Creating Winning Opportunities | Sales | Training Programs

Program Name

Creating Winning Opportunities

Sales reps, partner sales reps and sales managers

This program promotes the critical importance of evaluating sales opportunities from the customer’s perspective, helping your sales team to identify and pursue the opportunities that are right for your organization. Participants will learn a simple but powerful method to determine where the customer is in their specific buying process. Then they will learn how to build a sales strategy and plan that is synchronized to that buying process and to manage opportunities for success.

Five 75-minute live virtual modules, typically delivered one per week, and each followed by a Work Assignment of about 45 to 60 minutes

• Increase win ratios and forecast accuracy
• Shift the focus from price to value
• Adopt solution and strategic selling
• Influence the buying process to increase deal sizes, win probability and cycle times
• Increase sales effectiveness by focusing on the right opportunities in the right way
• Develop superior competitive strategies
• Disqualify poor opportunities early on
• Develop more focused selling plans

• Business performance
• Achievement of planned business results
• Opportunity win rates
• Well-qualified sales opportunities
• Market competitiveness
• Strength in positioning
• Employee and customer satisfaction rates

Module 1

• The importance of Opportunity Management
• Anatomy of a sales opportunity
• Considering a sales opportunity from the customer ‘s perspective
• Progression through the customer’s buying process
• The three primary factors in the customer’s buying process
  • Value drivers
  • Alternative approaches
  • Buying network
• The organization’s specific buying process

Module 2

• Impacting the customer’s buying process
• Synchronizing selling to buying
• The 3g Sales Roadmap
• The 5S Checkpoint approach
• Customer buying concerns through the buying process
• Conditions for a customer to commit to buying

Module 3

• Understanding strategy
• The 3g Strategy Worksheet
• Addressing the buying concerns
• Building the sales strategy

Module 4

• Qualifying out poor sales opportunities
• Building the selling plan
• Translating strategy into specific sales tactics
• Influencing the three buying process vectors
• Velocity
• Deal Size
• Win Probability
• Understanding the using the 3g Planning Tools
• The Value Map
• The Competitive Analysis Map
• The Relationship Map
• Developing the selling plan

Module 5

• Share best practices between participants
• Leverage best practices from across the organization
• Reinforce overall process
• Review any specific areas of challenge
• Keys to success
• Develop personal implementation plans

The Introduction to Third Generation Selling Learning Element is highly recommended.