Face to Face Marketing and Door to Door Marketing 

Professional Qualified Sales Experts present products and services, calling on companies using our proven door2door selling agencies , door-to-door sales technique and door2door selling agencies in mumbai.

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, door2door selling agencies ). Our professional teams interact with customers, educating them on our clients’ products/services, as well as generating immediate sales or leads with interested customers.

Marketing and advertising budgets have come under increasing pressure. door2door selling agencies and Door-to-door sales is a low cost distribution channel, and is an effective way to gain more return on investment. It secures increased value with minimum spend, allowing access to a customer base which is not always reached by existing marketing strategies.

Through Door to Door sales, customers can choose the most suitable deals, especially because they have a chance to ask questions and have the offering clarified by our qualified sales experts in mumbai

Door to Door Sales Agency 

We believe our experience, our sales ability and the detailed processes we have in place ensure we successfully launch new products to the market. Our sector experience and data insights ensure we are calling on the right outlets to maximise return on investment during the critical launch phase.

We have proven experience in launching challenger brands to the market along with well-established range extensions and completely new products.

We believe Fulcrum is the door-to-door-sales agency in pune best suited to owning the responsibility of launching your new product – why not give us a call to find out if we can help you?

I did door-to-door sales for nine years, in hundreds of different cities and towns all across the india. Through long, hard, agonizing trial and error, I eventually developed enough skill that I could take any product into any area on any day and make sales.

In the beginning, I struggled. But when I was about to give up on myself and quit (like 99.9% of people that try door-to-door sales do within their first few days),  experienced salesperson to give me a chance to get on track.

What I saw that day changed my life forever.

I watched as the experienced salesperson drove to an area where he had previous sales success, and listened as he explained to me why he parked his car in the exact spot he did to start his day and laid out his exact plan of attack.
Within the first 10 minutes, I learned a valuable lesson that not only made my door-to-door sales career much easier, but has also been the key to bringing in millions of dollars in revenue for my own companies, and those of thousands of others I’ve consulted to:

A current customer is the easiest person to make a sale to – many, many times easier (and less expensive) than trying to get new customers.

Most business owners operate a risky, day-to-day, transactional business, believing that the reason for getting a customer is to make a sale. That’s their biggest problem: making nothing more than “a” sale to a customer. After that initial transaction, they simply hope that their product or service or location is good enough that they will get a repeat visit from that customer.

On the other hand, sharp business owners (and door-to-door salespeople!) know that the point to making a sale is to get a customer. We have systems put together to maximize the value of that customer by making future offers to them, so that they buy more of the same product or service, or a different version, or even an entirely different product or service.

In other words, we recognize that a current customer is the easiest person to sell to, and a prospect is the hardest and most-expensive person to sell to. Therefore, we concentrate on maximizing the value of every new customer we get.

If you want to grow your business during these challenging economic times (and even during boom times), your time and effort should be invested in working to turn prospects into customers and retain them to market to in the future.
While your marketing is doing its job to get you prospects, you need to be working on turning those prospects into customers. There are a few key ways to draw them in and seal the deal. You need to be:

Inviting
Informative
Enjoyable

The biggest fear of most new customers is the dreaded “buyer’s remorse.” You want to minimize this as best you can, and if you’ve provided a quality product or service that delivers on the marketing claims you’ve made, the risk will be lower.

However, returns can still occur. Here are the two most effective ways to deal with this:

Offer to refund money — no questions asked
Offer a bonus they can keep even if they return the product

These offers alone will also lessen the impact of buyer’s remorse, because the customer will trust you more just because you showed the confidence in your product or service to offer these options in the first place.

There are number of other ways to turn a prospect into a customer:

Offer a special price as an opportunity for them to test the market.
Offer a lower price with a legitimate reason, such as clearing out inventory to pay a tax bill, for your kid’s braces, or another tangible reason. (Added bonus: Customers love you for doing this, because it makes you so much more human to them.)
Offer a referral incentive.
Offer a smaller, less expensive entry-level product to build trust.
Offer package deals.
Offer to charge less for their first purchase if they become a repeat customer.
Offer extra incentives, such as longer warranties or free bonuses, if they order by a certain date.
Offer financing options, if applicable.
Offer a bonus if they pay in full.
Offer special packaging or delivery.
Offer “name-your-own-price” incentives.
Offer comparative data or other comparison tools.
Offer to let them trade up or upgrade to something better if they want.
Offer additional, educational information to help them make the decision.

