Sales Training Success: CustomerCentric Selling® methodology helps Ixonos improve sales forecasting accuracy and pipeline management.
Key Player
Sales Management, Ixonos
Goal
In 2005, Ixonos first enlisted the help of Petteri Laine, CustomerCentric Selling® Business Partner based in Finland, to evaluate their challenges and define the sales process that would best address those challenges and help them achieve their sales and business goals. Ixonos’ main challenge was finding a way to improve sales performance that would drive greater revenue results for the company.
Results
The most significant result has been in the accuracy of forecasting compared to where it was several years back. Before the CustomerCentric Selling® methodology was implemented, forecasting accuracy would either be up or down 20 percent from the actual, whereas now it is within just a few percentage points of accuracy.
In applying the CustomerCentric Selling® approach, Ixonos’ sales organization is now able to improve resource planning with an optimized impact on day-to-day sales management, while the sales force has a common set of tools within the defined process to help them better manage opportunities. In taking this customer-centric approach, Ixonos sales staff has greatly improved forecasting accuracy and significantly streamlined pipeline management, all of which has positively impacted Ixonos’ revenue performance.
Since Ixonos’ CustomerCentric Selling® implementation, there are clear differences in the performance of the salespeople who are following the process as compared to those who are not following the process. Those following the customer-centric sales process consistently achieve improved and more precise, internal communication with sales management, sales teams and other resources, since the whole of the organization has a common language to work from within the CustomerCentric Selling® foundational structure.
“I highly recommend CustomerCentric Selling® to anyone looking to improve sales performance. CustomerCentric Selling® has true sales professionals who have developed effective sales processes for us through their well-versed knowledge about new trends and keen ability to transfer ideas to the trainees. I continue to engage Petteri and CustomerCentric Selling® with our organization because of the many outstanding results achieved since our initial implementation.”
–Timo Aittoniemi,
Director of Business Solutions Unit for Ixonos
Customer Closeup
Ixonos is an ICT services company creating innovative solutions for mobility, social media and digital services headquartered in Helsinki, Finland. Ixonos has over 900 employees in offices all around the globe including other cities in Finland, as well as in China, Denmark, Estonia, Germany, Great Britain, Slovakia and the United States. Ixonos partners with IBM in the area of document management solutions, based on IBM’s solution platform called IBM FileNet P8.
More information about Ixonos can be found at http://www.ixonos.com/en
If you have questions about this client, please contact Petteri Laine at plaine@customercentric.com
Benefits to Ixonos:
- Greatly improved forecasting accuracy
- Improved resource planning
- Optimized impact on day-to-day sales management
- Common set of tools and language
- Streamlined pipeline management
- Improved internal communication
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.