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Empowering the sales team with engaged sales training

PMO Team,    11 Jun 2010
Empowering the sales team with engaged sales training

Background

HP’s storage media division, a market leader across the world, aims to help businesses streamline their data protection processes. All players in the storage media market use the same underlying technology. As a result, large sections of HP’s own sales force, particularly channel partners, had little awareness of how HP storage media products are better and more cost-effective than those from most other competitors, resulting in most sales being heavily dependent on pricing rather than the true value of the product.

 

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HP realized that an effective channel to communicate the “HP advantage” was essential to ensure that it maintained and increased its market leadership in the region.

Objective

HP’s stringent quality measures are what differentiate its brand from all others. Its rigorous testing procedures have resulted in its tapes registering one of the industry’s lowest bit error rates. This in turn translates to better reliability and quality, making HP a cost-effective choice..

Making partners aware of these advantages and encouraging retention, and doing it in an engaging manner, formed the core of Interakt’s online training strategy for meeting HP’s objectives.

Execution

Besides covering factual information on the market landscape, HP’s product range, and competitive analysis, Interakt demonstrated its originality in incorporating the practical application of this knowledge in sales pitches via two short interactive videos, all delivered as Engaged Learning modules online.

The videos presented enactments of a sales pitch for different verticals by two salesmen with contrasting styles, interspersed with moments of comedy and serious facts, engaging the audiences while imparting the technique of selling HP storage media. The videos also had interactive functions through which the audiences could gather printable “notes” on important information used as part of the video. for printing.

6 Comments

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