About:
Vision: CustomerCentric Selling® equips your sales people with the skills required to sell more effectively in today's competitive high technology marketplace.
Following a repeatable, scalable and verifiable sales process, your reps are better enabled to:
- Initiate opportunities at decision maker levels
- Identify decision maker business goals
- Understand prospects' current situation and measure its cost
- Propose only the parts of your offering that can help your prospect achieve his/her goals
- Help prospects understand requirements for successful implementation
- Gain mutual agreement with decision makers on what has to happen in order to make an informed purchase decision
- Document efforts comprising the buying cycle to maintain control, keep senior management informed and allow forecasting at an opportunity level
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The CustomerCentric Selling® sales methodology is transferable and can be mapped to forecasting milestones. The process can easily be learned, implemented, monitored, coached, and adjusted.
CustomerCentric Selling® trains your reps to:
- Prospect more effectively
Diagnose prospects' needs with a bias toward your offeringConverse about business with key decision makers- Differentiate your offering from your competitors
- Reach the right person with the power to buy
- Eliminate 'no decisions'
- Hold the price without losing the sale
- Shorten sales cycles and close faster
- Eliminate peaks and valleys in their pipeline
- Prepare an accurate sales forecast
Following our comprehensive sales methodology, your organization benefits from increased revenue and improved forecasting 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.
Management Team:
Co-founded by Mike Bosworth, John Holland, Frank Visgatis and Gary Walker
Mike Bosworth the author of 'Solution Selling: Creating Buyers in Difficult Selling Markets'. From 1983 to 1999 Bosworth and his 'virtual corporation' of independent affiliates helped thousands of executives define, automate and implement their organizational sales process. His initial work was a research-based methodology developed for difficult-to-sell products and services. Mike began his career in the information technology industry in 1972 with Xerox Computer Services. Mike has a degree in Business Management and Marketing from California State Polytechnic University. He has been a featured lecturer at the Stanford Graduate School of Business and The Stanford Program on Market Strategy for Technology-Based Companies, and is a member of the Executive Advisory Board of The Fisher Institute for Professional Selling at The University of Akron. He also serves on the advisory boards of a number of pre-IPO IT companies.
John Holland is a Founding Partner of CustomerCentric Systems, a sales process development and training organization. Prior to founding CustomerCentric Systems, LLC and co-authoring CustomerCentric Selling, he was a Licensed Solution Selling ® Affiliate from 1993-2001 . Holland has worked with organizations such as Berlitz, California Overnight, Intermec Inc., Microsoft, OSI, Onyx Software, QAD and Vertex, just to name a few. He has trained high tech sales organizations domestically as well as in Australia, Canada, and Europe.
Frank Visgatis is a Founding Partner of CustomerCentric Systems, a sales process development and training organization. Prior to founding CustomerCentric Systems, LLC and co-authoring CustomerCentric Selling, he was a Licensed Solution Selling ® Affiliate from 1993-2001 and formed Vision Group, the largest independent provider of Solution Selling® worldwide. Since 1993, Frank has been helping companies in the 'high difficulty' marketplace operate more productively and efficiently through the implementation of definable, measurable sales processes.
Frank has worked with organizations such as Sybase, GIGA Information Group, Bottomline Technologies, REL Consultancy Group, The MathWorks and PeopleSoft, to name just a few. He has trained high tech sales organizations both in the domestic United States as well as Canada, Latin America, the U.K. and Europe.
Gary Walker is a Founding Partner of CustomerCentric Systems, LLC and co-author of the CustomerCentric Selling® sales methodology. He helps drive the overall direction and strategy for CustomerCentric Systems, LLC. His ability to identify trends and changes in the sales environment has helped change the dynamic of interaction between sellers and buyers through the development of CustomerCentric Selling® and Sales Ready Messaging®. Walker's perspective has helped propel CustomerCentric Systems, LLC to one of the preeminent providers of sales process consulting,sales training and Sales Ready Messaging®. He has worked with companies such as Adam Aircraft,L3 Communications,GEAC, Hitachi Software, Space Imaging, IntraLinks, and RedDot Solutions to name just a few. He has personally trained thousands of salespeople in North America and Europe. A graduate of Bryant University in Smithfield, RI, Gary holds an undergraduate degree in marketing.
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Location(s):
CustomerCentric Selling supports clients worldwide with offices throughout North America, South America, Cental Amercia, Europe, and Australia. |
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Target Verticals:
CustomerCentric Systems primary focus is the high technology marketplace; computer software, services, hardware, and medical equipment. These marketplaces are characterized by products that are expensive, complex, hard to understand, sold to committes, and often have long sales cycles.
Clients:
Some of the clients whose names you might recognize are: Applied BioSystems, Aspen Technologies, Attachemate, Business Objects, Cendant Travel, Cisco, Convio, Dessault Systems, DigiTech, InternationalSOS, iRise, Lionbridge, MatrixOne, Microsoft Business Partner Networks, Mitsubishi Imaging, Patientcare Technologies, Pitney Bowes, Quantapoint, R A Life Scinces, RedDot Solutions, Rockwell Automation, Rogue Wave Software, Siemens Building Technologies, Solutions-II, SPSS, and Wind River. |
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Key Focus:
Computer software (tools and applications), computer hardware, medical equipment, supply chain, software development tools, financial services, insurance, automated manufacturing equipment, and consulting services. |
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