Siemens Energy Boosts Revenue and Shortens the Sales Cycle with the CustomerCentric Selling® Methodology

Share Article

Bosworth & Kenney Selling Delivers CustomerCentric Selling® to Help Siemens Energy Increase Sales by 38 Percent and Decrease the Sales Cycle by Two Months

The CustomerCentric Selling® sales process methodology has enabled us to greatly improve our sales performance in many areas, which is particularly significant considering the current down economy and competitive marketplace.

Bosworth & Kenney Selling, a CustomerCentric Selling® Business Partner led by Steve Bosworth and Mike Kenney, today announced that Siemens Energy has increased sales by over 38 percent while decreasing the sales cycle with the CustomerCentric Selling® methodology. Siemens Energy is the world’s leading supplier of a wide range of products, solutions and services for power generation, transmission and distribution as well as for the production, conversion and transport of the primary fuels oil and gas.

Siemens Energy approached Bosworth & Kenney Selling in January of 2008 seeking an organizational sales process that would provide a consistent, repeatable and measurable approach to finding, engaging, selling and managing new opportunities in the energy sector. Mike Korf, Director of Sales & Marketing for Siemens Energy U.S Operations specifically defined their goal to increase new business revenue while decreasing the length of the buying/selling cycle. In the first twelve months after implementing and adopting the CustomerCentric Selling® sales process methodology, new business sales revenues increased by 38 percent and the average length of the buying/selling cycle decreased by two months. Another unanticipated result was the reduction in discounting and concessions across the board, attributed to the emphasis placed on the Negotiating Labs incorporated in the CustomerCentric Selling® training and implementation.

Mike Korf, Director of Sales & Marketing for Siemens Energy U.S. Operations states, “The CustomerCentric Selling® sales process methodology has enabled us to greatly improve our sales performance in many areas, which is particularly significant considering the current down economy and competitive marketplace.”

Steve Bosworth of Bosworth & Kenney Selling adds, “We are extremely pleased with the many positive results Siemens Energy has seen since their training and implementation. Their success is evidence that the CustomerCentric Selling® methodology can prevail even in the most turbulent of economic climates.”

For more information about Siemens Energy, please see: http://www.energy.siemens.com/entry/energy/hq/en/?tab=energy

About Bosworth & Kenney Selling
Bosworth & Kenney Selling is a global sales performance development firm dedicated to helping organizations develop, improve, and implement the sales and marketing processes and selling skills that deliver strategic and tactical results. For over two decades, Bosworth & Kenney Selling has helped companies achieve high performance, first through Solution Selling® and now through CustomerCentric Selling®. You can trust their team to offer the discipline, skills and processes that can enhance your internal efforts and propel your team from good to great. For more information, please see: http://www.bosworth-kenneyselling.com/ or call +1.760.436.2444.

About CustomerCentric Selling®
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 Training Methodology Company for 2009 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 Clark at jclark(at)customercentric(dot)com.

# # #

Share article on social media or email:

View article via:

Pdf Print

Contact Author

Jill Clark
CustomerCentric Selling
+1.800.993.1228 ext. 706
Email >
Visit website

Media