Ccs E Broch J Naro2
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Electronic brochure for Jim Naro of CustomerCentric Selling

Electronic brochure for Jim Naro of CustomerCentric Selling

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Ccs E Broch J Naro2 Document Transcript

  • 1. “My reps think selling means discounting until the prospect say yes.” TRYING TO BUY BUSINESS? “We spend too much time selling feature and function to people who can’t buy, rather than having meaningful business discussions with the people that can.” LOSING SALES PRODUCTIVITY? “We’re lucky to close 50% of what we forecast. My people need to learn how to sell.” INACCURATE FORECASTS? “We lose more sales to no decision than to any single competitor.” LOW WIN RATES? “Few of my new hires become top producers.” INCONSISTENT PERFORMANCE? Sound all too familiar? CustomerCentric Selling™ — CustomerCentric The Message Driven Sales Process™ can help. Selling™ www.customercentricsystems.com
  • 2. CustomerCentric Selling and its focus on prospect goals and objectives, has helped us accomplish two things: higher quality customer interactions, and better customer under- standing of how they'll actually The CustomerCentric Selling CUSTOMERCENTRIC SELLING™ use our products and services sales methodology is equips your sales people with the to achieve their objectives. transferable and can be ~ Rick Betts skills required to sell more effectively mapped to forecasting PRINCIPAL CONSULTANT in today’s competitive marketplace. Ventaso milestones. The process can easily be learned, Following a repeatable, scaleable and implemented, monitored, coached and adjusted. verifiable sales process, your reps are better enabled to: CustomerCentric Selling trains your reps to: • Initiate opportunities at decision maker levels • Prospect more effectively • Identify decision maker business goals • Diagnose prospects needs with a bias toward • Understand prospects’ current situation and measure your offering its cost • Reach the right person with the power to buy • Propose only the parts of your offering that can help • Eliminate 'no decisions' your prospect achieve his/her goals • Hold the price without losing the sale • Help prospects understand requirements for successful • Shorten sales cycles and close faster implementation • Eliminate peaks and valleys in their pipeline • Gain mutual agreement with decision makers on what has to happen in order to make an informed purchase • Prepare an accurate sales forecast decision Following our comprehensive sales methodology, your organiza- • Document efforts comprising the buying cycle to tion benefits from increased revenue and improved forecasting maintain control, keep senior management informed accuracy. Margin improvements come from shorter sales cycles. and allow forecasting at an opportunity level. More effective marketing campaigns are created. Costs of sales management and administration are significantly decreased due to the implementation of repeatable objective processes. WORKSHOPS CustomerCentric Selling workshops are held throughout the world and For larger clients, we customize workshops specific to markets and have proven to be a convenient way to train new staff; train entire offerings. Find more information about our workshops, customizing staff; and for previewing the sales methodology before adopting it. a workshop and how to register at www.CustomerCentricSystems.com. CUSTOMERCENTRIC SELLING™ • Negotiating and managing • Create effective marketing collateral, • Communicating effectively to Learn to understand and execute a expectations including key messages, the purpose insure goals, objectives and systematic sales process specific to of each piece, and how it is delivered required capabilities are met the high tech market. An assortment of CUSTOMERCENTRIC MESSAGING™ • Conducting an internal transition lectures, in-class labs and role-playing CUSTOMERCENTRIC SERVICES™ Document dialog with your prospect meeting from sales to the imple- scenarios. Key skills include: Learn to implement products and mentation consultants about how your offering can solve services to the customer’s goals and • Prospecting and developing new his/her goals. Learn related marketing • Guidelines for implementation objectives. Provides a road map for business efforts to help your reps sell effectively. consultants to create their own implementation consultants. Topics Concepts include: • Identifying and creating unique processes for managing the include: business value ongoing implementation • Effectively document conversations • Linking CustomerCentric Selling • Qualifying and disqualifying so both sides clearly understand to the implementation phase prospects • Develop a messaging strategy that • Watching for changing require- • Controlling the sales process relates to the prospects’ market, ments, additional needs and new job title and goals sales opportunities CustomerCentric Selling™ — The Message Driven Sales Process™ CustomerCentric Selling™ www.customercentricsystems.com
