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“My reps think selling means discounting
until the prospect say yes.”
TRYING TO BUY BUSINESS?
“We spend too much time selling feature
and function to people who can’t buy, rather
than having meaningful business discussions
with the people that can.”
LOSING SALES PRODUCTIVITY?
“We’re lucky to close 50% of what we
forecast. My people need to learn
how to sell.”
“We lose more sales to no decision than
to any single competitor.”
LOW WIN RATES?
“Few of my new hires become top producers.”
Sound all too familiar?
CustomerCentric Selling ® —
CustomerCentric The Message Driven Sales Process ®can help.
CustomerCentric Selling and its
focus on prospect goals and
objectives, has helped us
accomplish two things: higher
quality customer interactions,
and better customer under-
standing of how they'll actually
CUSTOMERCENTRIC SELLING® The CustomerCentric Selling use our products and services
equips your sales people with the sales methodology is to achieve their objectives.
transferable and can be ~ Rick Betts
skills required to sell more effectively
mapped to forecasting PRINCIPAL CONSULTANT
in today’s competitive marketplace. Ventaso
milestones. The process
Following a repeatable, scaleable and can easily be learned,
verifiable sales process, your reps are better implemented, monitored, coached and adjusted.
CustomerCentric Selling trains your reps to:
• Initiate opportunities at decision maker levels
• Prospect more effectively
• Identify decision maker business goals
• Diagnose prospects’ needs with a bias toward
• Understand prospects’ current situation and measure your offering
• Reach the right person with the power to buy
• Propose only the parts of your offering that can help
your prospect achieve his/her goals • Eliminate 'no decisions'
• Help prospects understand requirements for successful • Hold the price without losing the sale
implementation • Shorten sales cycles and close faster
• Gain mutual agreement with decision makers on what • Eliminate peaks and valleys in their pipeline
has to happen in order to make an informed purchase • Prepare an accurate sales forecast
• Document efforts comprising the buying cycle to Following our comprehensive sales methodology, your organiza-
maintain control, keep senior management informed tion benefits from increased revenue and improved forecasting
and allow forecasting at an opportunity level. accuracy. Margin improvements come from shorter sales cycles.
More effective marketing campaigns are created. Costs of sales
management and administration are significantly decreased
due to the implementation of repeatable objective processes.
CustomerCentric Selling workshops are held throughout the world and For larger clients, we customize workshops specific to markets and
have proven to be a convenient way to train new staff; train entire offerings. Find more information about our workshops, customizing
staff; and for previewing the sales methodology before adopting it. a workshop and how to register at www.CustomerCentricSystems.com.
CUSTOMERCENTRIC SELLING® • Negotiating and managing • Create effective marketing collateral, • Communicating effectively to
Learn to understand and execute a expectations including key messages, the purpose insure goals, objectives and
systematic sales process specific to of each piece, and how it is delivered required capabilities are met
the high tech market. An assortment of CUSTOMERCENTRIC MESSAGING® • Conducting an internal transition
lectures, in-class labs and role-playing Document dialog with your prospect CUSTOMERCENTRIC SERVICES® meeting from sales to the imple-
scenarios. Key skills include: about how your offering can solve Learn to implement products and mentation consultants
• Prospecting and developing new services to the customer’s goals and
his/her goals. Learn related marketing • Guidelines for implementation
business objectives. Provides a road map for
efforts to help your reps sell effectively. implementation consultants. Topics consultants to create their own
• Identifying and creating unique Concepts include: include: processes for managing the
business value • Effectively document conversations ongoing implementation
• Linking CustomerCentric Selling
• Qualifying and disqualifying so both sides clearly understand to the implementation phase
prospects • Develop a messaging strategy that • Watching for changing require-
• Controlling the sales process relates to the prospects’ market, ments, additional needs and new
job title and goals sales opportunities
CustomerCentric CustomerCentric Selling ® — The Message Driven Sales Process ®
CUSTOMERCENTRIC MESSAGING® CUSTOMERCENTRIC SERVICES®
The foundation of any sales process is a meaningful docu- Research shows that nearly 80 percent of
mented dialog between seller and prospect about how the buyers of software and related services feel
prospect can solve a problem using the seller's offering. they do not receive the predicted benefits and,
That’s where CustomerCentric Messaging is vital. as a result, are dissatisfied with their supplier.
