe
Professional Services Division
Simons Petroleum, Inc.

CustomerCentric Selling® is an order of magnitude improvement of Solution Selling® Easier,clearer, more direct and ultimately more effective.

Rick Wintheiser
Methodus

Gary-
What an amazing week! Thank you so much for allowing Sriram and I to attend CustomerCentric Selling®! I know that I got a careers-worth of insights last week and was able to apply the principles immediately. The strategic approach you taught gives me a whole new respect for the selling process and the value that we add by assessing a corporate situation from a value and solution perspective, and not a product perspective.

You did a fantastic job facilitating the class, and the team-based, experiential setup of the class tripled the value of the class IMJ. Please let us know how we can support you going forward.

Awesome, awesome job!

Mike Wilmot
SQL Server Technical Specialist - Communications Sector North America
Microsoft, Inc.

Great course! Definitely puts a proven sales process in your hands and emphasizes the importance of using all of the steps in the process in order to take a prospect from initial interest to closure. Great class and a lot of fun too!

Chad Wanless
Technical Sales Representative
Actional, Inc.

CustomerCentric Selling® is the best process I have seen to ensure successful sales and sales management.

David Stone
Executive Vice Preident
Solutions-II, Inc.

I just wanted to say that there are many different sales training courses out there that promise the world, CustomerCentric Selling® 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 of 2003, my first 1st quarter, 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.

This class provided me a new set of tools and processes, and has revolutionized the way my company will prospect and sell. I got back ten times my investment. Pat Dougherty is a seasoned professional, an absolutely superb facilitator and a dynamic presenter. She is what made the CustomerCentric Selling® model come alive for me. I now have the tools and foundation to begin selling with the buyer's needs and vision of a solution in mind—not by showing off software. Thank you Pat for your commitment to excellence in what you do, and for teaching an old dog some new tricks.

Jim Reed
Owner
Infinitek Corporation - MBS Partner

The team is definitely making good use of the training...was the best class/week I have ever participated in...that includes having attended.

Scott Pranger
EVP/Chief Executive Officer
Magnet Communications

Thank you again Chris for a great week.

Side note: We had SPIN training last year. Your CCS training was more comprehensive (and much more professional) - a thousand times more valuable.

Conrad Morgiewicz
Regional Sales Manager
Cube Route, Inc.

CustomerCentric Selling® the best book on "selling" I have ever read. Well done. Most of the how to sell books are BS...More theory than real world sales experience.

I'm enjoying it so much that I would like to order 10 copies for the guys in my group as Christmas presents. John, I'm not looking for 10 'freebies'"...just let me know the cost and I'll send out a personal check. I'm bringing in the group the week of December 15th, can you arrange to get the books to me in time for the meeting?

Tom Lacey
EMC

This course is crucial for organizing the sales team's way of selling, predicting revenue, and closing business.

Don Imhoff
Vice President Channel Sales
Intraware

This course directly impacts and improves upon a salesperson's ability to develop, manage and close any client - from a single individual to an enterprise-level corporation.

Eric Herman
Sales Engineer
Wheelhouse

I'd like to give you a status report on our success here at VanDyke since Jeff and I took your CCS training a little over a year ago.

We have closed 7 enterprise-level deals in 2004. This is equal to the total number of enterprise sales closed in the history of our company (founded in 1995)! Moreover, this year's enterprise revenue equals 140% of the company's total 1995-2003 enterprise revenue. Not bad. And we have a few more opportunities that may close before the end of the year.

Michael Hare
VP Business Development
Van Dyke Software

I finished reading Customer Centric Selling and I must say, you hit the preverbal nail on the head. Having a 30-year selling career, I saw myself in a number of chapters, sometimes in the proper methods or thoughts, but in other chapters, I found a learning.

I think your methods are needed in the technology industry. Today, there is very little selling or another way of saying it, not enough conversations with decision makers. The lack of a defined sales process is evident where ever I go.

Jeff Hansen
Channel Sales Manager
Apple Computer

You'll learn from CCS that ROI is "old hat" and cost benefit is where it's at. The cost benefit Patient Care Technologies realized from the CCS program was immediately recognizable. The week following our training we were able to better qualify existing prospects, cancelled a "pray and spray" demonstration visit that saved a couple of thousands dollars and using the techniques gained respect and access to power almost immediately. While we've only just begun to use the methodology, we're well on our way to realizing our cost benefit.

Mark Hanna
Vice President of Sales
Patient Care Technologies

"CustomerCentric Selling®" is the best software sales book we've read in many years ever. There is so much good stuff, and it is so well written, we underlined passages and quotable truths on virtually every page.

Though it's filled with concrete examples and tactical tips, the real strength of this book is with strategy: If you can organize your software sales, marketing, and business functions as the authors describe, you'll be far, far ahead of the game.

Bruce Hadley
Editor
SoftwareCEO.com

Great course! Definitely puts a proven sales process in your hands and emphasizes the importance of using all of the steps in the process in order to take a prospect from initial interest to closure. Great class and a lot of fun too!