  • 3. CustomerCentric CustomerCentric Messaging™ Services™ CUSTOMERCENTRIC MESSAGING™ CUSTOMERCENTRIC SERVICES™ The foundation of any sales process is a meaningful docu- Research shows that nearly 80 percent of mented dialog between seller and prospect about how the buyers of software and related services feel prospect can solve a problem using the seller's offering. they do not receive the predicted benefits and, That’s where CustomerCentric Messaging is vital. as a result, are dissatisfied with their supplier. Frequently this is due to poor communication in both the In order for the seller to relate to the prospects’ market, job suppliers' and purchasers' organizations during the transition title and goals, the dialog must follow a specific defined sales from sales to implementation and during the implementation strategy supported by effective messaging. This encompasses process itself. every element associated with marketing collateral, Beyond the initial sale and messaging, CustomerCentric CustomerCentric Selling helped us develop a winning strategy. including key messages, Services trains organizations to effectively implement prod- In fact, I recently used one of the purpose of each piece, ucts and services to the customer’s documented goals and the ‘take-back’ letters, received how it is delivered and objectives agreed upon during the sales cycle. Yet also being a response in 15 minutes via more. cognizant of the customers’ changing requirements, additional e-mail, and completed a needs and new sales opportunities. The net result of following $3,750,000 sale that was about Without a strong docu- a month overdue. this methodology is an improved implementation and a mented messaging ~ Linda Taylor satisfied customer. VP OF SALES strategy, teaching sales- Thinking Edge people to qualify the For more detailed information about CustomerCentric prospect, gain access to Selling—The Message Driven Sales Process, please visit CustomerCentric Selling provides a process for engaging a prospect power, negotiate, create a value us on the Web at www.CustomerCentricSystems.com. and managing that opportunity proposition and strategic sales to a logical conclusion. I strongly training are irrelevant. believe the tools and strategies will allow us to better forecast and ultimately close more of the opportunities we are engaged in and avoid the frustration of hav- ing a prospect disappear after CUSTOMERCENTRIC SELLING™ — A RECOMMENDED APPROACH months and months of effort. ~ Frank Chisholm SVP OF SALES 1 Test Drive Our Methodology: Attend one of 4 Participate in the CustomerCentric Selling Wheelhouse our public workshops before making a formal Workshop: It will give a detailed quot;how-toquot; plan commitment. on what to consider doing next with an account. 2 Analyze your sale process to determine what 5 Train the Sales Managers: An opportunity to can be improved: What marketing support will be evaluate each sales rep, develop an objective plan required, and how it can be efficiently managed. according to the predefined sales process and how to create an accurate forecasting model. 3 Create a Customized Sales Tool Kit: Program materials and templates customized 6 Maintain the Process: Direct intervention and to specific products and markets. coaching in areas of need for support. CustomerCentric Selling™ — The Message Driven Sales Process™ CustomerCentric Selling™ www.customercentricsystems.com
  • 4. Jim Naro LICENSED CUSTOMERCENTRIC SELLING™ AFFILIATE Naro specializes in helping senior management achieve productivity, CustomerCentric Selling definite- profitability, and revenue ly puts a proven sales process in goals by planning and your hands and emphasizes the transitioning sales activities and importance of using all of the operations to an environment with steps in the process in order to a common set of definable and take a prospect from initial measurable sales processes. interest to closure. ~ Chad Wanless Having worked in the high-technology TECHNICAL SALES REPRESENTATIVE industry since 1980, he initially held Actional, Inc. technical and technical management positions at Wang Laboratories and BBN Planet, where he focused on that knows what it takes to be successful Products and services that are viewed as data network design, performance in difficult selling environments. difficult to sell; hard to describe; intangible; analysis, and pre-sales support. In require long sell cycles; are typically sold 1993, Naro built out BBN Planet's Our founding partners joined with Mike to committees and perceived as expensive New England region direct sales Bosworth, founder of the Solution Selling ® characterize the high technology market- channel as the regional sales manager sales methodology and the original author of and supported AT&T sales as a channel place. quot;Solution Selling: Creating Buyers in Difficult manager. As director of sales, he Selling Markets”, to create CustomerCentric implemented a sales process that CustomerCentric Systems specializes in helped the company grow from 70 Systems. With growing resources nationally helping companies in this competitive sales people to more than 700, with and throughout Europe, we are uniquely market define and implement their revenue growth of more than $1 billion. positioned to help our clients meet the organizational sales process through As Vice President and General demands of a global economy. our business development processes and Manager of Covad Communications, workshops. Our founding partners have a Naro lead the Sales and Operations For more information about combined 75 years in senior-level sales for the New England region, helping CustomerCentric Selling, please visit management roles. Every member of our the company achieve its stellar IPO www.CustomerCentricSystems.com staff is a seasoned sales and marketing in 1999 raising over $150 million or contact us via email at and a $1.2 billion market cap. executive from a high technology company info@CustomerCentricSystems.com. Naro holds a bachelor’s from Purdue University and an MBA from New Hampshire College. CustomerCentric Selling™ 6 Mystic Court Nashua, NH 03062 PH: (603)881-7712 FAX: (603)484-5520 For more information or to arrange for an onsite Executive Overview, contact Jim at jnaro@CustomerCentricSystems.com CustomerCentric Selling™ — The Message Driven Sales Process™ CustomerCentric Selling™ www.customercentricsystems.com