Wilmington, Delaware (PRWEB) December 13, 2007
CEO and founder, Roger W. Allison, today announced the launch of Sales Cycle Analytics, Inc. The corporation offers essential companion services designed to make solution-centric sales training work.
Fifty eight percent of worldwide organizations have invested in one of the many flavors of solution-centric sales training. Nonetheless, a full three out of four companies attempting to implement these training initiatives fail to return their investment. Created to escalate the sales cycle performance of any solution-centric sales training program, Sales Cycle Analytics, Inc. (SCAI) was born of a desire to turn these statistics upside-down.
Mr. Allison, a former Meta Group co-founder, says, "The main reason that solution-centric selling is unsuccessful is that it is perceived by companies as a single event and not as an organizational transformation. Further compounding the problem is the misperception that sales training organizations provide essential competitive differentiation, focused solution-based messaging and buyer alignment."
Mr. Allison also states, "Without this essential verified differentiation, messaging and customer insight required by solution-centric sales training, you are not selling solutions; you are hawking only products. To sell solutions, a company must understand how to continually align their new solution-centric sales process with their buyer process." Furthermore, he comments, "The only way to align buyer and seller processes is by verifying prospect perception. Alarmingly, however, only one out of five organizations conducts post-decision interviews to extract this data with any discipline or regularity."
SCAI believes that post-decision interviews are not discretionary. To that end, Mr. Allison has trademarked a fifty attribute process, Attribute Perception AnalysisTM, to verify market perception. Clients can elect to be mentored on SCAI's sales cycle knowledge (Sales Cycle Diagnosis Subscription Service, Sales Cycle Performance Club) or to have market perception verified (Attribute Perception Analysis Service) and presented on a quarterly basis as described at http://www.salescycleanalytics.com/solutions.php. SCAI's core service, Attribute Perception Analysis, was vetted by The Allison Group and has been adopted by the most complex organizations in the world such as healthcare technology companies GE, Siemens, Sage Software and Misys Corporation. Universal demand beyond healthcare technology companies was the impetus for the creation of SCAI.
Solution-centric sales training executives all agree that the missing element of solution-centric selling is the diagnostic piece. Albert Einstein stated, "The significant problems we have can not be solved by the same level of thinking with which created it." In the same vein, neither the sales organization nor the sales training companies can provide an unbiased or credible diagnosis to solution-centric sales cycles. By verifying market perception, SCAI uniquely offers the only companion service designed to make solution-centric selling work.
For additional information, contact:
Roger W. Allison
CEO and founder
Sales Cycle Analytics, Inc.
Office (919) 866-1640
Fax (919) 866-1639
Roger @ SalesCycleAnalytics.com
About SCAI - Sales Cycle Analytics, Inc. aligns buyer and seller processes to escalate sales and marketing performance for complex organizations. By quantifying market perception, SCAI diagnoses sales performance, verifies competitive differentiation and aligns marketing with sales messaging. Armed with reality, SCAI clients can centralize disparate corporate-wide DNA into a common messaging system. The company also instills a continual buy-side diagnosis for its adopted solution-centric selling methodology. To learn more, visit http://www.SalesCycleAnalytics.com.