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Sales Training Success: CustomerCentric Selling® helps Blackbaud increase productivity by over 23% with a consultative sales process.

Key Player
Sales & Marketing Manager, Blackbaud

When the Sales & Marketing Manager for Blackbaud first employed the help of CustomerCentric Selling® business partner, Acuere, they stated their primary goal was to increase revenue.

Current Situation
The challenges they faced in achieving this goal were:

  • Sales consultants were focused on feature and price
  • Variety of sales approaches within the company
  • No focus on business benefit

Capabilities Needed
After identifying the sales challenges, the capabilities that Blackbaud defined called for a repeatable, consistent sales process that could be applied across their sales, marketing and operations teams. This process would provide tools and processes that enabled:

  • Introduction of consultative process focused on business issues; and
  • A consistent, repeatable & measurable sales process.

Acuere provided these capabilities via a tailored CustomerCentric Selling® sales training workshop with follow-up reinforcement sessions with the team.

Result: Increase in sales productivity by over 23%.

“I don’t understand how any company would not want to utilize this process. CustomerCentric Selling® (CCS) is superb; within 2 weeks of the program we feel we have already generated [positive] outcomes to the investment we made.”–Kevin Sher, Sales & Marketing Manager for Blackbaud Pacific

Customer Closeup
Your work is changing the world. Sometimes, when day-to-day challenges are all you can think about, it may be hard to remember that. But it’s true – because of what you do with your life and your time, the world is a better place. At Blackbaud, there’s anything more important than helping you do what you do even better, so they’ve devoted their lives to developing solutions that allow you to stretch your resources further. They’re not just a software vendor; they’re a partner who understands your challenges, shares your values, and does what it takes to help you succeed.

They’ve been working exclusively for nonprofits since 1981, which in software terms is ages ago (think black and green computer screens and DOS). While the majority of high-tech start-ups were dropping like flies, Blackbaud survived and eventually thrived by really listening to customers and only focusing on the nonprofit sector. Today, 27 years later, they’re still following that model for success.


More information on Blackbaud can be found at

If you have questions about this client, please contact Deb Miller at

Benefits to Blackbaud:

  • Improvement in sales productivity by over 23% post adoption
  • Improved all around sales performance
  • Introduction of consultative process focused on business issues
  • A consistent, repeatable & measurable sales process

“[CustomerCentric Selling® is] a great way to differentiate sales people from their competition.”

–Rob Tomlinson, Account Executive for Blackbaud Pacific

“My team thanked me for the investment – nothing more to say!”

–John O’Donnell, CEO for Blackbaud Pacific

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 regulary 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, or call Jill Perez at 800.993.1228, ext.706.