May 1, 2012
CustomerCentric Selling® Sales Methodology Enables Metso to Greatly Improve Sales Efficiency
Metso Successfully Adopts CustomerCentric Selling® to Provide Concrete Tools and Sales Process for the Salesforce to Follow
Atlanta, GA, May 1, 2012
CustomerCentric Selling® (CCS®), a proven methodology for predictably improving revenue growth and sales performance, today announced that Metso, a Finnish engineering company, has achieved significant sales efficiency since implementing the CustomerCentric Selling® sales methodology into their paper line business.
Vice President of Sales and Marketing for Metso’s paper line business, states, “We soon realized that the partner we needed to choose to support us in this transition must have a strong methodology, global delivery capability and experience in working with the manufacturing industry. After a few pilot trials, we chose Customer Centric Selling® Europe to become our partner, whom we have successfully been working with for over three years.” He continues, “By committing all the frontline sales reps and sales managers to this sales process, we have reached an entirely new level of sales discipline.”
The primary driving force for development was the high cost of sales. Moreover, the proposal delivery process was undefined and unclear, and the sales force spent too much time responding and creating sales material for opportunities that were not real or were presented too late to quote. These issues caused multiple challenges, including large scale projects with low win rates and the production of too many sales proposals that were not qualified or intended to buy. Since the CustomerCentric Selling® implementation in 2008, the amount of work allocated to respond to unqualified customer quotations has reduced by more than 50 percent, while the sales project win rate has more than doubled. This development has enabled the Metso sales force to allocate more face time to solve customers’ daily business problems at customer locations. Increased sales force efficiency has been achieved through improved internal communication that was possible through the use of concrete sales tools supported by a disciplined sales process. This progress has also empowered team members of different locations to be able to discuss and develop concrete sales cases and share the same terminology in sales. The sales team’s ability to speak the same language and follow the same discipline through a systematic sales process has resulted in more accurate forecasting and enhanced resource allocation since the quality of information in the sales system has improved dramatically.
For more information about Metso, please visit: http://www.metso.com For information about this client success story, please email CCS® Business Partner Petteri Laine at: firstname.lastname@example.org
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.
CustomerCentric Selling® has been named to Training Industry’s list of Top Sales Methodology Training Companies for 2009, 2010, 2011, 2012 and also made Selling Power’s Top 10 Sales Process Companies list. Clients such as Microsoft, Hewlett Packard, Business Objects, Rockwell Automation, EMC and Raytheon have deployed CCS® worldwide. For more information, visit www.customercentric.com or email Jill Perez: jperez(at)customercentric(dot)com or call +1.800.993.1228, ext 706.