After you've presented the POV and instilled the importance of change, your next goal is to identify the specific business challenge(s) affecting your contact and how Nielsen can help.
If you don't know where to steer the conversation in advance, ask your audience which of the challenges listed below they struggle or identify with most to figure out where your conversation should go next. Open the sections to see a cheat sheet (i.e. outline) of the conversation.
After you've presented the POV and instilled the importance of change, your next goal is to identify the specific business challenge(s) affecting your contact and how Nielsen can help.
If you don't know where to steer the conversation in advance, ask your audience which of the challenges listed below they struggle or identify with most to figure out where your conversation should go next. Open the sections to see a cheat sheet (i.e. outline) of the conversation.
Business Challenge 1 - "I'm always making tradeoffs between research speed and data quality"
Power Position
- Test innovations faster and trust the results
Provocative Questions
- What are the three improvements you want to make in your innovation testing?
- How would your innovation process, or business, change if you could get reliable results quickly?
- If you could find the best idea earlier and more reliably, where else would you invest in your innovation process?
Unique Strengths
- Predictive analytics based on 40 years (200,000 initiatives tested globally) of validated research proven to help make innovations 75% more likely to succeed in market
- Forecasting systems that predict future revenue within 9% of actual sales
- Proprietary algorithm that finds the best idea, the first time time, every time
- Software platform that centralizes/automates inputs and can deliver results at the click of a button
Applicable Nielsen Solutions / Measurement Methods
- Factors for Success
- Forecasting
- Innovation Studio
Business Challenge 2 - "My team spends too much time on low-value administrative tasks"
Power Position
- Centralize and simplify your innovation insights process
Provocative Questions
- What are the top three administrative tasks your team spends the most time on today?
- How much time do you think is spent on these tasks?
- How much time do you actually spend on developing an idea?
- How many people help develop an idea?
- If the time spent on administrative tasks was significantly lowered, what part of the innovation process would you spend more time on?
Unique Strengths
- Manage research inputs and collaboration in one system
- Available online, 24/7 for whenever an idea strikes
- Can deliver interactive results at the click of a button
Applicable Nielsen Solutions / Measurement Methods
- Innovation Studio
- Quick Predict
Business Challenge 3 - "The world we live in limits how much we can test"
Power Position
- Get more insights out of every dollar and minute spent
Provocative Questions
- What percent of ideas do you feel make it too far before they are abandoned?
- What percent of ideas do you feel make it too far before they are abandoned?
- If you had more time to explore ideas do you think you would be able to launch better propositions than you currently are today?
- How many ideas don't get to be tested because of the limitations of your current testing?
- How often do you have to say no to testing due to lack of resources / time?
Unique Strengths
- Know where to focus your resources and further research in as fast as 3 days
- Proprietary algorithms let you test as many ideas as you can think of, in one test, and find the best idea to move forward
- Ideas optimized by our algorithms are 4X more likely to succeed and achieve 38% more forecasted revenue
Applicable Nielsen Solutions / Measurement Methods
- Quick Screen
- Innovation Studio
- Nielsen Optimizer
Now it's time to practice. Download the Why Us whiteboard scripts and storyboards and use the cheat sheets above to become an expert. Can't draw live? Download the slides.
Don’t forget to mix it up when you present and use the best practices outlined previously
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