PRZOOM - /newswire/ -
Santa Clara, CA, United States, 2013/08/30 - LumaSense Technologies announced the full implementation of its CustomerCentric Selling® (CCS) process - Bosworth-Kenneyselling.com / LumaSenseInc.com.
Following consultation with Bosworth & Kenney, a sales process-training firm, LumaSense customized an enterprise-wide process to its technology products as well as to the core markets that it serves.
As a result of the process implementation, LumaSense will better serve its customers’ needs by focusing on key customer goals to determine the relevant technology solutions and applications to aid customers in achieving those goals.
“We rolled out the CustomerCentric Selling process to our sales, marketing and functional management to magnify the customer perspective throughout our organization,” said Steve Abely, LumaSense’s CEO. “With the customer as the center of what we do, we will be able to better identify the problems and solutions faced by customers while improving our ability to service them. Seemingly simple, this valuable perspective is often forgotten through the myriad of distractions faced by shareholders, management and employees.”
Several of the aspects associated with LumaSense’s CCS process include:
• Customer Centric Selling sale management principles;
• Integration of CustomerCentric selling terminology into its SalesForce.com CRM system;
• A massive overhaul market messaging and training aimed at new sales people and channel partners.
“Customers come to us to solve complex problems. It’s up to us, not them, to navigate our sophisticated, technologically diverse portfolio,” continued Abely. “Therefore, we must focus on understanding the customer and their needs first, which is what CustomerCentric Selling is about, and why we’ve implemented it.”
The rollout of CCS and other customer-focused initiatives have already paid dividends as LumaSense’s revenue forecasts are projected to be about 15% higher in the 2nd half vs. the 1st half of 2013.
About LumaSense Technologies™
LumaSense Technologies, Inc. (lumasenseinc.com), is one of the world’s most trusted providers of innovative temperature and gas sensing devices. LumaSense’s resource-intensive customers in the Global Energy, Industrial Materials and Advanced Technologies markets harness their Industrial Big Data using the company’s proven systems, software and platforms to detect, reduce and prevent waste and inefficiency. LumaSense LS6 sensor systems and LumaSpec software solutions awaken an industrial 6th Sense that empowers customers to achieve progressive and lasting performance gains. With offices in Asia, Europe and the Americas, LumaSense serves many of the world’s largest industrial companies.
About Bosworth & Kenney
Bosworth & Kenney (bosworth-kenneyselling.com) is a CustomerCentric Systems Affiliate that helps companies to create targeted sales-ready messaging ® using the CustomerCentric Selling® Process. The company works with businesses to develop a sales-ready message map that effectively positions their unique and compelling “selling story.”