LumaSense Technologies Implements CustomerCentric Selling® for a Customer-Focused, Value-Based Sales Process

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CustomerCentric Selling® Business Partner Bosworth & Kenney Helps LumaSense Successfully Implement CCS® Sales Process for Improved Performance

CustomerCentric Selling® (CCS®), a proven methodology for improving revenue growth and sales performance, today announced that CCS® Business Partner Bosworth & Kenney recently helped LumaSense Technologies successfully implement a value-based CustomerCentric Selling® sales process for improved sales performance.

LumaSense Technologies, Inc., is one of the world’s most trusted providers of innovative temperature and gas sensing devices. Following consultation with CCS®Business Partner Bosworth & Kenney, LumaSense customized an enterprise-wide process to its technology products as well as to the core markets that it serves.

As a result of the process implementation, LumaSense will better serve its customers’ needs by focusing on key customer goals to determine the relevant technology solutions and applications to aid customers in achieving those goals.

“We rolled out the CustomerCentric Selling® sales process to our sales, marketing and functional management to magnify the customer perspective throughout our organization,” said Steve Abely, LumaSense’s CEO. “With the customer as the center of what we do, we will be able to better identify the problems and solutions faced by customers while improving our ability to service them. Seemingly simple, this valuable perspective is often forgotten through the myriad of distractions faced by shareholders, management and employees.”

Several of the aspects associated with LumaSense’s CCS® sales process include:

  • Customer Centric Selling® sales management principles
  • Integration of CustomerCentric Selling® sales terminology into its CRM system
  • A massive overhaul of market messaging and training aimed at new salespeople and channel partners

“Customers come to us to solve complex problems. It’s up to us, not them, to navigate our sophisticated, technologically diverse portfolio,” continued Abely. “Therefore, we must focus on understanding the customer and their needs first, which is what CustomerCentric Selling® is about, and why we’ve implemented it.”

The roll-out of CCS® and other customer-focused initiatives have already paid dividends as LumaSense’s revenue forecasts are projected to be about 15% higher in the 2nd half vs. the 1st half of 2013.

About LumaSense Technologies™

LumaSense Technologies, Inc., is one of the world’s most trusted providers of innovative temperature and gas sensing devices. LumaSense’s resource-intensive customers in the Global Energy, Industrial Materials and Advanced Technologies markets harness their Industrial Big Data using the company’s proven systems, software and platforms to detect, reduce and prevent waste and inefficiency. LumaSense LS6 sensor systems and LumaSpec software solutions awaken an industrial 6th Sense that empowers customers to achieve progressive and lasting performance gains. With offices in Asia, Europe and the Americas, LumaSense serves many of the world’s largest industrial companies. For more information about LumaSense Technologies, visit

About CCS® Business Partner Bosworth & Kenney

Bosworth & Kenney is a CustomerCentric Selling® Business Partner that helps companies to create targeted Sales Ready Messaging ® using the CustomerCentric Selling® sales process. The company works with businesses to develop a sales-ready message map that effectively positions their unique and compelling “selling story.” For further information visit CCS® Business Partner Bosworth & Kenney at

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 CustomerCentric 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.

CustomerCentric Selling® has been regularly named to Training Industry’s list of Top Sales Training Companies for five consecutive years. Stay connected to CustomerCentric Selling® via Twitter, LinkedIn, Facebook and YouTube. For more information, visit, email Jill Perez jperez(at)customercentric(dot)com or call +1.800.993.1228, ext 706.

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Jill Perez
since: 06/2009
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