Selling Through Independent Distributors And Retailers:
Avoiding "Death By PowerPoint"
To increase sales penetration of mid-market companies and reduce sales-related expenses, a leading medical products company was changing its sales strategy and beginning to sell through independent distributors. To support the new strategy at the National Sales Meeting, the Marketing Department was responsible for presentations on a broad range of topics.
Our client needed to maintain the interest and engagement of sales representatives in the middle of a five-day sales meeting, optimize learning and transfer of training to the job, and avoid “death by PowerPoint."
The TEG Solution
TEG worked with marketing subject matter experts to redesign their one-way presentations into participative and learner-focused sessions built around group activities, competitive challenges, problem solving, role plays, interactive Q and A, action learning, and fun.
Building on these creative recommendations, our client successfully delivered stimulating and highly interactive sessions on a wide variety of topics, including:
- Awareness Programs
- New Products
- Competitive Information
- Positioning Products To Mid-Market And Enterprise Customers
- Selling Through Distributors
- Shifting From A Product To A Service Focus
- Preparing Price Quotations For International Proposals
- Utilizing Sales Tools And Resources
The sales team acquired the skills and knowledge they needed, and there was not a single PowerPoint fatality at the meeting!
