Develop and execute a strategy to win high-value, complex deals

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?

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

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

Arsenal of Competitive Advantage

The Death Valley Sales Cycle

Pain and Prospect

Day 2

Preference, Process & Power

Political Navigation

Plan to Win

Strategic Opportunity Plan Reviews

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

RADAR typically includes a pre-workshop assignment consisting of:

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:

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.

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How You Sell Is the Last Advantage