The options are really only limited by your imagination and marketing skill. You can use these or other ideas to discover what works the best for your specific business, with your specific products, services and target market.

Even if you ever find yourself doing door-to-door sales.

Marketing agent in Katraj

The Salesperson is Either Dying or Never More Important. Who Do You Believe?

Much has been made of the salesperson going the way of the pager, the payphone and the Palm Pilot. In recent years, three prominent analyst firms have added fuel to that discussion with findings that support the purported “death of the salesperson:”

– “57 percent of the buyer’s journey is complete before a customer’s first contact with a supplier.” (Corporate Executive Board).

– “Customers rate salespeople as the least influential interaction in the buying process.” (Gartner)

– “93 percent say that they prefer buying online rather than from a salesperson.” (Forrester)

But a sharply contrasting view has surfaced from SiriusDecisions, whose analysts explored the truth (or lack thereof) of these claims along with several others.

So how much credence should you give to the idea that salespeople are being “disintermediated by digital?”

According to SiriusDecisions, not very much.

In a study of more than 1,000 respondents, they found that buyers actually interact with sales reps most during the early stage “education” phase of the buying cycle – regardless of the complexity of the sale. Even more telling, the study found that the more complex the selling scenario, the more early stage sales interactions tend to take place. Sirius also found that as deals reach higher expenditure levels, human-to-human interactions become even more frequent.

The high degree of early-stage interaction suggests buyers may not be as far along as they think in the wake of the digital conversation. As a result, this is a stage of the deal where salespeople can and should make a mark.

Interestingly, in some of Corporate Visions’ own market research, 700 business-to-business marketers and salespeople ranked the opportunity creation conversation as having the highest impact on sales quota. However, the research found that they feel the least prepared by their companies to win the early stage dialogue. But why? Is it because companies are believing the analyst rhetoric and not focusing on this area?

To make sure reps thrive where it matters most, equip them with tools that help them defeat the status quo and cast your solutions as uniquely qualified to help them realize their goals:

Enable reps with a “why change” story – With so many deals ending in no decision-Sales Benchmark Index puts the figure around 60 percent-it’s becoming clear that many buyers haven’t actually committed to leaving the status quo when they engage a sales rep. Your demand generation campaign has clearly incited a question or concern, but the prospect clearly hasn’t “flipped the switch” in favor of change, yet. In fact, in their first sales interaction, your reps need to be ready and able to dislodge the status quo, helping prospects and customers embrace the idea of pursuing something different before jumping into the competitive value proposition.

Introduce “unconsidered needs” first in your sales dialogues – Identifying your buyer’s unconsidered needs-the challenges or issues they aren’t yet aware of-is an early stage sales interaction that can form the foundation of a compelling “why change” story. Some refer to these as insights – counterintuitive concepts that challenge the status quo.  Here’s a simple recipe for building these nuggets of insight.

1) Introduce a surprising piece of data that unearths a potentially unconsidered, under-valued or unknown need;

2) Wrap that data in a disruptive point of view or perspective that causes the prospect to re-evaluate their commitment to the status quo;

3) Launch the discussion with a provocative question that forces your prospect to “try on” this insight, specifically comparing their current state to the troubling perspective you just laid out.

By being prepared to inject this message into your conversation right away, you position yourself to create a buying vision, while adding an element of uniqueness and urgency to help you topple the status quo and distinguish your message.

While the war of competing data and research findings between the analysts ramps up, the question you must ask yourself is what should you be doing about making sure your demand generation programs and sales enablement content are doing what they need to do to drive the growth you’re seeking.

