R.A.D.A.R.® - Strategic Opportunity Selling (RADAR) is a methodology designed to enable your sales team to win complex, highly competitive, strategic sales opportunities with significantly political decision-making processes.

The RADAR methodology helps sales professionals develop an effective plan to compete effectively and win opportunities characterized by committee decisions, longer sales cycles, and large strategic value for both the seller and the customer.

RADAR is based on a repeatable process for planning how to win complex, highly competitive, strategic-value sales opportunities, and includes supporting analysis and planning tools.

The RADAR Opportunity Planning Process

Radar

Intended Audiences

RADAR is designed for any sales professional that competes in complex opportunities with long evaluation cycles, many players involved in the buying decision process, multiple competitors, and high strategic value for both the buyer and the seller.

What is included in the R.A.D.A.R.® – Strategic Opportunity Selling program?

Program Objectives

Designed to provide a repeatable methodology for strategic opportunity planning, RADAR enables sales professionals to:

  • Better understand and manage all the components of complex, high-value sales
  • Apply effective strategies that win at three levels – enterprise, opportunity, and individual stakeholder
  • Qualify opportunities by uncovering the compelling reason to act earlier in the sales cycle and move buyers to action, thereby maximizing seller return on time invested
  • Access and sell to power – navigate to and build preference with executives early in the process
  • Find the strategic issues that motivates buyers to take significant action – gain knowledge of customers’ most compelling strategic imperatives
  • Build value by linking solutions to customers’ strategic imperatives
  • Understand customer’s political decision-making process and individual buyer roles
  • Develop plans for coordinating sales resources to compete effectively in strategic opportunities, and win consistently

Multiple Delivery Modality Options

RADAR can be learned through live instructor-led training (ILT) workshops via virtual instructor-led training (vILT) sessions, or online through on-demand eLearning and video-based content. However, because RADAR is a comprehensive opportunity planning methodology, we find that a blended learning approach that incorporates a mix of delivery modalities produces the best results.

For ILT and vILT delivery, each SPI instructor has been certified to rigorous standards, and they each bring at least 15 years of sales and management experience to ensure their credibility and enhance facilitated discussions. Alternatively, SPI can certify client instructors for in-house delivery and coaching, at the client’s option.

Workshop Topical Agenda

RADAR is a modular program, designed to be tailored to the unique requirements of each client. The standard instructor-led RADAR workshop is a two-day, highly interactive program, and incorporates online eLearning and in-classroom automated tools. The standard workshop includes:

Day 1

Introduction to R.A.D.A.R.® – Strategic Opportunity Selling

  • Objectives
    • Components of the complex sale
    • How buyers buy: behaviorally
    • The evolving buyer, buyer states, and three emerging sales personae
    • Workshop Goals and objectives
    • The RADAR methodology and opportunity planning process
    • Introduction to RADAR automated tools to be used in the workshop and beyond
  • Exercises
    • What makes the complex sale complex?

Arsenal of Competitive Advantage

  • Objectives
    • Sources of competitive advantage
    • Link competitive advantage to create value
    • Act as a CEO of a virtual organization
  • Exercises
    • Why Us? – Analysis of competitive advantages
    • Review live opportunity (case study) information

The Death Valley Sales Cycle

  • Objectives
    • Signs of trouble in strategic opportunities
    • Challenges of team selling
    • Traditional sales funnels
    • The Death Valley sales cycle & the Crucible
    • Competitive control tactics
  • Exercises
    • Symptoms of out-of-control opportunities

Pain and Prospect

  • Objectives
    • Four keys to demystifying the decision-making process
    • Anticipate potential pain and missed opportunity
    • Aspects of pain – motivating factors for buyers
    • Impact of company culture
    • Professional and personal agendas
    • Build value – the food chain of value
      • Cultural impact
      • Financial impact
      • Political impact
      • Strategic impact
      • Operational pain
    • Prospect qualification factors
    • Compelling reason to act
  • Exercises
    • Complete food chain of value for a live opportunity
    • Identify Compelling Reason to Act for a live opportunity

