Coaching a Scientist to SellIndoor Air Quality Monitoring Business
A scientist was downsized by a Fortune 500 company and joined a start-up company in the indoor air quality monitoring business. While he understood the technology well, he had no sales experience. He had a territory of about one-third of the U.S., and no effective sales process. He hired Effective Learning for Growth to help him learn to sell.
In weekly sessions over 4 months, he
• Clarified his target markets and value propositions,
• Developed ways to reach them,
• Built marketing collateral, and
• Practiced all steps of the process.
He became skilled at interacting with prospects over the phone and in person, including at trade shows.
He went with his company’s president to a regional trade show for home inspectors, with his approach and value proposition clear and brief. While there, he sold the company’s entire inventory of devices and created a backlog of orders.