Corporate Visions’ Virtual Coach improves productivity by giving sellers the right reinforcement from right within the CRM platform or sales portal. Using the Veelo Guided Selling system, which intelligently predicts content and enablement support for sellers at each stage of a sale, Virtual Coach provides salespeople with situation-specific coaching content that’s presented in context and aligned to each selling or buying stage. Best of all, the content comes in bite-size chunks optimized for refreshing salespeople on the skills and concepts they need to gain mastery of the key conversations that happen throughout the buying cycle.

By prompting salespeople to use the techniques relevant to each deal stage, you’ll ensure your salespeople not only apply the skills you’ve invested in, but are also highly proficient with them. That will make low adoption and skills erosion a thing of the past. And, it will also get your reps one step closer to shining where it matters most: articulating value on purpose-not by accident-in front of prospects and customers.

door2door selling agencies in Pune

door2door selling agencies in mumbai

rural marketing , Airports Advertising, auto show Brand promotion, web banner design,

B2B Marketing, corporate marketing, Employment

Face to Face Marketing and Door to Door Marketing 

Professional Qualified Sales Experts present products and services, calling on companies using our proven door2door selling agencies , door-to-door sales technique and door2door selling agencies in mumbai.

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, door2door selling agencies ). Our professional teams interact with customers, educating them on our clients’ products/services, as well as generating immediate sales or leads with interested customers.

Marketing and advertising budgets have come under increasing pressure. door2door selling agencies and Door-to-door sales is a low cost distribution channel, and is an effective way to gain more return on investment. It secures increased value with minimum spend, allowing access to a customer base which is not always reached by existing marketing strategies.

Through Door to Door sales, customers can choose the most suitable deals, especially because they have a chance to ask questions and have the offering clarified by our qualified sales experts in mumbai

Door to Door Sales Agency 

We believe our experience, our sales ability and the detailed processes we have in place ensure we successfully launch new products to the market. Our sector experience and data insights ensure we are calling on the right outlets to maximise return on investment during the critical launch phase.

We have proven experience in launching challenger brands to the market along with well-established range extensions and completely new products.

We believe Fulcrum is the door-to-door-sales agency in pune best suited to owning the responsibility of launching your new product – why not give us a call to find out if we can help you?

I did door-to-door sales for nine years, in hundreds of different cities and towns all across the india. Through long, hard, agonizing trial and error, I eventually developed enough skill that I could take any product into any area on any day and make sales.

In the beginning, I struggled. But when I was about to give up on myself and quit (like 99.9% of people that try door-to-door sales do within their first few days),  experienced salesperson to give me a chance to get on track.

What I saw that day changed my life forever.

I watched as the experienced salesperson drove to an area where he had previous sales success, and listened as he explained to me why he parked his car in the exact spot he did to start his day and laid out his exact plan of attack.
Within the first 10 minutes, I learned a valuable lesson that not only made my door-to-door sales career much easier, but has also been the key to bringing in millions of dollars in revenue for my own companies, and those of thousands of others I’ve consulted to:

A current customer is the easiest person to make a sale to – many, many times easier (and less expensive) than trying to get new customers.

Most business owners operate a risky, day-to-day, transactional business, believing that the reason for getting a customer is to make a sale. That’s their biggest problem: making nothing more than “a” sale to a customer. After that initial transaction, they simply hope that their product or service or location is good enough that they will get a repeat visit from that customer.

On the other hand, sharp business owners (and door-to-door salespeople!) know that the point to making a sale is to get a customer. We have systems put together to maximize the value of that customer by making future offers to them, so that they buy more of the same product or service, or a different version, or even an entirely different product or service.

In other words, we recognize that a current customer is the easiest person to sell to, and a prospect is the hardest and most-expensive person to sell to. Therefore, we concentrate on maximizing the value of every new customer we get.

If you want to grow your business during these challenging economic times (and even during boom times), your time and effort should be invested in working to turn prospects into customers and retain them to market to in the future.
While your marketing is doing its job to get you prospects, you need to be working on turning those prospects into customers. There are a few key ways to draw them in and seal the deal. You need to be:

Inviting
Informative
Enjoyable

The biggest fear of most new customers is the dreaded “buyer’s remorse.” You want to minimize this as best you can, and if you’ve provided a quality product or service that delivers on the marketing claims you’ve made, the risk will be lower.

