RANCHO SANTA FE, Calif. – The Caribbean’s telecommunications and cable giant, Columbus Communications, is amongst the first in the Caribbean to apply ValueSelling Associates’ proprietary methodology to improve their customer service and sales.
In a bid to drive service excellence and improve sales revenues, Columbus Communications, operator of Columbus Business Solutions (CBS) and Flow brands hired seasoned sales executive Natalie Pitchford to tap into the ValueSelling Framework®.
“Columbus is truly focused on ensuring that both its business and retail customers receive value from every interaction with Columbus,” Pitchford said. “Key to this focus was equipping their sales teams with the skills and tools to do so, which ValueSelling was able to provide. The team embraced ValueSelling, put it into action and demonstrated immediate results.”
The training is already bearing fruit and according to Grant Hume, Vice President of the business brand, Columbus Business Solutions, “Within six months of receiving ValueSelling training, our sales team recorded tremendous improvements and measurable outcomes, notably a 30% growth in the number of proposals submitted, a 44% improvement in the sales conversion rates and increased revenues.”
Gains have also been recorded with the residential brand, FLOW, which is using business-to-business sales techniques to drive sales. Six months after introducing ValueSelling, FLOW has recorded a 64% reduction in disconnections, compared to the six-month period prior to ValueSelling.
“Working with ValueSelling has been an absolute pleasure. The programs were relevant to our business and throughout the process there was clear communication -- on what to expect and how each element of the process can impact our business,” said Makeba Bennett-Easy, the Vice President of Organizational Development for Columbus Communications Jamaica.“ ValueSelling works. As we transition our retail stores from being payment centers to experience centers, the ValueSelling process really helps the team to better engage with our customers,” she added. “The team has adopted the ValueSelling program wholeheartedly.”
Echoing the sentiments, Julie Thomas, President & CEO ValueSelling Associates, states, “We see tremendous potential for ValueSelling programs in the Caribbean, as organizations are increasingly looking for new ways to differentiate themselves and create value for their customers. We are delighted that Columbus Communications is the first to implement the ValueSelling Framework in Jamaica and is already seeing the results.”
ValueSelling Associates has helped several FORTUNE 1000 sales organizations around the world to compete and boast an impressive client list including companies like Google, Oracle and now Columbus.
Both CBS and FLOW will be featured in upcoming success stories on the ValueSelling Associates web site.
About ValueSelling Associates, Inc.
ValueSelling Associates is the creator of the ValueSelling Framework®, a sales methodology that works with your existing method or independently. Since 1991, it has helped thousands of sales professionals increase their sales productivity. It offers customized training to FORTUNE 1000, mid-sized and start-up companies. Its proprietary sales training tools and consulting services deliver measurable results. Learn more at www.valueselling.com.
Columbus International Inc. is a privately held diversified telecommunications company based in Barbados. The Company provides digital cable television, broadband Internet and digital landline telephony in Trinidad, Jamaica, Barbados, Grenada and Curacao under the brand name FLOW and in St. Lucia, St. Vincent & the Grenadines and Antigua under the brand name Karib Cable. Columbus also provides corporate data and cloud based services under the brand Columbus Business Solutions. Through its wholly owned subsidiary, Columbus Networks, the Company provides capacity and IP services, corporate data solutions and data center hosting throughout 42 countries throughout the greater Caribbean, Central American and Andean region. Through its fully protected, ringed submarine fiber optic network spanning more than 42,300 km and its 26,400 km terrestrial fiber and coaxial network, Columbus' 2,600 plus professionals provide advanced telecom services to a diverse residential and corporate client base of over 600,000 customers. Visit www.columbus.co
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