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A survey of about 400 B2B salespeople and marketers around the world, conducted by Corporate Visions, has found that salespeople are not being armed with the right tools to deliver new product messages. In turn, almost 60% of respondents believe that only a minority of salespeople are delivering new product messages the way they were intended. Among the issues uncovered: only 38% of companies offer formal training to sales reps for new product launches at least three-quarters of the time, and only 22% said sales reps are required to demonstrate proficiency in message delivery.
Seriously, there's no excuse for this anymore. With the amount of marketing technology available today, both for creation as well as distribution and storage, this is relatively simple to execute. And deploying JIT via video is probably the most useful tool available.