However, returns can still occur. Here are the two most effective ways to deal with this:

Offer to refund money — no questions asked
Offer a bonus they can keep even if they return the product

These offers alone will also lessen the impact of buyer’s remorse, because the customer will trust you more just because you showed the confidence in your product or service to offer these options in the first place.

There are number of other ways to turn a prospect into a customer:

Offer a special price as an opportunity for them to test the market.
Offer a lower price with a legitimate reason, such as clearing out inventory to pay a tax bill, for your kid’s braces, or another tangible reason. (Added bonus: Customers love you for doing this, because it makes you so much more human to them.)
Offer a referral incentive.
Offer a smaller, less expensive entry-level product to build trust.
Offer package deals.
Offer to charge less for their first purchase if they become a repeat customer.
Offer extra incentives, such as longer warranties or free bonuses, if they order by a certain date.
Offer financing options, if applicable.
Offer a bonus if they pay in full.
Offer special packaging or delivery.
Offer “name-your-own-price” incentives.
Offer comparative data or other comparison tools.
Offer to let them trade up or upgrade to something better if they want.
Offer additional, educational information to help them make the decision.

The options are really only limited by your imagination and marketing skill. You can use these or other ideas to discover what works the best for your specific business, with your specific products, services and target market.

Even if you ever find yourself doing door-to-door sales.

marketing agency in kondhwa

Designing Global Market Offerings

21st century world is presented as a flat world. It is not flat because earth is changing shape but because way communication has evolved. Flow of information, goods and services is faster. Branded products like Gucci are available in developed countries like USA and in developing economies of India and China. Growth in number of multi-national companies has been exponential. Not every company is open to idea of globalization but it is prudent for companies to consider internationalizing their operation at some point. Companies can achieve globalization through analysis and research.

Is there a need to be global? The 1st question companies have to address. There are definite challenges in going international, right from product design and mix, to people with international marketing knowledge. A company may decide to become a global player, if international markets offer better profitability than the domestic market. A company may decide to become a global player to achieve economies of scale or if international company is giving competition in the domestic market. A company may decide to be a global player if there is customer movement from one country to another. However, becoming a global player has share of dreaded consequence if companies ignore culture, regulatory requirement, political environment, foreign exchange policy and competition in the identified international market.

Once the company has decided to become international, next step is to identify which market to enter. Companies can choose to explore one market initially and then build up from that or companies may decide to enter in several markets and diversify the risk. For example, European Union, it is one of the single largest market with access to 15 countries.

The next step is the evaluation of the potential markets. Companies generally prefer to go international by selling to the neighboring countries. For example, US companies prefer doing business in Canada. One of the reasons is better understanding of the market as there are similar in culture, language and laws. Companies choose to enter the market which has high rating in market attractiveness, low risk level and where they enjoy a competitive advantage.

There are various ways of entering the international market. Indirect and direct exporting is one way of becoming international. In indirect exporting involves selling goods to domestic export agents as a first step to become a global player. In direct exporting companies open sales branch or overseas subsidiary. Licensing is another way of entering global markets; here company (licensor) enters into an agreement to allow another company (licensee) to sell and manufacture the product in the chosen market. Investment and risk level associated with indirect/direct exporting and licensing is minimal.

Another way to enter the market is a joint venture. Company forms partnership with the local player facilitating direct entry into the market. The reason of the joint venture could be political as well as economical. The last form of entering is through direct investment. In direct investment, company enters the global market through direct ownership. This can be done by buying a local company or facility. Companies can also set up their own manufacturing facility.

