CustomerCentric Selling® Helps SymQuest Revolutionize the Sales Culture and Consistently Produce Impressive Results for Nearly a Decade

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SymQuest Successfully Embraces the CustomerCentric Selling® Methodology, Resulting in an EBITDA Increase of 71 Percent Since 2002

The CCS™ methodology has consistently helped drive sales success for SymQuest since we first implemented it almost a decade ago. The proof is in the numbers.

CustomerCentric Selling® (CCS™), a proven methodology for predictably improving revenue growth and sales performance, today announced that SymQuest, a technology leader in delivering legendary service quality in information and document management – and first CCS™ client, has seen consistently tremendous success with the CustomerCentric Selling® sales methodology, improving average annual sales revenue per representative by over 32 percent and decreasing turnover by over 20 percent.

Larry Sudbay, President & CEO of SymQuest, states, “CustomerCentric Selling® (CCS™) has dramatically transformed the entire SymQuest sales environment, moving us from a boxed approach to a workflow approach that has proven very successful for our organization. The CCS™ methodology has consistently helped drive sales success for SymQuest since we first implemented it almost a decade ago. The proof is in the numbers.”

Indeed, SymQuest has enjoyed remarkable record results in sales performance over the years as one of the original CustomerCentric Selling® clients. SymQuest has seen over 12 percent increase in overall gross margin on equipment sales, and service rates are now discounted on only 15 percent of transactions, as compared to over 50 percent back in 2002 prior to implementing the CCS™ methodology.

Since 2002, SymQuest has worked with CustomerCentric Selling® Co-founder & Co-author, John Holland and every year they have scheduled training for new hires and/or refreshers for their sales staff. While the expectation was that average sellers would benefit most, SymQuest’s top performer has been able to increase his performance by over 50 percent. In looking back, Larry feels he often confused activity with progress and attributes his improvement to adopting the CCS™ approach. The CCS™ approach for SymQuest involves documenting sales calls with letters and emails that allow him and his manager to do a better job of qualifying/disqualifying opportunities early on.

John Holland, CustomerCentric Selling® Co-founder & Co-author who has worked with SymQuest over the years, states, “I am very proud of the remarkable results Larry and SymQuest have seen since implementing the CustomerCentric Selling® sales process many years ago. Their success is proof that the CCS™ methodology is truly a consistent, repeatable process that can have a dramatic impact on sales performance if embraced fully.”
For more information about SymQuest, please see: http://www.symquest.com

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 Methodology Training Company for 2009 and 2010 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@customercentric.com.

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