SOURCE: CustomerCentric Selling

September 10, 2008 10:19 ET

Datalliance Chooses CustomerCentric Selling® to Significantly Upgrade the Sales Training They Provide Their Growing Sales Force

CustomerCentric Selling® Methodology to Play a Key Role in Helping Datalliance Double Its Business and Its Sales Force by 2010

ATLANTA, GA--(Marketwire - September 10, 2008) - CustomerCentric Selling® (CCS), a proven methodology for improving revenue growth and sales performance, today announced that Datalliance, a pioneer and leading service provider in Vendor Managed Inventory (VMI) Programs, has named CCS as the new standard in sales training that it will be providing its growing sales force going forward. VMI is a streamlined approach to inventory management and order fulfillment that involves collaboration between suppliers and their customers, which alters the traditional ordering process by making it electronic and real-time.

Datalliance has experienced significant growth in the past four years, with consecutive annual sales increases over 35%. Datalliance has ambitious goals to grow its business and sales force dramatically over the next two years, and admits that the previous sales training they have had in place with Miller Heiman simply did not meet their needs. Bob Jennings, VP of Sales for Datalliance, states, "Our old methodology with Miller Heiman, while beneficial, failed to provide us the tactical how-to instruction and reinforcement that we needed to arm our sales team for success." Datalliance recently attended a CCS workshop in mid-August and has already seen positive results. In applying one of the sales tactics taught in the CCS workshop, Datalliance was able to close a large opportunity that had stalled. In applying another lesson learned from the workshop, Datalliance successfully re-engaged in the sales process with a large opportunity that they had before considered lost. Datalliance has several industry-leading clients using their VMI programs, including Rockwell, Philips, Goodyear Engineered Products, Siemens, Philips and Nissan Diesel.

Since Datalliance's training has been generally informal in the past, they have also had challenges developing its own single methodology that the entire sales force can easily adopt and apply to its sales process. Most of their sales people have brought with them their own individual processes and learned skills from past employers, which has made Datalliance's sales process clouded and undefined. Now with CCS in place, Datalliance will be able to not only instruct its sales force in a single and repeatable sales process, but also provide them the tactical skills and tools to support the process. CCS co-founder, Gary Walker, states, "Datalliance has realized what many of our clients have come to realize. For a company to truly be successful, the sales methodology must be properly supported beyond the classroom training with tactical toolsets that the sales teams can easily adopt and apply."

As part of the implementation, CCS offers a specialized Sales Process Management™ Workshop geared especially for sales management, one of which is coming up in October. Bob will be in attendance along with other notable CCS clients.

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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.

Clients such as Microsoft, Hewlett Packard, Business Objects, Rockwell Automation, EMC and Raytheon have deployed CCS worldwide. For more information, visit, or call Jill Clark at 800.993.1228, ext. 706.

Contact Information

  • Media Contact
    Jill Clark
    Marketing, CustomerCentric Selling®
    Email Contact
    800.993.1228, x706