Once the market and format of entering in the market are finalized, it is time for the company to work out the marketing strategy. Company has to work out the option between standardized marketing of one size fits all or come out with completely new strategy for the new market. Alternatively, companies can choose to mix and match in product, promotion, price and place. At product level, company may choose to enter the global market without changes in the original product, or company may choose to modify the product as per the local market taste and preference or company may decide to introduce completely new products. For promotion company may choose standard or may modify as per the local market needs. Pricing is a tricky issue. Therefore, companies can set uniform price across global market or introduce market based price in each market or use cost based approach to set the price. At distribution channel level company have to figure the best way to reach the market.

A company entering a global market also has to be aware of cultural, political, legal, and technological factors in respective markets.

……………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………….

Articales from http://www.managementstudyguide.com

Retail Merchandising

Retail Merchandising

Merchandising

• Retail Merchandising refers to the various activities which contribute to the sale of products to the consumers for their end use. Every retail store has its own line of merchandise to offer to the customers. The display of the merchandise plays an important role in attracting the customers into the store and prompting them to purchase as well.
• Merchandising helps in the attractive display of the products at the store in order to increase their sale and generate revenues for the retail store.
• Merchandising helps in the sensible presentation of the products available for sale to entice the customers and make them a brand loyalist.

Promotional Merchandising

• The ways the products are displayed and stocked on the shelves play an important role in influencing the buying behavior of the individuals.

A merchandiser maximizes the sale of the products by:

Attractive packaging

The packaging of the merchandise goes a long way in improving the brand value of the product. A product kept in a nice box would definitely catch the attention of the customers.

Impressive presentation of the Product

The display of the products at the retail store must entice the customers. The merchandiser in coordination with the store manager must ensure that the products are according to the season as well as latest trends.

The merchandiser must:

• Source something which is unique and not available at any other retail store.
• Never compromise on quality of the merchandise. Compromising on quality costs later.
• Source merchandise as per the season and climate.

By mid of August and early September, the summer merchandise is generally on a close out and stores begin stocking merchandise for the winter season. Warm clothing, full sleeves apparels, jackets, pullovers start replacing cut sleeves, capris, ankle length dresses, shorts and so on. Colourful clothes dominate the shelves as compared to the subtle colours in summers.

The type of product sourced also depends on the climatic conditions of the place.

A Reebok store in Central India or Southern India would stock summer merchandise between April to September whereas a retail store under the same brand somewhere in a cold area would source woollen merchandise along with summer clothing as per the demand of the season.

Unique Pricing (Discounts)

Attractive prices, discounts, rebates also bring customers to the store.

Promotional schemes, gifts

Coupons and attractive gifts make shopping a pleasurable experience for the customers.

Merchandising Tips

• The merchandiser must source products according to the latest trends and season.
• The merchandise should be as per the age, sex and taste of the target market.
• Merchandise for children should be in line with cartoon characters (like Barbie, Pokemon etc) to excite them.

Creative Portico Pvt Ltd sources bed sheets, curtains specially inspired from characters (Disney, Harry Porter, Hannah Montana) – a hit amongst kids.

Youngsters prefer funky clothes (colourful T Shirts, faded denims) as compared to professionals who would go for subtle colours.

The target market of Zodiac Clothing Company Limited mainly comprises of office goers and professionals. The merchandise (shirts, trousers, neck ties, belts) is as per the taste of the professionals. Beach house shirts would have no takers in such a store.

• The merchandiser ideally works on the “invariant right” principle.Since most of us are right handed, it is a common tendency that customers entering into retail store would first go towards the right side of the store. The merchandiser should display the unique and expensive collections on the right side of the store to entice the customers.
• The set up of the store should be such that once a customer enters into a store, he has to walk through each and every department.
• The shelves should be stocked with the latest trends. The merchandise should be well organized on the racks according to their size and pattern.
• It is the key responsibility of the merchandiser to create an attractive display to pull the customers into the store. Once the customer steps into the store, he would definitely buy something or the other.

