Sales Training Press Release

For Immediate Release
Media Contact:
Jill Perez Marketing, CustomerCentric Selling®, +1.800.993.1228, ext. 706

CustomerCentric Selling® Further Expands Sales Training Offerings to Include the New Prospecting & Business Development™ Workshop

CCS® Welcomes New Certified Business Partner, Tom Morrill

Atlanta, GA, November 21, 2011

CustomerCentric Selling® (CCS®), a proven methodology for predictably improving revenue growth and sales performance, today announced the addition of the Prospecting & Business Development™ Workshop to its sales training workshop offerings. Prospecting is necessary and difficult in today’s competitive marketplace, and buyers are much more informed than ever with the advent of the Internet and social media. For these reasons, CustomerCentric Selling® is now offering this valuable workshop to isolate and address the prospecting approach with a customer-centric process.

In this sales training workshop, traditional prospecting practices are evaluated and shown how they are no longer effective; for all intensive purposes, cold calling is dead. Simply ask the prospect receiving the cold call or the salesperson instructed to make those calls with continued poor results. This new workshop was developed with the understanding that companies do not want their high-priced sales talent spending their valuable selling time placing unanswered phone calls and leaving voicemails that are routinely deleted. Prospecting has changed, but many salespeople have not changed or adjusted their prospecting methods and habits accordingly.

According to Gary Walker, Executive Vice President of Channel Sales & Operations, states, “This workshop introduces prospecting methods and strategies for making the prospecting and business development process more customer-centric, while making salespeople more successful in how they engage and approach the targeted prospect individual.” He adds, “Salespeople will learn how to engage with these individuals understanding what is important to them, while learning how to use available technology to become more productive and efficient prospectors.”

Prospects are more than leads – they are people. A good salesperson will learn how to efficiently target and identify them, but beyond that, the truly successful salesperson will know how to effectively engage with them and remain relevant.

Other new developments include the announcement of roles of the executive management team, namely the original co-founders and co-authors. CustomerCentric Selling® recently announced Frank Visgatis as President & Chief Operating Officer, Gary Walker as Executive Vice President of Channel Sales & Operations, and John Holland as Chief Content Officer. More information about the management team’s new roles can be found here:

For more information about the new Prospecting & Business Development™ Workshop, please visit: For information about this client success story, please email CCS® Business Partner Philippe Lavie at:

About CustomerCentric Selling® – The Sales Training Company

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.

Major global organizations such as Microsoft, Hewlett Packard, Business Objects, Rockwell Automation, EMC and Raytheon have deployed CCS® worldwide. CustomerCentric Selling® was named Top Sales Methodology Training Company for 2009, 2010 and 2011 by Training Industry and made Selling Power’s Top 10 Sales Process Companies list in the Sales 2.0 section of their June 2009 issue. For additional information, visit, or contact Jill Perez at