Marketing Sales

A tool for involvement and joint innovation from sales and marketing teams.

A methodology of brainstorming in the service of team cohesion and innovation

An observation :

Innovations are mainly designed and developed by marketing without support from sales force, nevertheless responsible for the success on the ground. Indeed, very often, well-designed products and corresponding to consumer needs, but not funded by the sales force.

Interest :

• Innovation : designing and creating a new offer, new services, new products...
• Involvement : guarantee the participation and support of the sales force to offer the new service, product...
• Mix insights : : innovate by taking into account both the needs / consumer insights as well as the restraints, benefits and insights of the sales force.

How ?

A 2 phases participatory methodology :

• Step 1 : interviews with the sales force and customers / prospects (interviews filmed for an animated and involved return with the sales force): searching for insights and needs, concept testing, restraints evaluation, benefits, offer limits...
• Step 2 : filmed appointments between sales force and customers ‚ prospects (interviews filmed for an animated and involved return with the sales force) : Live test of new offers with real customers - prospects (identify obstacles, limitations, aspirations, optimizations...)