MEDIA
Differentiating from the Competition

THE SITUATION
An experienced sales team was frustrated by the challenges of a marketplace where prospects did not see much differentiation between competing media outlets. Prospects that had been called on for years had started to „tune out‟ the messages that the salespeople were trying to deliver. Sales had sputtered and there was a need to come up with new approaches to engage prospects in a way that was differentiated from the competition.

THE SNI SOLUTION
SNI designed and delivered a highly customized program that provided a fresh, new look at the sales process. To provide differentiation, SNI agreed to an exclusive arrangement so that the techniques being taught would not be duplicated by the competition.

THE IMPACT
“Our sales team had been on the street for months with various sports sponsorship packages. Our message had become a bit stale. SNI‟s session gave everyone a fresh, new look at the overall sales process. SNI focused on our specific goals and used the Three Ps (Prepare – Probe – Propose) to break down the process down into the basic steps that we need to take to close deals. Initially, when the packages came out, we were able to just make Proposals to get deals signed. After closing deals with some of the low hanging fruit, however, returning to a systematic approach to Preparing and Probing before Proposing, helped us get back to some of the same prospects – but with a different approach that was unique and put us head and shoulders above the competition.”
Director of Sales

THE RESULT
Within a week, the team attending this session closed an additional $50,000 in business, providing over a 200% ROI..