One of the challenges associated with attempting to penetrate markets with, technical products, particularly IT products, is developing a customized sales approach that will be successful in each target market. The medical industry is extremely complex and the information requirements vary by market segment. In addition, the backgrounds of the decision makers and the competitive landscape within each market will tend to vary. As such, a sales strategy must be developed on a market by market basis in order to ensure an efficient use of one’s sales force.

NewEdge develops sales strategies and sales leads for each target market. The sales strategy and implementation tools NewEdge provides will include the following elements:

• Description of the decision making function, key decision makers, and processes for selecting products
• Method for reaching key decision makers
• Scripts for interacting with key decision makers
• Likely objections to the product and methods for overcoming those objections
• Description of perceptions of competing products.
• Methods for addressing barriers to sales resulting from preferences for competing products.
• Methods of closing the sale
• Methods for generating contacts and leads
• Methods of shortening the sales cycle
• Qualified Sales Leads in each market
• Green Envelope Opportunities – leads with whom NewEdge has interacted that express strong interest in the product. These leads are packaged in a Green Envelope and delivered to the client before the project is completed.
• 10 to 20 additional contacts with top decision makers within each market. Number of contacts will be influenced by the number of qualified organizations in the target market.

Additional Sales Support
In addition to providing sales strategies and leads, NewEdge offers several services that assist firms in increasing market penetration for their products. These services include:

• Branding that better communicates the product attributes so as to speed product recognition and shorten the sales cycle
• Training of sales staff
• Joint sales calls with sales staff and NewEdge’s industry contacts
• Development of collateral material to assist in sales, including brochures, trade show materials, web site, and advertisements
• Communication plans that will target the right level of decision maker and the publications they trust. In addition, the communication plans include advertising copy that will motivate purchase or inquiry.
• Pricing strategies that will shorten the sales cycle while ensuring strong ROI