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Problem: Slow acceptance of a new technology stymied a company's sales efforts. Solution: Introduce the application's benefits to prospects through a low risk limited trial followed by return on investment analysis. After recognizing that unfamiliarity was the most significant obstacle to adoption of the company's product, a two-part program was developed. First, sales support tools including presentations, collateral, proposals and contracts were reworked and streamlined to speed cycle time between first contact and initiation of the pilot. Second, a consultant was brought in to develop a practice around solution benefits and hard return on investment. This new approach energized the sales force. Advertising
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