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ACCELERANT RESEARCH BLOG

Research Methodology Spotlight: Sales Simulation Interviews

3/30/2021

 
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The insights industry conducts an enormous amount of research among consumers and end-users, but customer-facing sales processes are often overlooked as an insights goldmine. Accelerant Research has developed an invaluable qualitative research method for assessing the one-on-one selling process, which we call Sales Simulation Interviews.  Although the setup, logistics, recruiting, and execution of such studies are incredibly involved, the premise of this research is quite simple…client observers and research team members get to witness actual simulated sales interactions between real sales associates and prospective customers, and then, after the simulated sales interaction concludes, individual moderator-led debrief interviews are conducted with each party (seller and sellee) to understand the nuanced perceptions and opinions of the process from all angles.  Any organization with a sales arm can benefit from this type of study.
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This methodology can be leveraged to achieve a number of different internal business objectives to:
  • Identify gaps or inefficiencies in the existing sales playbook.
  • Test the effectiveness of new marketing collateral material.
  • Dissect the current sales process for potential coaching opportunities or areas for improvement.
  • Assess sales associate feedback prior to rollout of a new product or service.
  • Aid in developing training materials and playbooks for onboarding new sales associates.

Additionally, no matter what type of salesforce an organization has, we can design a Sales Simulation study to accommodate the natural sales environment, such as:
  • In-Person in a focus group facility environment
  • Via telephone to assess inside sales team processes
  • Via webcam or web meeting to allow for screen sharing
  • On-site at retailers, showrooms, or other customer-facing venues

We invite you to reach out to us for more information about Sales Simulation Interviews.  Simply give us a call (704-206-8500) or send us an email (info@accelerantresearch.com).  With our support and guidance in participant recruiting, technology/logistics management, and even moderating/full-service support, Accelerant Research can provide you with similarly successful and impactful insights.

Research Methodology Spotlight: Show & Tell Ethnographies

3/23/2021

 
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The insights industry has long been aware of the power and richness of in-person ethnographic research.  However, with compressed timelines, tight budgets, and social distancing, ethnographies can often be difficult to execute.  As an alternative to in-person ethnographies, in recent years, the qualitative team at Accelerant Research has been called on, more and more, to conduct what we call Show & Tell Ethnographies, and with great success.  Instead of sending an interviewer, observers, and videographer to a participant’s home or place of business, we rely on the ubiquity of webcam-based communications and the mobility of smartphones and tablets to enable participants to show us their interactions with a given product category or subject matter while telling us about their experiences during a live one-on-one webcam interview. 

The sky is the limit with these types of studies, but here are some recent examples that we have successfully conducted:
  • Consumers receiving delivery of, unboxing, and setting up new smart home devices, providing our moderator with a play-by-play description along the way.
  • Interviews for a pasta company, where we were able to observe and discuss grocery shopping, meal preparation, consumption, and cleanup of families’ dinnertime.
  • Retailer shop-alongs, sending individual participants on shopping excursions armed only with their smartphone, without the intrusiveness of a camera crew and moderator tagging along.
  • UX testing of a new mobile app, leveraging screen-sharing during webcam interviews.
  • Jobsite interviews among general contractors to evaluate power tools, allowing the research team to avoid the logistical challenges and potential dangers of being in-person on a working construction site.
In each of these cases, we were able to save a considerable amount of budget and time requirements, and provide an additional level of robustness to the research that couldn’t be otherwise achieved with telephone interviews or bulletin board methodologies.  We also are able to live-stream these interviews to enable client observers to watch, in real-time, and provide in-the-moment feedback as if they were attending in-person.

We invite you to contact us for more information about these powerful Show & Tell Ethnographic interviews.  Simply give us a call (704-206-8500) or send us an email (info@accelerantresearch.com).  With our support and guidance in participant recruiting, technology/logistics management, and even moderating/full-service support, Accelerant Research can provide you with similarly successful and impactful insights.

Super Bowl Pregame Survey Results

2/5/2021

 
Using its proprietary Agora USA consumer insight community, Accelerant Research polled Americans about their plans for the big game.
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Accelerant Research Qualitative Recruitment Scores a 99% Show Rate in 2020

2/2/2021

 
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When it comes to qualitative research recruiting, sweating the details is of paramount importance.  That’s our takeaway as we look back on the wide variety of participants recruited by our team in 2020.  Spanning B2C, B2B, and a wide variety of niche target populations, we are proud to tout a 99% show rate across all studies in 2020.  What this means to our clients is that almost everyone we recruited showed up as scheduled. 

And it is sweating the details that has helped us achieve this level of quality.  What goes into our success is:
  • The way we hire and train our recruiting staff
  • The care we exhibit in our communications with participants
  • The attention to detail we bring to bear on all studies, even those with the most complex study designs
We are very proud of our team for their great successes last year and we look forward to partnering with you in 2021.
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  • Home
  • CONFERENCES & WEBINARS
    • ARVIC 2021 - February
    • ARVIC 2021 - March
    • 2020 QUARANTINED VIRTUAL INSIGHTS CONFERENCES >
      • QVIC 2020 - April
      • QVIC 2020 - May
      • QVIC 2020 - August
      • QVIC 2020 - October
  • About Us
  • Services
    • Full-Service research & insights
    • Quantitative Research Services >
      • Agora USA Online Panel
    • Qualitative Research Services >
      • Focus Group Facilities
      • Online Qualitative Research
    • Online Communities
  • Blog
  • Contact Us
  • JOIN OUR PANEL
    • PARTICIPATE IN PAID RESEARCH STUDIES