I got into a discussion with
a new customer about the information they needed from their sales reps.
Information that was critical to the success of their company. They are a
bottled water company that sells water services to businesses across North America.
He said what he needed from his sales reps was competitive contract expiry
information. If we had that information he said we could begin a campaign at
the appropriate time and go after that business. We have that information for
less than 15% of our prospects. I suggested we add two questions into his
Activity Card (A Front Row Activity card is a series of questions that a
company creates that every sales rep answers after a sales call through the
Front Row app on their mobile device).
The two questions we added
were 1 a multiple choice questions “ which water company are you currently
using” with these options.
Private Label
Dasani
Aqua Fina
Nestle
Glaceau
Poland Spring
Deer Park
Ozarku
Fiji
Other
And the second question with
a calendar, “when does your current contract expire”.
These two questions were now
front and center as part of their sales report and it became a constant
reminder that this information was important to the success of the company.
Within six months the company
had a huge data base of where every competitor was and the contract expiry
information went from under 15% to over 60%. In addition we were able to
provide management a report that showed the level of contract expiry
information by sales rep which became a huge traing aid for they sales
management group.
If knowing when a competitive
contract expires is important to you contact us . We can help