Points for Sales Change

Tags: setting sales goals, sales improvement, sales development, Sales Coaching, sales accountability

door2door selling agencies in Pune

door2door selling agencies in mumbai

rural marketing , Airports Advertising, auto show Brand promotion, web banner design,

B2B Marketing, corporate marketing, Employment

Face to Face Marketing and Door to Door Marketing 

Nothing beats the reality that one gets when you can interact with potential clients face to face physically moving from door to door within a community or household to household, face to face field marketing is also called personal selling or door to door marketing, customers are met directly in order to sell their products, using this method of field marketing we rely on our skills and persuasive abilities. During the period where we get to interact with the client face to face we get more chance to pass across edible information which would be useful to all our customers at that time and it’s also an opportunity for us to get feedback and to gauge your opinion about our business.

I did door-to-door sales for nine years, in hundreds of different cities and towns all across the india. Through long, hard, agonizing trial and error, I eventually developed enough skill that I could take any product into any area on any day and make sales.

In the beginning, I struggled. But when I was about to give up on myself and quit (like 99.9% of people that try door-to-door sales do within their first few days),  experienced salesperson to give me a chance to get on track.

What I saw that day changed my life forever.

I watched as the experienced salesperson drove to an area where he had previous sales success, and listened as he explained to me why he parked his car in the exact spot he did to start his day and laid out his exact plan of attack.
Within the first 10 minutes, I learned a valuable lesson that not only made my door-to-door sales career much easier, but has also been the key to bringing in millions of dollars in revenue for my own companies, and those of thousands of others I’ve consulted to:

A current customer is the easiest person to make a sale to – many, many times easier (and less expensive) than trying to get new customers.

Most business owners operate a risky, day-to-day, transactional business, believing that the reason for getting a customer is to make a sale. That’s their biggest problem: making nothing more than “a” sale to a customer. After that initial transaction, they simply hope that their product or service or location is good enough that they will get a repeat visit from that customer.

On the other hand, sharp business owners (and door-to-door salespeople!) know that the point to making a sale is to get a customer. We have systems put together to maximize the value of that customer by making future offers to them, so that they buy more of the same product or service, or a different version, or even an entirely different product or service.

In other words, we recognize that a current customer is the easiest person to sell to, and a prospect is the hardest and most-expensive person to sell to. Therefore, we concentrate on maximizing the value of every new customer we get.

If you want to grow your business during these challenging economic times (and even during boom times), your time and effort should be invested in working to turn prospects into customers and retain them to market to in the future.
While your marketing is doing its job to get you prospects, you need to be working on turning those prospects into customers. There are a few key ways to draw them in and seal the deal. You need to be:

Inviting
Informative
Enjoyable

The biggest fear of most new customers is the dreaded “buyer’s remorse.” You want to minimize this as best you can, and if you’ve provided a quality product or service that delivers on the marketing claims you’ve made, the risk will be lower.

However, returns can still occur. Here are the two most effective ways to deal with this:

Offer to refund money — no questions asked
Offer a bonus they can keep even if they return the product

These offers alone will also lessen the impact of buyer’s remorse, because the customer will trust you more just because you showed the confidence in your product or service to offer these options in the first place.

There are number of other ways to turn a prospect into a customer:

Offer a special price as an opportunity for them to test the market.
Offer a lower price with a legitimate reason, such as clearing out inventory to pay a tax bill, for your kid’s braces, or another tangible reason. (Added bonus: Customers love you for doing this, because it makes you so much more human to them.)
Offer a referral incentive.
Offer a smaller, less expensive entry-level product to build trust.
Offer package deals.
Offer to charge less for their first purchase if they become a repeat customer.
Offer extra incentives, such as longer warranties or free bonuses, if they order by a certain date.
Offer financing options, if applicable.
Offer a bonus if they pay in full.
Offer special packaging or delivery.
Offer “name-your-own-price” incentives.
Offer comparative data or other comparison tools.
Offer to let them trade up or upgrade to something better if they want.
Offer additional, educational information to help them make the decision.

The options are really only limited by your imagination and marketing skill. You can use these or other ideas to discover what works the best for your specific business, with your specific products, services and target market.

Even if you ever find yourself doing door-to-door sales.

Marketing agent in Katraj

The Salesperson is Either Dying or Never More Important. Who Do You Believe?

