Business Challenge: A manufacturer of digital entertainment content systems for use within retail establishments was having a difficult time getting sales leads to convert into serious leads using its current set of sales presentations.
Solution: handshake worked closely with the client to develop a sales presentation strategy and "wish list" of proof point topics that sales execs believed would have the most impact. From there, handshake developed a resource that included behavioral targets, target profiles across entertainment/shopping preferences, and market research to uncover facts that supported various claims used in the presentations, such as "in-store entertainment has been proven to increase store purchase levels." Draft presentation materials woven around existing product slides were prepared and the presentation flow/copy was refined until the client was satisfied with the result.
Results: The draft presentations were field tested with actual retail chain prospects and the feedback was that the new treatment was exactly what was needed to better understand and evaluate the proposition. The incorporation of these new materials had an immediate and positive impact on business development results, including shortening the length of time to close deals.
Learning: Most sales execs already know what it takes to close a deal, they just need to be provided with the needed support. While it takes some time and resources to bring sales presentations to that next level of prospect relevance/strong proof points, the investment can be an integral part of getting an account to become interested, remain engaged, and ultimately give you the order.
Testimonial: Steve Birrell, SVP/General Manager: "The business development presentation strategies and supporting data provided by handshake enhanced our credibility in terms of how our prospective accounts perceived us and how they valued what we brought to the table. Ultimately it has shortened the length of time between initial interest and proposal requests. When presented to our existing and potential restaurant/retail accounts handshake's market data validates critical selling points."