Frequently this is due to poor communication in both the
In order for the seller to relate to the prospects’ market, job suppliers' and purchasers' organizations during the transition
title and goals, the dialog must follow a specific defined sales from sales to implementation and during the implementation
strategy supported by effective messaging. This encompasses process itself.
every element associated
CustomerCentric Selling helped with marketing collateral, Beyond the initial sale and messaging, CustomerCentric
us develop a winning strategy. including key messages, Services trains organizations to effectively implement prod-
In fact, I recently used one of
the purpose of each piece, ucts and services to the customer’s documented goals and
the ‘take-back’ letters, received
a response in 15 minutes via how it is delivered and objectives agreed upon during the sales cycle. Yet also being
e-mail, and completed a more. cognizant of the customers’ changing requirements, additional
$3,750,000 sale that was about needs and new sales opportunities. The net result of following
a month overdue. Without a strong docu- this methodology is an improved implementation and a
~ Linda Taylormented messaging satisfied customer.
VP OF SALES
strategy, teaching sales-
people to qualify the For more detailed information about CustomerCentric
CustomerCentric Selling provides prospect, gain access to Selling—The Message Driven Sales Process, please visit
a process for engaging a prospect power, negotiate, create a value us on the Web at www.CustomerCentricSystems.com.
and managing that opportunity
proposition and strategic sales
to a logical conclusion. I strongly
believe the tools and strategies training are irrelevant.
will allow us to better forecast
and ultimately close more of the
opportunities we are engaged in
and avoid the frustration of hav-
ing a prospect disappear after
months and months of effort.
CUSTOMERCENTRIC SELLING — A RECOMMENDED APPROACH ®
~ Frank Chisholm
SVP OF SALES
Wheelhouse 1 Test Drive Our Methodology: Attend one of 4 Participate in the CustomerCentric Selling
our public workshops before making a formal Workshop: It will give a detailed "how-to" plan
commitment. on what to consider doing next with an account.
2 Analyze your sales process to determine what 5 Train the Sales Managers: An opportunity to
can be improved: What marketing support will be evaluate each sales rep, develop an objective plan
required, and how it can be efficiently managed. according to the predefined sales process and how
to create an accurate forecasting model.
3 Create a Customized Sales Tool Kit:
Program materials and templates customized
6 Maintain the Process: Direct intervention and
to specific products and markets. coaching in areas of need for support.
CustomerCentric CustomerCentric Selling ® — The Message Driven Sales Process ®
Grzegorz Domagala has
spent over 11 years in the
CustomerCentric Selling definite-
ly puts a proven sales process in
your hands and emphasizes the industry.
importance of using all of the
steps in the process in order to
At Computer Communication
take a prospect from initial Systems Ltd, he sold software, hard-
interest to closure. ware, and professional services. After
~ Chad Wanless 3 years, line of business managed by
TECHNICAL SALES REPRESENTATIVE
Actional, Inc. Domagala reach 35% of total company
revenue. Domagala then joined Scala
Polska, as Sales Manager, within a
Products and services that are viewed as that knows what it takes to be successful newly created territory in Southern
difficult to sell; hard to describe; intangible; in difficult selling environments. Poland and grew the region to the
require long sell cycles; are typically sold second top district. At IMG Polska
to committees and perceived as expensive Our founding partners joined with Mike (the biggest partner of SAP Polska),
characterize the high technology market- Bosworth, founder of the Solution Selling ® Domagala implemented complex
place. sales methodology and the original author of sales process management, helping
"Solution Selling: Creating Buyers in Difficult the company become profitable in a
CustomerCentric Systems specializes in Selling Markets”, to create CustomerCentric down economy. In 2002, Domagala
helping companies in this competitive Systems. With growing resources nationally joined Pervasive Software.
market define and implement their and throughout Europe, we are uniquely Operating in 14 countries from
organizational sales process through positioned to help our clients meet the Poland to Russia, after 18 months
our business development processes and demands of a global economy. Domagala was responsible for 50%
workshops. Our founding partners have a of the direct sales growth in Eastern
combined 75 years in senior-level sales For more information about Europe Region.
management roles. Every member of our CustomerCentric Selling, please visit
www.CustomerCentricSystems.com Domagala has a master’s from
staff is a seasoned sales and marketing
or contact us via email at Technical University of Wroclaw and
executive from a high technology company
info@CustomerCentricSystems.com. has done post-graduate study at the
Warsaw School of Social Psychology.
CustomerCentric Selling® Affiliate
Praxis. Performance Solutions
40-025 Katowice, Poland
PH: + 48 (32) 2578749
FAX: + 48 (32) 2578750
Mobile: + 48 (602) 515215
For more information or to
arrange for an onsite Executive
Overview, contact Grzegorz at
CustomerCentric CustomerCentric Selling ®— The Message Driven Sales Process ®