Campus Management Corp., a leading enterprise software provider for the higher education market, has closed some $4.2 million in new client acquisitions over the past year as a result of implementing The Complex Sale’s R.A.D.A.R.® tools and selling methodology.

“We can directly tie that much to the work we have done with R.A.D.A.R. over the past year,” said Hank Bowman, Executive Vice President of Sales for Campus Management Corp. “It has changed us as a sales organization and has given us more peace of mind around what we’re capable of and how effectively we can forecast our sales.”

When Bowman joined the company, he recognized the need for a sales methodology that addressed the complex selling environment faced by the higher education market, which includes multiple influencers and decision makers and many purchasing decisions being made by committee. With R.A.D.A.R., the sales team now has a common sales language and it is easier to address more enterprise level pains when dealing with prospects.

“This is the second time I have implemented R.A.D.A.R methodology into a sales team.” Bowman said. “Everyone uses the same terminology and they know how to prepare. Not only does it make it easier for us to discuss deals internally, it helps us bring more value to our clients. It dramatically cuts down the time it takes us to discuss an opportunity.”

Since implementing R.A.D.A.R., salespeople at Campus Management Corp. are more in control of their deals and empowered to walk away from those that are not a good fit, Bowman said. The payoff has been deeper relationships with customers in which the sales team is viewed more as a strategic partner, deals being sold at a higher level, and an increased sense of urgency from decision makers.

“We’ve even reduced our sales cycle from an average of 18-24 months to just six months in some cases,” Bowman said. “In general, if we can elevate the enterprise pain at the right political and strategic levels, we can expose it to the decision makers and engage people to act.”

Being able to help clients think about more meaningful issues ultimately helps them improve their schools and impacts their students in the long run, a core mission of Campus Management Corp.

“When the client really understands that you bring them much higher value than anyone else they are talking to, they appreciate it and will look to you to solve more business issues they face,” Bowman said. “The Complex Sale is about more than just ‘how to close a sale.’ It’s really about how we can help our clients become more successful and respond to their own new business challenges.”