CustomerCentric Systems, LLC & Salesnet Form Partnership; Companies Align to Help Customers Define and Reinforce Consistent Sales Processes That Generate More Predictable Results

Business Wire, August 6, 2002

Business Editors/High-Tech Writers

BOSTON--(BUSINESS WIRE)--Aug. 6, 2002

Salesnet, the best-of-breed Web-based Sales Force Automation (SFA) solution, and sales management training firm CustomerCentric Systems, LLC, today announced their partnership. Customers who are trained on the CustomerCentric Selling(TM) sales methodology can now reinforce these best practices through Salesnet's process-oriented SFA solution. The end result is a more consistent, predictable sales process that drives more accurate sales forecasts, better pipeline visibility, improved sales execution, and tighter pipeline management.

CustomerCentric Systems, LLC was co-founded by sales guru Mike Bosworth, author of "Solution Selling(R): Creating Buyers in Difficult Selling Markets" and co-author of "CustomerCentric Selling(TM): The Message Driven Sales Process"(TM). Bosworth and his partners, Frank Visgatis, Gary Walker and John Holland, co-developed CustomerCentric Selling(TM), a sales methodology designed to overcome the challenges of selling solutions in today's competitive marketplace. The concept is based on the premise that, regardless of industry, the needs, goals, and value to the customer are more important than the specific product or service features during the decision-making process.

"This is a very powerful partnership," explained Frank Visgatis, co-founder of CustomerCentric Systems, LLC and co-author of the new sales methodology. "CustomerCentric Selling(TM) works with customers to define the most effective way to sell, and Salesnet's SFA solution helps to drive that sales process across the organization. The power of Salesnet's solution -- its proprietary Process Builder technology -- combined with our historic focus on the importance of sales as a process makes them the perfect partner for us."

"Often, sales people who learn new skills during training sessions find it difficult to follow those new skills once they get back to their every day jobs," explained Ron Martin, vice president of sales operations and alliances at Salesnet "Our Process Builder acts as a virtual sales coach, walking sales people through each step of the CustomerCentric Selling(TM) process and ensuring that next steps are posted automatically to their online calendars."

In addition to its proprietary Process Builder technology, Salesnet also offers Multiple Screen Layout capabilities, enabling companies to design numerous screen interfaces for each department, team, or user. This is especially helpful for sales people trained in CustomerCentric Selling(TM) because specific best practices learned during training can be applied based on each particular selling environment. Having customized processes that are proven to be successful and automated through Salesnet, the only Web-based SFA solution solely focused on helping customers sell more, will help increase individual sales effectiveness.

FREE WEBINAR

CustomerCentric Systems, LLC and Salesnet will host a free webinar, "Delivering Predictable Sales Results in an Unpredictable Economy," on Tuesday, August 13 from 2:00 PM to 3:00 PM EST, 11:00 AM to Noon PST. Noted sales guru Mike Bosworth will discuss how to consistently manage your sales efforts and give your sales people the tools they need to penetrate accounts and initiate opportunities at the decision maker level. Space is limited so register today at www.salesnet.com/events or call Salesnet directly at 1-877-974-8366.

About CustomerCentric Systems, LLC and Mike Bosworth

Mike Bosworth is a nationally recognized technology sales expert, co-founder of CustomerCentric Systems, LLC, the author of "Solution Selling(R): Creating Buyers in Difficult Selling Markets" and co-author of "CustomerCentric Selling(TM): The Message Driven Sales Process"(TM).

Mr. Bosworth originally authored the Solution Selling(R) sales methodology in the early 1980s. Through Mr. Bosworth's Licensed Affiliates, tens of thousands of salespeople were trained in how to sell disruptive technology to business executives.

Mr. Bosworth sold the Solution Selling(R) intellectual property to PROVANT in 1999. After seeing a need in the market for a methodology that was more relevant to today's selling environment, Mr. Bosworth, along with three of his most successful former Affiliates (Frank Visgatis, Gary Walker, and John Holland), co-founded CustomerCentric Systems, LLC, in January 2002. (www.customercentricsystems.com). Based on their collective 46 years of experience in helping companies define and implement repeatable sales processes, CustomerCentric Selling(TM) was developed with the goal of providing a repeatable sales methodology that, while easy for salespeople to learn and therefore easy for companies to implement, would also provide a set of tools that are in alignment with today's selling environment.

McGraw-Hill is scheduled to publish a new book based on the CustomerCentric Selling(TM) methodology later this year.

About Salesnet

Salesnet provides results-oriented sales leaders with a best-of-breed SFA solution delivered via an online subscription service. Salesnet is the only Web-based SFA solution to deliver sophisticated opportunity management capabilities that are fully customizable to support the unique sales processes of B2B companies. Our solution delivers an immediate return on investment (ROI) by giving sales organizations a rapidly deployed, low-cost solution to maximize sales effectiveness, increase sales, and reduce selling costs. Leading organizations, such as American Express Incentive Services, British Telecom, Charter Communications, Sovereign Bank, Staples, and Tellabs, drive billions of dollars in revenue using Salesnet. For more information, visit Salesnet's Web site at: www.salesnet.com.