Does Your Sales Team
Need a "Second Voice"?

How to Turn a Tricky Situation into an Opportunity

You spent countless hours creating a value proposition and presentation for one of your sales reps to deliver to a group of decision makers and influencers at one of your most promising accounts. Halfway through the meeting, the VP of technology asks a highly technical question. Your sales rep is obviously troubled by the question for a number of reasons;

• based on his limited knowledge on the subject, he is not sure if he can satisfy the VP with an answer that is technical enough,
• he is not sure how to address the issue without putting the rest of the (non-technical) group to sleep,
• usually, he relies on a product manager to explain these technicalities, but she couldn’t make this particular meeting.

A bead of sweat drips from his brow as he hurriedly considers his next steps … 

Consider the Options…and the Ramifications
Well, this is indeed a tricky situation. Our sales rep has to hurdle an obstacle on the fly. What are his options? He could;

• try to address the issue himself and run the risk of losing his credibility and  the rest of the audience,
• attempt to move the topic aside and coordinate a follow-up meeting with the VP and our product manager,
• ignore the VP, but he will most certainly be blocked by this gatekeeper down the road.

What if your organization had a strategy for dealing with these situations?

A Different Solution
Thinking ahead, you carefully mapped out messages tailored to address the needs of various stakeholder roles in a range of industries across your sales cycle and turned them into sales-ready, customer-relevant message units and proof points. You enlisted the expertise of all your product managers, pre-sales engineers and other internal specialists to provide audio narration and explanations of those key messages. Then you created eye-catching visuals to support the audio. From there, each message unit was turned into a dynamic, impactful multimedia vignette to provide deep, technical explanations for all of your complex messages.

The result: your messages are conveyed in a highly compelling and consistent manner—no matter who is delivering them or how tricky the situation.

Add Impact to Your Messages
This is just one of the ways Avitage Second Voice Vignettes (SM) can arm your sales team with “communication silver bullets” to improve their sales conversations and help them gain credibility with stakeholders. Next to having a live expert in every conversation, multimedia vignettes are simply the best way to: capture attention, accurately explain complexity and nuance and deliver messages based on best practices. Multimedia helps messages stick.

For more information on the Avitage Second Voice Vignette Program or to view an example, visit our website or call 781.522.8000.

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About Avitage
Avitage (name derived from audio-video montage) is a business communications services company. We help companies enable users to communicate internally, with sales channels and customers using tailored, dynamic, multimedia communications to capture attention and motivate behavior change. Through unique ways to create, manage, deploy and deliver custom multimedia communications, our customers produce high volumes of professional quality, reusable, modular, multimedia assets, with development times measured in minutes, hours or days at costs well below traditional production methods.

We are unique in the way we enable the business front line to instantly assemble and deliver custom multimedia shows that are tailored to the specific interests of each audience. This creates a competitive advantage that increases win rates, reduces sales cycles, increases selling time—all while lowering selling costs. Learn more at www.avitage.com or call us at 781.522.8000.

1432 Main Street
Waltham, MA 02451

© Copyright 2008 Avitage, Inc. All Rights Reserved. SM Second Voice Vignettes is a pending service mark of Avitage, Inc.