Sales Training Success: BCC Software embraces the CustomerCentric Selling® methodology and increases new software sales by over 60%
BCC Software has been the mailing industry leader for over 20 years, offering a variety of products and services for professional mailers.
Key Players
VP of Sales, Senior VP
Goals and Current Situation
For years, BCC Software enjoyed remarkable levels of customer satisfaction and retention while offering a base product widely perceived to have significant “up market” potential. But these factors alone were not enough to help the company successfully gain share against recognized top-tier industry competitors. In particular, Corey Smith, VP of Sales, and Jim Mann, Senior VP, realized that BCC’s limited forecasting and sales methodologies were inhibiting the company from realizing the true potential of its proven assets. Their primary goal was to improve forecasting and in doing so, increase new software sales.
Capabilities Needed
Having already been through three other sales training programs in the past that failed to help, Corey trusted CustomerCentric Selling® to address their sales challenges. Today he attests that CCS® is “by far the most effective (sales process methodology) and has provided greater results from an overall perspective.” CCS® proves different from other sales methodologies since there are many defined processes and milestones that are essential in scoring an opportunity and providing the visibility to ensure forecasting success. Many other sales processes fail to do so, which sets CCS® apart in comparison.
Over a two year span, CustomerCentric Selling® provided BCC Software with these capabilities and led over five workshops for BCC Software’s sales organization. As a result, most notably, the sales team realized that they are not “selling”, but are instead facilitating the buying process. This revelation now enables the sales reps to better understand the GPN (goals, problems, needs)of the prospect, which also allows them to establish greater value.
Results
In the last year, BCC Software’s sales organization was able to successfully achieve the following:
- Dramatically increased deals of 100K+
- Increased new software sales by over 60%
- Increased headcount by 30%
- Projected 18% increase in budgeted headcount for the coming year
“CustomerCentric Selling® (CCS) has helped enable BCC Software to formalize a process that is specific to helping customers and prospects achieve their GPN while increasing overall customer satisfaction, value, retention, and implementation success. CCS has also provided a platform for unprecedented growth in an economy that is at its lowest point in years, if not in history.”
-Corey Smith, VP of Sales for BCC Software
Customer Closeup
Founded by President K. Jon Runstrom in 1978, BCC Software Inc. has been a mailing industry leader for over 30 years. Since becoming a proud member of the BöWE BELL + HOWELL family of companies in 2005, BCC continues to offer innovative products and services for professional mailers of all sizes and specialties.
For more information, please visit: http://www.bccsoftware.com/
Benefits to BCC Software:
- Increased new software sales by over 60%
- Increased opportunities of $100K+
- 18% increase in headcount budgeted for the coming year
- Increased headcount by 30%
- Greater ability to move up-market and compete with larger companies
- Improved forecasting and sales process methodology in place to better measure success
About CustomerCentric Selling®
CustomerCentric Selling® (CCS®) is a proven methodology for predictably improving revenue growth and sales performance. Founded in 2002, CCS® helps clients worldwide to implement repeatable, auditable and scalable sales processes that, when combined with Sales Ready Messaging®, guides marketing and sales to have meaningful conversations with customers and prospects. This results in winning high-value deals, retaining and growing client relationships and improving the predictability and accuracy of sales forecasts.
CustomerCentric Selling® is regularly named to the Top Sales Training Companies list. Clients such as Microsoft, Hewlett Packard, Business Objects, Rockwell Automation, EMC and Raython have deployed CCS worldwide. For more information, vist www.customercentric.com, or call Jill Perez at 800.993.1228, ext.706.