BCC Software Successfully Adopts the CustomerCentric Selling® Methodology, Increasing New Software Sales by 60 Percent
Atlanta, GA (PRWEB) February 22, 2010 -- CustomerCentric Selling® (CCS), a proven methodology for predictably improving revenue growth and sales performance, today announced that BCC Software, a mailing industry leader for over 30 years in providing products and services for all varieties of professional mailers, has seen tremendous success with the CustomerCentric Selling® sales methodology, boosting new software sales by over 60 percent and increasing headcount by over 30 percent.
Corey Smith, VP of Sales for BCC Software, states, “CustomerCentric Selling® (CCS) has helped enable BCC Software to formalize a process that is specific to helping customers and prospects achieve their GPN (goals, problems, needs) 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.”
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. 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, stating, “CCS is by far the most effective (sales process methodology) and has provided greater results from an overall perspective.”
Over a two year span, CustomerCentric Selling® has 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 of the prospect, which also allows them to establish greater value.
Frank Visgatis, CustomerCentric Selling® Co-founder & Co-author, states, “I am very pleased with the successful results BCC Software has seen since implementing their CCS sales process. I’m confident the CustomerCentric Selling® methodology will continue to help them raise the bar on their sales performance as they grow and compete in their market."
For more information about BCC Software, please see: http://www.bccsoftware.com/
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.
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 Training Methodology Company for 2009 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 www.customercentric.com, or contact Jill Clark at jclark(at)customercentric(dot)com.
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