Strategic Opportunity Selling
Strategic Opportunity Selling is a sales strategy and plan which applies intense focus on winning key strategic sales opportunities within an account. Students will delve deeply into a live sales project, determine if the opportunity represents a good place to invest time and resource and, if so, how to win. Through the rigor of opportunity assessment to determine if the opportunity meets standards, to the critical examination of key players in the account, on towards competitive landscape and the charting of the Win Plan, students will examine crucial factors that drive a winning strategy. The strategy and key tactics are documented for team communications and commitments. Any critical resources needed to win are identified early so they may be reserved. Participants will leave with a thoroughly reviewed operational Win Plan which will greatly improve the chances of effectively and efficiently progressing the opportunity through the sales cycle to win!
You Will Learn How To:
- Increase win rates on large value opportunities
- Understanding when to say “No Bid” and walk away from unqualified opportunities
- Decrease cost of competing for large opportunities
- Better utilize costly resources
- Communicate and collaborate more effectively with team members – especially virtual team members
- Maintain control of key opportunities, especially near the end of the sales cycle when the pace accelerates and pressure escalates
Learning Modules:
- Introduction to Strategic Opportunity Selling
- Assessing the Opportunity
- Aligning with the Right People
- Outmaneuvering the Competition
- Gaining Control and Charting the Winning Plan
Delivery Modes, Duration, and Languages:
eLearning: 2 hours. English.
Instructor-Led Workshop:
Durations: 1-day
Languages:
Materials in English
Instruction spoken in 7+ languages