Day 2

Preference, Process & Power

  • Objectives
    • Build preference
    • Define the decision-making process
    • Decision-making roles or parts: formal and informal
    • Analyze decision criteria by stakeholder
    • Power scale, selling to power, identifying power
    • Influence vs. authority
  • Exercises
    • Identify characteristics of power
    • Analyze stakeholders for a live opportunity

Political Navigation

  • Objectives
    • Obstacles to executive access
    • Bottom-up navigation in buying organizations
    • Speak the language of power
    • Seek sponsorship to power
    • Navigate political networks
    • Building blocks of trust
  • Exercises
    • Bargain for access to power
    • Analyze stakeholders for a live opportunity

Plan to Win

  • Objectives
    • The benefits of a plan
    • The elements of strategic failure
    • The four-part strategic opportunity plan
      • Solution approach
      • Political approach
      • Competitive approach
      • Closing approach
    • Exercises
      • Develop a strategy/action plan for a live opportunity
      • Prepare for the live opportunity team presentation

Strategic Opportunity Plan Reviews

  • Reviews: Each Workshop Team Presents Plan Elements

Getting Started with the R.A.D.A.R. Methodology

  • Discuss best practices for getting started with opportunity planning

RADAR typically includes a pre-workshop assignment consisting of:

  • Watching an online “Getting Started” video that describes the pre-work assignment and the RADAR opportunity planning process, and introduces the automated tools that will be used in the workshop and beyond
  • Compiling essential information about a live opportunity to be used as a case study in the workshop

In the workshop, participants use the pre-work assignment content in application exercises to practice program concepts while developing their strategic opportunity plan.

Instructional Materials

The RADAR workshop is designed with adult learning principles in mind. The program’s instructional materials facilitate participant understanding by using a mix of media to transmit and reinforce key learning points. SPI provides full-color training content in electronic interactive workbooks, for use on participants’ mobile devices or laptop computers, as well as color reference charts, animated presentations, and video content, where appropriate.

Useful Sales Tools and Job Aids

The RADAR workshop incorporates the integrated use of SPI-Sales Process Playbooks – an easy-to-use, automated tool that includes a variety of helpful job aids. As participants complete the pre-workshop exercises and the in-workshop planning exercises, they capture the results in the SPI-Sales Process Playbooks application. After the workshop, sellers can use the application on an ongoing basis for effective execution of their strategic opportunity plan, and for developing future iterations of opportunity plans.

The job aids provided in the RADAR program toolkit include:

  • Opportunity Summary – essential information about a prospect’s business drivers, competitive environment, industry, and key performance indicators that are relevant to a strategic opportunity
  • Stakeholder Analysis – a visual representation of the formal and informal relationships within an account, the key people in the account, and their roles – captures influencers and power for a strategic opportunity
  • Decision Criteria Analysis – identifies the priorities of each decision-maker and influencer in a strategic opportunity, and competitive strengths and weaknesses of each
  • Food Chain of Value – identifies account-level strategic, cultural, financial, and political connections to operational pains in a strategic opportunity
  • Opportunity Strategy – captures the most effective approach for competing to win a strategic opportunity
  • Strategy/Action Planning – sets the competitive strategy for an opportunity and assigns resources to execute required activities to win
  • 30/60/90-Day Implementation Plan – a planning tool for getting started with opportunity planning principles successfully

Strategic Value

R.A.D.A.R.® – Strategic Opportunity Selling provides sales professionals with a repeatable and practical methodology for winning highly competitive, complex opportunities with a high solution value. The outcomes of this methodology are higher win rates on large “must win” opportunities, which produces more revenue for the business, and more efficient use of selling resources, providing a lower cost of sales.

Sales Collaboration Plan

Reduce potential losses to “no decision” – or eliminate them completely – by using this simple tool.