Preconditioning
Using field-based marketing coordinated with compelling entry value statements preconditions the market and establishes initial interest and eases engagement with the right customer contacts.

The challenge
Sales professionals who demonstrate confidence and competency in the other steps of the sales process consistently report that gaining access to the right people is a major challenge.

Misaligned marketing
This competency gap is often linked to a misalignment with marketing and results in sales people having to compensate for poor preconditioning. In some cases sales team will attempt to precondition their own prospects, but are often ill equipped to do so.

Our solution

• Align marketing and sales responsibilities for opportunity development
• Develop sets of entry value statements based on trends, impact, options and solutions targeted to the right client contact points.
• Enforce a sales discipline that practices and perfects this competency with results tracking and coaching support.

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