In the last newsletter dated July 2004, I indicated that my firm has helped companies solve some very difficult selling challenges.

Our methodology and services were developed specifically to help companies compete more effectively in a vastly different marketplace than the late 90s. I would like to ask if your products or services fit any of the following characteristics of this new marketplace:

• Do your prospects require your product or service to demonstrate a 'quick and clear cost vs. benefit' to even be considered?
• Does the decision to purchase what you sell have to be approved by 'multiple executives' who have diverse 'business issues' and are 'averse to risk'?
• Does what you sell 'require a major change' in thinking by your prospect?
• Do your prospects attempt to 'treat what you sell as a commodity'?
• Are your sales cycles 'inexplicably long and expensive'?
• Do your salespeople find themselves having to 'unseat an incumbent' product or service?
• Is 'maintaining the status quo' one of your primary competitors?

If you answered "yes" to any of the above questions, then KeyRoad™-CustomerCentric Selling® may be able to help you and your sales organization. If you want to learn more about how we have helped our clients address these and other sales issues, please give me a call at 415-229-9226 or, drop me an e-mail and I'll call your administrative assistant and arrange for a mutually agreeable time for us to speak.

Quova, a provider and developer of Web geography services and technologies for the online enterprise, instantly determines the real-world geographic locations of Web site visitors - a science known as geolocation - down to the country, region, state, or city level. See what they achieved by deploying our services.

Don't forget to check this month's white paper: "Sales Managers Make a Difference" - Front- line manager hold the key to your sales force's success. Are you paying enough attention to them? Courtesy of Benson Smith, co-author of Discovering your Sales Strengths.

Have you purchased and read the new McGraw Hill best seller: CustomerCentric Selling®, written by Michael Bosworth and John Holland. Click on the book icon to order it now and start reading about:

• How to integrate sales & marketing
• How to use Sales Ready Messaging® process to support your sales efforts
• How to clone your top salespeople

If you want to experience first hand how our services can help you and your organization achieve your/its goals, register for the next CCS® Public Workshop. When registering, please indicate that KeyRoad is the referring party, so that I get notification of your registration.
See Quick Links on the right for more information.

We welcome your feedback and comments. Please send them to plavie@keyroad.com.

We look forward to hearing from you. We offer the following services:

• How to better use the telephone for success
• Organizational sales process definition
• Sales Ready Messaging® to develop sales tools your sales people will use
• Performance sales skills development workshops
• Sales advisory services

Good selling,

Philippe Lavie
KeyRoad Enterprises™, a CustomerCentric Selling® Affiliate