Sales Training Success: CustomerCentric Selling® marks first ever sales process implemented in Integrity Data history.
Key Player
Sales Management, Integrity Data
Goals and Current Situation
Integrity Data, a Microsoft Gold Certified Partner for Information Worker Solutions and ISV Software Solutions headquartered in Lincoln, Illinois, realized a need for a defined sales process that would create a cohesive sales organization to provide increased sales performance.
Capabilities Needed
Integrity Data successfully implemented the CustomerCentric Selling® methodology, marking the first ever, defined sales process in Integrity Data’s company history.
The process, defined with help from Bosworth & Kenney Selling, a CustomerCentric Selling® Business Partner, is designed to provide a repeatable and functional model for Integrity Data’s channel and direct selling teams. The implemented methodology incorporates specific selling steps, related selling skills and job aids to assist in the Integrity Data World-Class Selling model. All components of the sales model and related tools are reinforced and integrated into the existing CRM application for optimal adoption and execution.
Bosworth & Kenney Selling first engaged with Integrity Data to perform an analysis of their existing sales environment, survey the challenges and therein design the sales process to align with Integrity Data’s goals. Subsequently, Bosworth & Kenney Selling conducted the initial sales training for Integrity Data’s sales organization and also assisted with further implementation consulting.
“The combined efforts of CustomerCentric Selling® and our executive team have dramatically reduced the time period of our sales process implementation. We’re very excited to be using the CustomerCentric Selling® methodology and are confident that the results to be seen from our newly defined sales process will be remarkable over coming quarters.”
–Patrick Doolin, Integrity Data CEO
Customer Closeup
Since 1996, Integrity Data has built custom enhancements for Microsoft DynamicsTM GP users across the United States. These enhancements allow customers to extend the capabilities of their ERP systems and increase their return on investment.
Misson
With integrity and excellence, to develop relationships and business solutions that improve lives locally and globally.
Vision
To be a global market leader, operating with excellence and integrity, providing innovative products and services, creating profound customer relationships and successful, prosperous employees.
Core values:
- Integrity and honesty in all relationships
- Passion for customers, partners, and technology
- Willingness to take on big challenges and see them through
- Commitment to excellence, results, and quality to customers, partners, and employees
For more information about Integrity Data, please see: http://www.integrity-data.com/
If you have questions about this client, please contact Steve Bosworth at stevebosworth@customercentric.com or Mike Kenney at mkenney@customercentric.com.
Results:
- Improved sales performance
- Increased communication within the organization for optimal opportunity management
- Greater insight for sales management into sales progress
- Defined, customer-centric sales process that helps sales better connect with customers and prospects
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.