Reinforce CustomerCentric Selling® (CCS) in Salesforce
Bring CustomerCentric Selling® to life in Salesforce with ClosePlan
WHAT IS CustomerCentric Selling®?
CCS® helps companies define and implement their customer-centric sales process, encapsulating the most successful sales approach and techniques to improve sales and ultimately, increase revenue. Only through helping sales organizations define a repeatable, scalable sales process, can true sales success be achieved.
CustomerCentric Selling consists of eight key steps:
Sellers should engage in situational conversations with the buyer.
Sellers should ask relevant questions related to the buyers business.
Sellers should focus on the solutions to the buyer’s issues.
Sellers should target decision-makers.
Sellers should promote product / solution application.
Sellers should focus on impactful engagement and reduce non meaningful interactions.
The sales cycle should align to the buyer’s timeline. This is done with the use of a Sequence of Events.
Sellers should focus on buyer empowerment.
HOW CAN CLOSEPLAN HELP?
ClosePlan can help you roll out CCS in Salesforce quickly across your sales organization. We do this in three simple ways (screenshot below).
1. OPPORTUNITY QUALIFICATION - Opportunity qualification scorecards to ensure qualification and alignment alignment is occurring within the CCS methodology.
2. RELATIONSHIP ALIGNMENT - Relationship Maps to visualize the key decision maker - Champions, Key Players, Economic Buyer, Technical Buyer, Coach, etc,.
3. SEQUENCE OF EVENTS - ClosePlan helps reinforce the CCS selling process.
ClosePlan is an approved Salesforce AppExchange application designed for optimizing the Opportunity to Close sales process.
Let us show you how we can quickly operationalize CCS in your Salesforce environment.
CustomerCentric Selling® is a registered trademark of Customer Centric Selling.
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