grzegorz domagala about customercentric selling

INACCURATE FORECASTS?

TRYING TO BUY BUSINESS?

CustomerCentric Selling® — The Message Driven Sales Process®can help.www.customercentricsystems.com

INCONSISTENT PERFORMANCE?

Sound all too familiar?

LOSING SALES PRODUCTIVITY?

LOW WIN RATES?

“My reps think selling means discountinguntil the prospect say yes.”

“We spend too much time selling featureand function to people who can’t buy, rather

than having meaningful business discussionswith the people that can.”

“We’re lucky to close 50% of what weforecast. My people need to learnhow to sell.”

“We lose more sales to no decision thanto any single competitor.”

“Few of my new hires become top producers.”

CustomerCentricSelling®

CUSTOMERCENTRIC SELLING®

equips your sales people with theskills required to sell more effectively

in today’s competitive marketplace.

Following a repeatable, scaleable and verifiable sales process, your reps are better

enabled to:

• Initiate opportunities at decision maker levels • Identify decision maker business goals • Understand prospects’ current situation and measure

its cost • Propose only the parts of your offering that can help

your prospect achieve his/her goals • Help prospects understand requirements for successful

implementation • Gain mutual agreement with decision makers on what

has to happen in order to make an informed purchasedecision

• Document efforts comprising the buying cycle to maintain control, keep senior management informedand allow forecasting at an opportunity level.

The CustomerCentric Sellingsales methodology is transferable and can bemapped to forecasting milestones. The process can easily be learned, implemented, monitored, coached and adjusted.

CustomerCentric Selling trains your reps to:

• Prospect more effectively • Diagnose prospects’ needs with a bias toward

your offering • Reach the right person with the power to buy • Eliminate 'no decisions' • Hold the price without losing the sale • Shorten sales cycles and close faster • Eliminate peaks and valleys in their pipeline • Prepare an accurate sales forecast

Following our comprehensive sales methodology, your organiza-tion benefits from increased revenue and improved forecastingaccuracy. Margin improvements come from shorter sales cycles.More effective marketing campaigns are created. Costs of salesmanagement and administration are significantly decreaseddue to the implementation of repeatable objective processes.

CustomerCentric Selling and itsfocus on prospect goals andobjectives, has helped usaccomplish two things: higherquality customer interactions,and better customer under-standing of how they'll actuallyuse our products and servicesto achieve their objectives.

~ Rick BettsPRINCIPAL CONSULTANT

Ventaso

CustomerCentric Selling ® — The Message Driven Sales Process®

www.customercentricsystems.com

CustomerCentric Selling workshops are held throughout the world andhave proven to be a convenient way to train new staff; train entirestaff; and for previewing the sales methodology before adopting it.

For larger clients, we customize workshops specific to markets andofferings. Find more information about our workshops, customizing a workshop and how to register at www.CustomerCentricSystems.com.

WORKSHOPS


CUSTOMERCENTRIC SELLING®

Learn to understand and execute a systematic sales process specific to the high tech market. An assortment oflectures, in-class labs and role-playingscenarios. Key skills include:

• Prospecting and developing newbusiness

• Identifying and creating unique business value

• Qualifying and disqualifyingprospects

• Controlling the sales process

• Negotiating and managing expectations

CUSTOMERCENTRIC MESSAGING®

Document dialog with your prospectabout how your offering can solvehis/her goals. Learn related marketingefforts to help your reps sell effectively.Concepts include:

• Effectively document conversationsso both sides clearly understand

• Develop a messaging strategy thatrelates to the prospects’ market, job title and goals

• Create effective marketing collateral,including key messages, the purposeof each piece, and how it is delivered

CUSTOMERCENTRIC SERVICES®

Learn to implement products and services to the customer’s goals andobjectives. Provides a road map forimplementation consultants. Topicsinclude:

• Linking CustomerCentric Selling to the implementation phase

• Watching for changing require-ments, additional needs and newsales opportunities

• Communicating effectively to insure goals, objectives andrequired capabilities are met

• Conducting an internal transitionmeeting from sales to the imple-mentation consultants

• Guidelines for implementation consultants to create their ownprocesses for managing the ongoing implementation

CustomerCentric Selling ® — The Message Driven Sales Process®


CUSTOMERCENTRIC MESSAGING®

The foundation of any sales process is a meaningful docu-mented dialog between seller and prospect about how theprospect can solve a problem using the seller's offering.That’s where CustomerCentric Messaging is vital.

In order for the seller to relate to the prospects’ market, jobtitle and goals, the dialog must follow a specific defined salesstrategy supported by effective messaging. This encompasses

every element associatedwith marketing collateral,including key messages,the purpose of each piece,how it is delivered andmore.

Without a strong docu-mented messaging strategy, teaching sales-people to qualify theprospect, gain access to

power, negotiate, create a valueproposition and strategic sales training are irrelevant.

