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CustomerCentric Selling® Helps Altia Significantly Optimize Sales Performance to Achieve Greater Sales Success
Altia Adopts the CustomerCentric Selling® Methodology, Resulting in Improved Forecasting Accuracy, Reduction in Wasted Resources Spent on Unqualified Opportunities and Ability to Better Reach Key Decision Makers
Atlanta, GA, August 30, 2010
CustomerCentric Selling® (CCS®), a proven methodology for predictably improving revenue growth and sales performance, today announced that Altia, an HMI (Human Machine Interface) development tools provider, has greatly improved overall sales performance and achieved greater efficiency since implementing CustomerCentric Selling®.
Mike Juran, CEO of Altia, states, “Customer Centric Selling® makes a notable difference in our bottom line. It’s the foundation of our sales team and that’s why I keep sending people to the training. I wouldn’t repeatedly spend the time or money if it didn’t really work.”
Prior to engaging with CCS®, Mike had realized that his sales team desperately needed a way to get beyond low level engineers (users) and get to managers and executives (decision makers). Their previous ad hoc methods and approach kept them stuck in the “demo then hope they buy” cycle. They needed to talk business goals, not engineering needs. This revelation became most evident when Altia started losing to competitors who had much more visibility at a high level in the organization. Mike had considered other reputable names in the sales training arena, but chose CustomerCentric Selling® because of the repeatable process-oriented approach that drives measurable results. The CustomerCentric Selling® approach replaced the company’s former “wing it” tendencies with real tools and solutions – not just general sales concept discussion.
As a result of adopting the CustomerCentric Selling® approach, Altia’s sales team has been able to eliminate many opportunities at the early stage of the sales process — no longer wasting valuable time and money. Using the tools provided with the program’s methodology, they are now uncovering mutually beneficial, win-win financial arrangements with key decision makers and purchasing. They are also able to work up the chain of command by using these same tools, which require access to power and clear communication of what Altia is contributing during the sales process. Additionally, forecasting has become more accurate.
Gary Walker, CustomerCentric Selling® Co-founder, states, “I am very pleased with how well Mike and the Altia team have embraced the CustomerCentric Selling® sales process. They have already seen improved sales performance within the organization, and I am confident they will be able to achieve their goals going forward with the CCS® methodology now in place.”
For more information about Altia, please see: http://www.altia.com
About CustomerCentric Selling® – The Sales Training Company
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 Methodology Training Company for 2009 and 2010 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 Perez at firstname.lastname@example.org.