Much has been made of the salesperson going the way of the pager, the payphone and the Palm Pilot. In recent years, three prominent analyst firms have added fuel to that discussion with findings that support the purported “death of the salesperson:”

– “57 percent of the buyer’s journey is complete before a customer’s first contact with a supplier.” (Corporate Executive Board).

– “Customers rate salespeople as the least influential interaction in the buying process.” (Gartner)

– “93 percent say that they prefer buying online rather than from a salesperson.” (Forrester)

But a sharply contrasting view has surfaced from SiriusDecisions, whose analysts explored the truth (or lack thereof) of these claims along with several others.

So how much credence should you give to the idea that salespeople are being “disintermediated by digital?”

According to SiriusDecisions, not very much.

In a study of more than 1,000 respondents, they found that buyers actually interact with sales reps most during the early stage “education” phase of the buying cycle – regardless of the complexity of the sale. Even more telling, the study found that the more complex the selling scenario, the more early stage sales interactions tend to take place. Sirius also found that as deals reach higher expenditure levels, human-to-human interactions become even more frequent.

The high degree of early-stage interaction suggests buyers may not be as far along as they think in the wake of the digital conversation. As a result, this is a stage of the deal where salespeople can and should make a mark.

Interestingly, in some of Corporate Visions’ own market research, 700 business-to-business marketers and salespeople ranked the opportunity creation conversation as having the highest impact on sales quota. However, the research found that they feel the least prepared by their companies to win the early stage dialogue. But why? Is it because companies are believing the analyst rhetoric and not focusing on this area?

To make sure reps thrive where it matters most, equip them with tools that help them defeat the status quo and cast your solutions as uniquely qualified to help them realize their goals:

Enable reps with a “why change” story – With so many deals ending in no decision-Sales Benchmark Index puts the figure around 60 percent-it’s becoming clear that many buyers haven’t actually committed to leaving the status quo when they engage a sales rep. Your demand generation campaign has clearly incited a question or concern, but the prospect clearly hasn’t “flipped the switch” in favor of change, yet. In fact, in their first sales interaction, your reps need to be ready and able to dislodge the status quo, helping prospects and customers embrace the idea of pursuing something different before jumping into the competitive value proposition.

Introduce “unconsidered needs” first in your sales dialogues – Identifying your buyer’s unconsidered needs-the challenges or issues they aren’t yet aware of-is an early stage sales interaction that can form the foundation of a compelling “why change” story. Some refer to these as insights – counterintuitive concepts that challenge the status quo.  Here’s a simple recipe for building these nuggets of insight.

1) Introduce a surprising piece of data that unearths a potentially unconsidered, under-valued or unknown need;

2) Wrap that data in a disruptive point of view or perspective that causes the prospect to re-evaluate their commitment to the status quo;

3) Launch the discussion with a provocative question that forces your prospect to “try on” this insight, specifically comparing their current state to the troubling perspective you just laid out.

By being prepared to inject this message into your conversation right away, you position yourself to create a buying vision, while adding an element of uniqueness and urgency to help you topple the status quo and distinguish your message.

While the war of competing data and research findings between the analysts ramps up, the question you must ask yourself is what should you be doing about making sure your demand generation programs and sales enablement content are doing what they need to do to drive the growth you’re seeking.

Corporate Visions’ Virtual Coach improves productivity by giving sellers the right reinforcement from right within the CRM platform or sales portal. Using the Veelo Guided Selling system, which intelligently predicts content and enablement support for sellers at each stage of a sale, Virtual Coach provides salespeople with situation-specific coaching content that’s presented in context and aligned to each selling or buying stage. Best of all, the content comes in bite-size chunks optimized for refreshing salespeople on the skills and concepts they need to gain mastery of the key conversations that happen throughout the buying cycle.

By prompting salespeople to use the techniques relevant to each deal stage, you’ll ensure your salespeople not only apply the skills you’ve invested in, but are also highly proficient with them. That will make low adoption and skills erosion a thing of the past. And, it will also get your reps one step closer to shining where it matters most: articulating value on purpose-not by accident-in front of prospects and customers.

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