CUSTOMERCENTRIC SERVICES®

Research shows that nearly 80 percent ofbuyers of software and related services feelthey do not receive the predicted benefits and,as a result, are dissatisfied with their supplier.Frequently this is due to poor communication in both thesuppliers' and purchasers' organizations during the transitionfrom sales to implementation and during the implementationprocess itself.

Beyond the initial sale and messaging, CustomerCentricServices trains organizations to effectively implement prod-ucts and services to the customer’s documented goals andobjectives agreed upon during the sales cycle. Yet also beingcognizant of the customers’ changing requirements, additionalneeds and new sales opportunities. The net result of followingthis methodology is an improved implementation and a satisfied customer.

For more detailed information about CustomerCentricSelling—The Message Driven Sales Process, please visit us on the Web at www.CustomerCentricSystems.com.

CustomerCentric Selling helpedus develop a winning strategy. In fact, I recently used one of the ‘take-back’ letters, received a response in 15 minutes via e-mail, and completed a$3,750,000 sale that was about a month overdue.

~ Linda Taylor VP OF SALES

Thinking Edge

CustomerCentric Selling providesa process for engaging a prospectand managing that opportunityto a logical conclusion. I stronglybelieve the tools and strategieswill allow us to better forecastand ultimately close more of theopportunities we are engaged inand avoid the frustration of hav-ing a prospect disappear aftermonths and months of effort.

~ Frank ChisholmSVP OF SALES

Wheelhouse

CUSTOMERCENTRIC SELLING® — A RECOMMENDED APPROACH

1 Test Drive Our Methodology: Attend one of

our public workshops before making a formal

commitment.

2 Analyze your sales process to determine what

can be improved: What marketing support will be

required, and how it can be efficiently managed.

3 Create a Customized Sales Tool Kit:

Program materials and templates customized

to specific products and markets.

4 Participate in the CustomerCentric Selling

Workshop: It will give a detailed "how-to" plan

on what to consider doing next with an account.

5 Train the Sales Managers: An opportunity to

evaluate each sales rep, develop an objective plan

according to the predefined sales process and how

to create an accurate forecasting model.

6 Maintain the Process: Direct intervention and

coaching in areas of need for support.


CustomerCentricMessaging™

CustomerCentricServices™

CustomerCentric Selling ®— The Message Driven Sales Process®


Products and services that are viewed as difficult to sell; hard to describe; intangible;require long sell cycles; are typically sold to committees and perceived as expensivecharacterize the high technology market-place.

CustomerCentric Systems specializes inhelping companies in this competitive market define and implement their organizational sales process through our business development processes andworkshops. Our founding partners have acombined 75 years in senior-level salesmanagement roles. Every member of ourstaff is a seasoned sales and marketing executive from a high technology company

that knows what it takes to be successful in difficult selling environments.

Our founding partners joined with MikeBosworth, founder of the Solution Selling®

sales methodology and the original author of"Solution Selling: Creating Buyers in DifficultSelling Markets”, to create CustomerCentricSystems. With growing resources nationallyand throughout Europe, we are uniquelypositioned to help our clients meet thedemands of a global economy.

For more information about CustomerCentric Selling, please visitwww.CustomerCentricSystems.com or contact us via email [email protected].

CustomerCentric Selling definite-ly puts a proven sales process inyour hands and emphasizes theimportance of using all of thesteps in the process in order totake a prospect from initialinterest to closure.

~ Chad WanlessTECHNICAL SALES REPRESENTATIVE

Actional, Inc.


Grzegorz DomagalaCUSTOMERCENTRICSELLING® AFFILIATE

Grzegorz Domagala hasspent over 11 years in theinformation technologyindustry.

At Computer CommunicationSystems Ltd, he sold software, hard-ware, and professional services. After3 years, line of business managed byDomagala reach 35% of total companyrevenue. Domagala then joined ScalaPolska, as Sales Manager, within anewly created territory in SouthernPoland and grew the region to thesecond top district. At IMG Polska(the biggest partner of SAP Polska),Domagala implemented complexsales process management, helpingthe company become profitable in adown economy. In 2002, Domagalajoined Pervasive Software.Operating in 14 countries fromPoland to Russia, after 18 monthsDomagala was responsible for 50%of the direct sales growth in EasternEurope Region.

Domagala has a master’s fromTechnical University of Wroclaw andhas done post-graduate study at theWarsaw School of Social Psychology.

CustomerCentric Selling® AffiliatePraxis. Performance SolutionsWarszawska 28A40-025 Katowice, PolandPH: + 48 (32) 2578749 FAX: + 48 (32) 2578750Mobile: + 48 (602) 515215www.praxis.com.pl

For more information or to arrange for an onsite ExecutiveOverview, contact Grzegorz [email protected]

grzegorz domagala about customercentric selling

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