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 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:
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 motivate 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:
Introduction to R.A.D.A.R.® – Strategic Opportunity Selling
Components of the complex sale
How buyers buy: behaviorally
The evolving buyer, buyer states, and three emerging sales personae
The RADAR methodology and opportunity planning process
Introduction to RADAR automated tools to be used in the workshop and beyond
What makes the complex sale complex?
Arsenal of Competitive Advantage
Sources of competitive advantage
Link competitive advantage to create value
Act as a CEO of a virtual organization
Why Us? – Analysis of competitive advantages
Review live opportunity (case study) information
The Death Valley Sales Cycle
Signs of trouble in strategic opportunities
Challenges of team selling
Traditional sales funnels
The Death Valley sales cycle & the Crucible
Competitive control tactics
Symptoms of out-of-control opportunities
Pain and Prospect
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
Prospect qualification factors
The compelling reason to act
Complete food chain of value for a live opportunity
Identify Compelling Reason to Act for a live opportunity
Preference, Process & Power
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
Identify characteristics of the power
Analyze stakeholders for a live opportunity
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
Bargain for access to power
Analyze stakeholders for a live opportunity
Plan to Win
The benefits of a plan
The elements of strategic failure
The four-part strategic opportunity plan
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.
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
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.