September 24, 2012
Bosworth & Kenney Selling Helps ParTech Improve Sales Techniques and Rate of Success Using the CustomerCentric Selling® Methodology
ParTech Improves Sales Performance with Help from Bosworth & Kenney Selling, A CustomerCentric Selling® Business Partner
Atlanta, GA, September 24, 2012
Bosworth & Kenney Selling, a CustomerCentric Selling® Business Partner led by Steve Bosworth and Mike Kenney, today announced that ParTech, Inc. (PAR), a subsidiary of PAR Technology Corporation (NYSE: PAR), has customized its enterprise-wide selling process based on the principles of CustomerCentric Selling® (CCS®). Following consultation with Bosworth & Kenny Selling, PAR has trained its entire sales and marketing teams on the CustomerCentric Selling® methodology and has integrated these values into its core sales processes.
“We believe that customers and partners experience more value from our solutions when we have a collective understanding of the customer’s primary business objectives and challenges,” states Tim Votaw, Senior Vice President of Sales and Marketing at ParTech. “We have adopted and embraced CustomerCentric Selling® techniques across the organization. Using these principles, I believe we have secured major projects that we would have historically not been successful based on our previous selling approach. CustomerCentric Selling® has transformed our approach and increased our rate of success.”
Several key components of PAR’s CCS® sales process include:
Holding business discussions instead of conducting sales presentations.
Crafting marketing messages that directly address a customer’s business challenges rather than focusing on our product specifications.
Focusing on how customers use PAR solutions to reach a goal or solve a problem.
About PAR Technology Corporation
PAR Technology Corporation’s stock is traded on the New York Stock Exchange under the symbol PAR. PAR’s Hospitality segment has been a leading provider of restaurant and retail technology for more than 30 years. PAR offers technology solutions for the full spectrum of restaurant operations, from large chain and independent table service restaurants to international quick service chains. PAR’s Hospitality business also provides hotel management systems with a complete suite of powerful tools for guest management, recreation management, and timeshare/condo management. In addition, PAR offers the spa industry a leading management application specifically designed to support the unique needs of the resort spa and day spa markets, a rapidly growing hospitality segment. Products from PAR also can be found in retailers, cinemas, cruise lines, stadiums and food service companies. Visit www.partech.com for more information.
About Bosworth & Kenney
Bosworth & Kenney is a CustomerCentric Selling® Business Partner that helps companies create targeted Sales Ready Messaging® using the CustomerCentric Selling® sales methodology and process. The company works with businesses around the world to develop Sales Ready Message® maps along with CCS® sales processes that effectively position their unique and compelling “selling story.” For further information, visit Bosworth & Kenney at www.bosworth-kenneySelling.com or call +1.760.436.2444.
About CustomerCentric Selling® – The Sales Training Company
CustomerCentric Selling® (CCS®) is a proven sales 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® has been named to Training Industry’s list of Top Sales Methodology Training Companies for four consecutive years: 2009, 2010, 2011, 2012; CCS® has also made Selling Power’s Top 10 Sales Process Companies list. Stay connected to CustomerCentric Selling® via Twitter, LinkedIn, Facebook and YouTube. For more information, visit www.customercentric.com, email Jill Perez jperez(at)customercentric(dot)com or call +1.800.993.1228, ext 706.