Today’s buyers are empowered with information. Data suggests that over 70% of buyers research and progress through the buyer’s journey without the presence of a seller, meaning the window to engage is becoming shorter and shorter.
For B2B businesses, this challenge is heightened by the fact that B2B buying cycles are generally longer and more complex. So, how do you reach these elusive buyers and convert them?
Good selling begins with understanding the customer’s business challenges and pain points. Opportunity Creation is shaped by the work of thought leaders like Bob Miller, Neil Rackham and others, refreshed with more recent insights and our own experience on the impact of buyer maturity models on buyer behaviour.
Shaped by the SPIN Selling and Conceptual Selling concepts, this program solves the misalignment between the buying and selling process by providing a simple, repeatable structure. Centring on client-focused interactions, it will help your sellers better understand their buyers’ needs and more effectively support buyer progression through the buying journey.
How it works
A one-day course
(in-person or virtual)
Supporting planning templates
Ongoing mentoring to embed the skills and process
The Opportunity Creation training workshop covers:
This workshop provides you with integrated, in-depth exercises, drills, and activities. Online modules and assessments complement the course, helping sharpen and elevate sales aptitude beyond the classroom experience.
Is Opportunity Creation right for you? Yes, if you want to:
Prepare for customer interactions by leveraging modern social platforms
Engage cross-functional departments in your customer management strategy
Build the credibility necessary to engage earlier in the customer buying journey
Reduce unproductive customer meetings
Identify and engage a broader set of buying influences
Ensure opportunities are advancing toward closed business with every interaction
Create differentiation in the buyer’s mind
Close more profitable, higher-margin opportunities
Tailor communication to the decision styles and buyer personas associated with the different stages of the buyer
We’ve spent over 20 years training sellers from across the world
