CustomerCentric Selling, a methodology for predictably improving revenue growth and sales performance, has
developed a new CRM provider, Salesforce.com (News - Alert) AppExchange application in partnership with PipelineMetrics and using the CRM cloud computing platform, Force.com.
The new application, named as CustomerCentric Selling for Salesforce, is designed to help CustomerCentric Selling customers who use salesforce.com to “more efficiently deploy the messaging and defined process to their sales teams as a ‘native’ application within Salesforce,” company officials said.
Founded in 2002, CustomerCentric Selling 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, the company said.
“CustomerCentric Selling for Salesforce presents the perfect fit in filling the technology need of our clientele around the globe who seek to support the implementation of their defined process into every aspect of their sales culture,” said Gary Walker, co-founder of CustomerCentric Selling.
The new integrated application supports and reinforces the CustomerCentric Selling sales process implementation for optimal adoption and increased results. It gives the sales rep the ability to invoke a targeted conversation list or sphere of influence, title-based call scripts, success stories, solution development prompters, or “SDPs,” among other tools available in CustomerCentric Selling.
With the new tool, salespeople can document opportunity-specific information such as roles of key players, shared goals, current situation and capabilities needed to achieve those goals.
They can also create champion and key player letters, as well as sales order entries or “SOE,” all of which makes their jobs easier and more effective in managing and reporting their opportunities, company officials said.
“For sales teams everywhere, the integration of this application with their current Salesforce platform facilitates a common language throughout the organization and enforces increased adoption of the CustomerCentric Selling sales process, resulting in higher success rates which translates into significantly higher revenue generation,” said Abhijit Shome, founder of PipelineMetrics.
According to the company, the new integrated application benefits sales management by providing detailed insight into tracking the progress of each of their salespeople and giving a complete view of each opportunity without having to seek out SDPs in shared folders or sifting through champion letters in emails.
With the increased visibility, sales managers realize gaps in each opportunity from a process usage perspective, which supports higher forecast accuracy and revenue achievement, company officials said.