spacer spacer spacer
 

K.I.S.S.

Training Tips on Using Your Scarborough Data: Exercise #2

K.I.S.S. meaning…Keep It Simple, Silly! The simplest and easiest way to use Scarborough is with an IQP, or Instant Qualitative Profile, report in QUALITAP. Have each AE prepare an IQP on a business they're pitching and present it as they would on a first call to that client.

Instructions for the Trainer

Step One:
Have each AE run an IQP on a business they are prospecting.

Suggested Online Course

If your reps need more help with this topic, they may want to take:

  • Scarb 101 – Scarborough Basics
  • Scarb 103 – Prospecting Local Direct Business with Scarborough
  • Scarb 104 – It's All About The Client

To register, go to www.ArbitronTraining.com

For more information on Scarborough, go to www.Scarborough.com

 
 

Step Two:
During your sales meeting, have each AE present the IQP report to the rest of the sales staff as if they were meeting with the client for the first time. Did they clearly explain what this information means and why it's important to the client?

Additional Instructions

IQP step-by-step guide.

 

  
     
bottom image