On the face of it, the press release  did not seem out of the ordinary.  It merely provided the back story on a decision by Cummins, Inc. to implement the PROS solution. PROS is the leader in business-to-business pricing and margin optimization software. This release is just one of many over the last 12 months, detailing a record of success that has accrued to the Vice President of Sales, Chris Jones, who took over the top sales leadership post in October 2009.

 

The sales success PROS has enjoyed during Jones’ tenure is due in part to his rollout of an improved sales process. This sales process included decision flows, detailed guidance, sales aids, customer-centric views, and a revamped pre-sales contribution from the marketing team.

 

Above all, it was Chris and his sales management team who relentlessly drove adoption of the process and excellence in execution. Cummins’ executive director, Rafael Dorador, remarked that, “we needed a partner that understands and can help us manage the fluctuating conditions in our markets.”

 

 

Improved Sales ProcessThe ability to map to, and accommodate a customer’s needs, is a core element of the PROS strategic sales process. An essential principle of this process is the ability to mirror the prospect’s buying behavior. The results  will ultimately ensure that the PROS sales staff does not push the sales cycle “too fast” and that they follow the prospect’s learning process. Oftentimes, it is the ‘story behind the story’ that reveals the truth.

 

In this case, the recent press release by Cummins is another leading indicator of future results. Improved sales process that is widely adopted among the sales force will produce success; there is no doubt about it.

ABOUT THE AUTHOR

Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.

 

He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.

 

Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.

 

He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.

 

Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.

 

He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.

 

Video:

 

Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.

 

A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.

 

Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.

 

Articles

 

Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.

 

What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.

 

What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

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