Specializing in network access control solutions Endforce helps companies decrease costs and downtime associated with network disruption caused by unauthorized access through unknown or unsecured endpoints. Following a successful round of funding, Endforce hired a new SVP of Sales, Herb Jones, to build and lead the sales team required to meet the company's top line revenue projections. Mr. Jones conducted a brief assessment of the current sales staff and selling practices and reached the following conclusions:

• Endforce lacked a defined sales process;
  Forecasting was inaccurate because opportunity qualification and pipeline grading varied with by salesperson;
• Sales cycles involving pilots dragged on for six to twelve months with no end in sight and required the support of expensive technical personnel; and
  Endforce typically initiated sales cycles through technical buyers (evaluators) rather than business executives resulting in a high percentage of opportunities that continued indefinitely without the buyer making a decision.

In light of these conclusions, Mr. Jones, together with the Endforce executive team, determined that the most efficient way to increase sales performance and revenue generation was the introduction of a consistent, repeatable sales process. Specifically, he wished to use the sales process to generate the following capabilities within Endforce's sales and marketing teams:

1. Establish a consistent sales methodology for use by all sales and marketing personnel;
2. Improve the consistency of sales execution through skills training and reinforcement;
3. Provide sales persons with the sales messaging and related tools that helped them translate technical discussions into discussions of business value with senior executives and technical personnel; and
4. Establish a centralized source of sales information within the current SFA system to improve pipeline management and forecasting.

BizLogx provided Endforce with the capabilities that Endforce required to achieve its goals. BizLogx conducted a customized CustomerCentric Selling® workshop for the entire sales, marketing and executive staff. During the six month period following the workshop, Endforce achieved the following results:

• The sales pipeline increased by 350%.
• The average length of a sales cycle involving a pilot decreased by 30%.
• The sales forecast was 100% accurate for two quarters in a row.
• Gross sales revenues increased by 150% compared to the prior six month period.

When asked to comment on the improved performance, Herb Jones said, “CustomerCentric Selling® is a great methodology to control the investment in our company's valuable sales resources. The process enabled us to better manage expectations within our management team and focus scarce sales and technical resources on those opportunities most likely to result in a buying decision. Our CCS execution continues to improve every quarter and so do our results.”

For more information on Endforce and the services they offer, visit their website at: www.endforce.com. BizLogx, a CustomerCentric Selling® affiliate, can be contacted at www.bizlogx.com.

Published by Bizlogx, LLC.
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