SOURCE: CustomerCentric Selling(R)

CustomerCentric Selling(R)

September 28, 2009 12:07 ET

CustomerCentric Selling® Helps Ixonos Dramatically Improve Sales Performance Through Adoption of a Defined, Customer-Centric Sales Process

The CustomerCentric Selling® Methodology Helps Ixonos Improve Sales Forecasting Accuracy and Create Efficient Opportunity and Pipeline Management

ATLANTA, GA--(Marketwire - September 28, 2009) - CustomerCentric Selling® (CCS), a proven methodology for predictably improving revenue growth and sales performance, today announced that Ixonos, an ICT services company creating innovative solutions for mobility, social media and digital services headquartered in Helsinki, Finland, has seen consistent, tremendous success with the CustomerCentric Selling® sales methodology. Ixonos has over 900 employees in offices all around the globe including other cities in Finland, as well as in China, Denmark, Estonia, Germany, Great Britain, Slovakia and the United States. Ixonos partners with IBM in the area of document management solutions, based on IBM's solution platform called IBM FileNet P8.

In 2005, Ixonos first enlisted the help of Petteri Laine, CustomerCentric Selling® Business Partner based in Finland, to evaluate their challenges and define the sales process that would best address those challenges and help them achieve their sales and business goals. Ixonos' main challenge was finding a way to improve sales performance that would drive greater revenue results for the company. The most significant result has been in the accuracy of forecasting compared to where it was several years back. Before the CustomerCentric Selling® methodology was implemented, forecasting accuracy would either be up or down 20 percent from the actual, whereas now it is within just a few percentage points of accuracy. In applying the CustomerCentric Selling® approach, Ixonos' sales organization is now able to improve resource planning with an optimized impact on day-to-day sales management, while the sales force has a common set of tools within the defined process to help them better manage opportunities. In taking this customer-centric approach, Ixonos sales staff has greatly improved forecasting accuracy and significantly streamlined pipeline management, all of which has positively impacted Ixonos' revenue performance.

Since Ixonos' CustomerCentric Selling® implementation, there are clear differences in the performance of the salespeople who are following the process as compared to those who are not following the process. Those following the customer-centric sales process consistently achieve improved and more precise, internal communication with sales management, sales teams and other resources, since the whole of the organization has a common language to work from within the CustomerCentric Selling® foundational structure.

Timo Aittoniemi, Director of Business Solutions Unit for Ixonos, states, "I highly recommend CustomerCentric Selling® to anyone looking to improve sales performance. Through one-on-one sales coaching, Petteri has delivered several CustomerCentric Selling® training workshops to sales teams that I have managed in recent years and has done an excellent job in his rousing and engaging manner. CustomerCentric Selling® has true sales professionals who have developed effective sales processes for us through their well-versed knowledge about new trends and keen ability to transfer ideas to the trainees. I continue to engage Petteri and CustomerCentric Selling® with our organization because of the many outstanding results achieved since our initial implementation."

Petteri Laine, CustomerCentric Selling® Business Partner, states, "I am very proud of the many positive results Ixonos has seen since their sales process implementation. I'm confident the CustomerCentric Selling® methodology will continue to help them propel their sales performance to the next levels as they expand into the future."

For more information about Ixonos, please see: http://www.ixonos.com/en

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.

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 www.customercentric.com, or call Jill Clark at +1.800.993.1228, ext. 706.

About Petteri Laine, CustomerCentric Selling® Business Partner

Petteri Laine is a sales professional whose expertise includes entrepreneurship in sales performance and helping companies define and implement their organizational sales process from market awareness to customer success. In his own sales experience, he has sold goods and services worth over 150 million Euros, consistently delivering high quota achievement with managerial skill. Petteri has been training and coaching sales performance improvement since 2003, delivering the CustomerCentric Selling® methodology in order to bring more value to his existing and future clients.

Laine received a Master's degree from Helsinki University of Technology in 1994. He has worked on international levels including both Belgium and Germany, and has excellent language skills with proficiency in five languages: English, German, Swedish, French and Finnish. He currently resides in Espoo, Finland and has also written a book about the importance of sales process which was published in 2008. Petteri can be reached by email plaine@customercentric.com or by phone +358.50.322.9107.

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