In complex selling environments, it’s essential to identify and engage with key decision makers, who often play different but interconnected roles in the decision-making process.
Strategic Opportunity Management provides a structured framework for business leaders and strategic sellers (from SMEs up to Enterprise teams) to assess the probability of each sales opportunity progressing to closure and a platform to build and then execute a strategy to close more profitable deals.
Based on Strategic Selling skills, processes, and concepts, the workshop builds on the work of thought leaders like Bob Miller, Neil Rackham, and Brent Adamson. It is further strengthened by our own research and experience into the alignment of marketing and sales processes, decision-making styles and the impact of social platforms on how business buyers buy.
The Opportunity Management training workshop covers:
Our Opportunity Management training will help you…
Determine which opportunities to chase and which to walk away from
Improve team collaboration to pursue strategic opportunities
Secure approval from multiple decision makers
Forecast revenue with greater accuracy
Navigate the internal bureaucracy of customers and prospects
Increase close rates for opportunities with long sales cycles
Allocate resources appropriately for large sales
Create a common process and language for pursuing sales opportunities and criteria for allocating appropriate resources
We’ve spent over 20 years training sellers from across the world
