Improving sales performance depends on adopting and implementing a proven and practical sales process, and then building the skills to execute the process. After extensive research, BizLogx selected CustomerCentric Selling® (CCS) as the most comprehensive, flexible and manageable sales process on the market today.
CCS, founded by Mike Bosworth (author of Solution Selling) and John Holland, in 2002, specializes in helping organizations define and implement sales processes aligned with corporate buying behaviors.
Specifically, CCS delivers process methodologies with corresponding tools for all phases of a sales cycle, from telephone prospecting through closing complex product or service-oriented opportunities. CCS provides managers with tangible and objective customer-acknowledged milestones to measure opportunity progress and pipeline status. As a result, companies can expect to generate more accurate forecasts from better pipeline information and greater productivity by deploying its sales resources to opportunities that are more likely to buy.
CCS also explicitly recognizes that decision makers and influencers within the same company often express their goals and objectives using different terms. CCS therefore tailors sales materials, tools and messaging to the titles and responsibilities of the individual, rather than the generalized needs of the company or industry.
Finally, CCS provides organizations with the flexibility to tailor the tools and processes to unique industry and organizational needs.
The skills development function is important in the implementation and adaptation of a new sales process. The recommended method for skills development is a workshop attended by the sales organization, managers, pre-sales and other technical resources, post-sales support, marketing and senior management.
In a customized CustomerCentric Selling® workshop sales people will learn how to execute key selling skills, including:
- prospecting/business development
- need development
- identification and creation of unique business value
- prospect qualification and disqualification
- sales process control
- negotiation and expectation management