Atlanta, GA November 21, 2011--CustomerCentric Selling® (CCS™), a proven methodology for predictably
improving revenue growth and sales performance, today announced the addition of
the Prospecting & Business Development™ Workshop to its sales training
workshop offerings. Prospecting is necessary and difficult in today’s
competitive marketplace, and buyers are much more informed than ever with the
advent of the Internet and social media. For these reasons, CustomerCentric
Selling® is now offering this valuable workshop to isolate and address the
prospecting approach with a customer-centric process.
In this sales training workshop, traditional prospecting practices are
evaluated and shown how they are no longer effective; for all intensive
purposes, cold calling is dead. Simply ask the prospect receiving the cold call
or the salesperson instructed to make those calls with continued poor results.
This new workshop was developed with the understanding that companies do not
want their high-priced sales talent spending their valuable selling time placing
unanswered phone calls and leaving voicemails that are routinely deleted.
Prospecting has changed, but many salespeople have not changed or adjusted their
prospecting methods and habits accordingly.
According to Gary Walker, Executive Vice President of Channel Sales &
Operations, states, “This workshop introduces prospecting methods and strategies
for making the prospecting and business development process more
customer-centric, while making salespeople more successful in how they engage
and approach the targeted prospect individual.” He adds, “Salespeople will learn
how to engage with these individuals understanding what is important to them,
while learning how to use available technology to become more productive and
efficient prospectors.”
Prospects are more than leads – they are people. A good salesperson will
learn how to efficiently target and identify them, but beyond that, the truly
successful salesperson will know how to effectively engage with them and remain
relevant.
Other new developments include the announcement of roles of the executive
management team, namely the original co-founders and co-authors. CustomerCentric
Selling® recently announced Frank Visgatis as President & Chief Operating
Officer, Gary Walker as Executive Vice President of Channel Sales &
Operations, and John Holland as Chief Content Officer. More information about
the management team’s new roles can be found here: http://www.customercentric.com/browse-64141/The-Sales-Training-Company---Management-Team.html
For more information about the new Prospecting & Business Development™
Workshop, please visit: http://www.customercentric.com/browse-68211/SalesTrainingWorkshopProspecting.html
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, 2010 and 2011 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 http://www.customercentric.com, or
contact Jill Perez at jperez(at)customercentric(dot)com.