Chad Wanless
Technical Sales Representative
Actional, Inc.

"Customer Centric Selling® completely changed the way our organization approaches the sales process. CCS's revolutionary approach to understanding buyer psychology and practical suggestions for implementing new prospecting and selling procedures puts this program miles ahead of any other.

Probably the best sales training program I have ever encountered. Within four months of completing the course, my top sales person has landed over $350,000 in new business!"

Jon Haber
CEO
SkillCheck, Inc.

Gary, your course and book have been one of the most comprehensive and beneficial experiences in my sales career. Time will tell, but perhaps it has been the MOST beneficial experience!

Sean Fidler
Director, Enterprise Solutions
iRise

I want to thank you for an excellent sales seminar yesterday at Larta. Very practical in nature, I was able to implement much of the training within 24 hours; in fact, I'd like to share my experience just after the training to illustrate your training in action.

I went directly from the training to a sales presentation. Utilizing what you taught, I approached the presentation completely differently than I had previously. Instead of rushing to demo my product, I spent the time upfront exploring my prospects business model and goals/needs. In this way, I was able to tailor my presentation to address those issues which were most important to them. I know this sounds very obvious, but, because of the sheer breadth of my offering, I always tried the "shotgun" approach, hoping the client would, in essence, sell themselves. This new approach was much more effective for both parties.

Another outcome of the training was related to the Grading Opportunities - Funnel Milestones concepts. I have changed my sales forecasting design in my software to match your milestones, which has created a potent example of the power of the program to accomplish effective sales forecasting. I used this today in presentation and the prospect was very impressed and could relate in their own business.

I have a third outcome that I also want to share relative to your discussion of explaining what our product DOES, rather than what it IS. This was a very powerful lesson for me, since this helped me to finally focus my attention on how to properly present my software to prospects without getting bogged down in detail, which should be addressed much later in the sales cycle. This will help me during cold calls as well as early prospect meetings.

Mark Feldstein
President/CEO
Concentric Software

Thanks for a great week in the training! I really learned a lot from you and your team and of course the team I was associated with. The winning Delta team!

We had a wonderful time, even though it was brutal, but in the end we all came out better for it! Thanks for the updated email letters! Stay well and good selling!

Leonard Cibelli
Enterprise Business Manager - Southern Region
Guidance Software, Inc.

"Most sales cycles reach a point where the opportunity disappears into a 'black hole'. CustomerCentric Selling® provides a process for engaging a prospective client and managing that opportunity to a logical conclusion. I strongly believe the tools that we were provided will allow us to better forecast and ultimately close more of the opportunities we are engaged in and avoid the frustration of having a prospect disappear after months and months of effort."

Frank Chisholm
CEO
AptSoft

I am about 3/4 of the way through the Customer Centric Selling book and I have to say at this point I am convinced that this is one of the best sales books that I have encountered. More specifically one of the most clear and concise outlines of a sales process as well. As you know I was fairly skeptical when we first spoke about bringing in a new process into our organization and had some doubts on its ability to be successful. While I know most of the company is in the beginning stages of utilizing the process, I can say with high confidence, if it used to its full potential that success will be ours for the taking. Our recent sessions together have really impacted the way not only think about our business of selling but the way I interact with my sales team each day.

Alley J Catyb II
Regional Sales Manager
MSC Software

I send an update to the entire company on what's happening in "Sales"....below is my most recent message...(Since I sent it out we finalized May YTD numbers....I'm at 143% of quota, worldwide, even with shortfalls in International....which is my new focus, now that I have my domestic business humming...)Feel free to refer to our success with our CCS implementation to any of your students or prospects. And I also want you to know, that as powerful as Solution Selling was, this CCS has it absolutely nailed.....Infinitely better, in subtle but incredibly important ways.

Thank god we got rid of the dreaded 9-boxes! This one works....

Russ Camacho
Director Sales
L-3 Communications Infrared Products

"Customer Centric Selling® and its focus on prospect goals and objectives, has helped us accomplish two things: higher quality customer interactions, and better customer understanding of how they'll actually use our products and services to achieve their objectives."

Rick Betts
Principal Consultant
Ventaso

"What I like best about CCS is I don't have to force my sales team to implement the process, they want to use it because it works. CCS provided Inovis with a total sales process, for each of our key sales channels to execute. It was easy for salespeople to learn and my management staff is able to coach and audit the process.

By taking the time to customize the process and create sales-ready messaging tools, our salespeople now have the "What to do" and "How to do it" roadmap.

Defining and implementing a sales process was vital for the success of our salespeople and our organization. Unlike other sales methodologies I've implemented in the past, CCS really aligns the needs of my sales team with the needs of our buyers. I see them using it, I hear them using, I read their customer confirming follow-up letters, and best of all I see the results. This looks to be my teams best quarter yet."

Jack Bettin
Vice President of Sales
Inovis