SOURCE: CustomerCentric Selling

CustomerCentric Selling

August 10, 2009 09:18 ET

CustomerCentric Selling® Helps Decision Dynamics Technology Produce Record Revenue Through Facilitating Greater Value for Customers

Decision Dynamics Technology Embraces the CustomerCentric Selling® Methodology to Boost Revenue and Improve Value to Customers

ATLANTA, GA--(Marketwire - August 10, 2009) - CustomerCentric Selling® (CCS), a proven methodology for predictably improving revenue growth and sales performance, today announced that Decision Dynamics Technology (Decision Dynamics), a premier supplier of software products and services for financial controls, capital projects, operations and maintenance headquartered in Calgary, Alberta, has seen strong results after implementing the CustomerCentric Selling® methodology earlier this year.

In February, Decision Dynamics enlisted the help of Michael Harris, CustomerCentric Selling® Business Partner, to study their challenges and develop the sales process that would address those challenges and help them achieve their goals. Decision Dynamics' primary challenge was navigating through a sales culture that was product-centric and focused on selling features and functionality instead of focusing on the tremendous value their product is delivering to clients. In applying a customer-centric approach, Decision Dynamics' sales force is now able to first have meaningful conversations with customers as business improvement consultants rather than salespeople, which then allows them to best address their customers' business pains with Decision Dynamics' solutions.

Since the CustomerCentric Selling® workshop and implementation, Decision Dynamics has seen a remarkable 65 percent increase in pipeline and will be delivering record Q2 revenues. To further reinforce the implementation, Decision Dynamics uses CCS Key Performance Indicators (KPIs) to ensure they are deriving value for the customer through such tools as a champion letter or a value sheet to disqualify opportunities that waste company resources where the prospect is unable or unwilling to commit to solving their business pain and obtaining the resulting return on investment (ROI). These KPIs are allowing Decision Dynamics to measure not just activity but overall sales effectiveness. Moreover, Decision Dynamics' sales force is not only measured on revenue when compensated, but also whether or not they utilized the sales process and used it effectively.

Jason MacVicar, EVP of Sales for Decision Dynamics Technology, states, "With CustomerCentric Selling®, our salespeople have completely shifted how they approach prospects, going from product to business results and seeking strong ROI with aid of the CCS Solution Development Prompter™ (SDP). If the prospect is not willing to explore the potential ROI from using Decision Dynamics Solutions, they move on to the next opportunity, whereas before we would end up wasting valuable time and resources."

Further, the entire Decision Dynamics organization, including Accounting, Marketing, Product Development, Sales, and Support, is using the CustomerCentric Selling® methodology as a common and coordinating organizational framework for working and communicating with their prospects and clients. This coordinating framework is allowing Decision Dynamics to focus on the solving the customer's problems and driving improvements to their customers' bottom line results. More importantly, the corporate-wide adoption ensures that all facets of the organization are speaking the same language. Especially when looking at surviving a down economy given the current times, Decision Dynamics credits the CustomerCentric Selling® methodology for helping them sell through value, not product. This culture change for Decision Dynamics has already begun to provide measurable results in their success.

Michael Harris, CustomerCentric Selling® Business Partner, states, "I am very pleased to see how well the methodology has helped Decision Dynamics Technology revolutionize how they sell. I am confident they will continue to reap great reward from the CustomerCentric Selling® approach as they grow into the future."

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.

In addition to Integrity Data, 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 Training Methodology Company for 2009 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, or call Jill Clark at +1.800.993.1228, ext. 706.

About Michael Harris, CustomerCentric Selling® Business Partner

Michael's expertise spans over 20 years based on his ability to sell and lead a sales team by implementing a systemic sales process. His knowledge includes various sales and sales management experiences in financial services and enterprise sales to CFO/CEO's of Global Fortune 1000 companies. He earned his undergraduate degree from the University of Toronto and a graduate degree in finance (Chartered Financial Analyst I). In today's highly competitive sales market, Michael helps his clients in technology, financial/professional services and other industries involved in complex sales turn the way they sell into one of their most powerful competitive advantages via his sales process and change management understanding. Michael can be reached by email or +1.416.203.7227.

About Decision Dynamics Technology Ltd.

Decision Dynamics is a premier supplier of project controls and real time operations reporting software designed to provide better project visibility by unifying the project data and knowledge needed to make better faster project management decisions. Our flagship product, Oncore, provides real time cost information, contract validation, and approvals for operations management and capital projects. We focus on the superior management of the labor, equipment, materials, and expense data and metrics for business operations and capital projects. Our customers are E&C and operating companies that perform projects in the normal course of business. Decision Dynamics is a Microsoft Gold Certified Partner. It operates a wholly-owned foreign subsidiary in the United States, and has offices in Edmonton, Alberta, with its headquarters in Calgary, Alberta. Decision Dynamics trades on the TSX Venture Exchange under the symbol "DDY." For more information, visit

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