Kristin M. Kraus
Sales
& Training
Key Skills & Services
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Strategy, KPIs and & plans
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Business development, account management & key account consulting
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Sales training materials - skills, products & processes
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Sales training delivery & coaching
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Customer training - online/direct
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Lead generation & management
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Sales recruiting and managment
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Telemarketing scripting
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Sales presentation creation
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Sales meeting managment
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Sale process definition & improvement
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Incentive programs
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Forecasting
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Competitive analysis
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Metrics & analysis
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Tools: Requirements gathering & prioritization
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Best practices & implementation insights
“ Best way to sell something?
Don't sell anything. Earn the awareness, respect and trust of those who might buy. ”
- Rand Fishkin, CEO of SEOmoz
Sales & Territory Planning
Getinge USA
Health Care Division
A review of customer and territory performance revealed clear opportunities for growth and a need to rethink some over and under-served markets.
We created a sales plan with goals, target lists with specific product recommendations and incentive programs.
My team created and delivered marketing programs and support to help the sales team meet their goals. I also recruited a new inside sales team and established new roles, policies and tools to help kick off the new team. Marketing programs for one of the 5 key goals is shown here.
Customer Training:
CEU Course
Getinge USA
Health Care Division
A key part of the launch of the GETINGE ASSURE SafeStep Contamination Monitoring System, was to educate the market about the impact of biofilm and bioburden in a sterile environment.
Our strategy was to create in-service workshops and a free self-paced CEU course that we would distribute broadly to educate the market on this challenge. Our launch plan positioned SafeStep as the clear solution to address the problem.
I partnered with the Product Manager to create this course, two videos, web content and a campaign to educate the market thru web, email, advertising, trade shows and more.
SafeStep was one of Getinge's most successful new product launches in years. These materials are still in broad use today.
Product Interactive Demo
& Sales Launch Kit
Kodak
KODAK Adaptive Picture Exchange (APEX)
APEX is a digital replacement for the traditional photofinishing chemical wet labs found all over the world. It was game-changing technology and was expected to need extensive selling and hands-on demo time to ready the market for change.
We hit a snag with one of the key components and it looked like we would lose several months of time-to- market. I thought we might be able to fill the gap with some digital launch tools.
We created an interactive CD with a series of software and equipment demos, sales presentations, reference materials and other tools to enable our sales teams, distributors and VARs to sell-in APEX to retailers and photo service providers around the world.
We were able to communicate the benefits and demonstrate deep functionality months before actual equipment was available for shipment or could be demonstrated. This helped us create demand and enable Kodak regional teams and channel partners to place orders well ahead of availability.
Results? We estimated that in several markets we accelerated roll-out and sales by at least 4-6 months.
This is a compilation of brief clips of footage from an extremely detailed interactive tool. If you would like to review the full CD, please contact me for a copy
Online Clerk Training Portal
Kodak
Digital Training Partner Site
How can you deliver a consistent and effective experience for your product in store?
The KODAK Picture Kiosk was designed to help consumers make 4x6 prints plus create a large variety of products. It's quite easy to use, but the growth in the number of products and creative choices can be a bit overwhelming.
It was clear that store clerks were often not being trained. This meant the Kodak experience was not always meeting our standards. We needed an efficient, self-paced way for clerks to be traineed and learn tips and techniques to help shoppers and upsell. Given the retail environment, ideally clerks could review a series of short sessions and pick right back up where they left off when there was a brief lull in store.
We leveraged an online web tool created to train clerks about Kodak cameras and customized the lessons, content and capabilities to meet the needs of kiosk retailers.
Tools included testing, incentives, tracking, the ability to share their own selling tips, ideas and more. Created for initial launch in the U.S., we designed it for easy localization.
Review the plan, site structure, sample lessons and more in this presentation.