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Delphi Integrated Service Solutions designed a break-through shop management, training and diagnostic tool. But after two years on the market, they were struggling to achieve a successful sales model. Strong opinions within the company delayed implementation of key changes in the sales process. Although trade ads were developing some degree of awareness, the field sales force was struggling to close sales. We implemented a multi-prong research project, which included a focus group and phone interviews. Carefully selected independent service dealers helped to uncover their hot buttons and DISS used the research to redesign their sales efforts into a more effective sales pipeline.
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Strategy
