Opportunity Management

Understanding how to create the right sales strategy is one of the most important ingredients to selling successfully. Our opportunity-management solution emphasizes a thorough understanding of buying influences and the importance of strategic analysis throughout the sales cycle, enabling your company to focus on its strengths while minimizing its weaknesses.

You will learn:

• How to identify the four different buying influences in every sale
• How to position yourself with real decision makers and how to ease away from those with delusions of authority
• How to locate and develop effective coaches and why a coach is essential to winning the business
• How to get to the final decision maker more quickly and effectively than your competition
• How to spot the two buyer modes that indicate a sale is possible versus the two that you should read as “It’s not going to happen”
• How to distinguish between personal wins and business results and why you should assume they are the same
• How to realistically forecast your sales revenue
• How to decrease the importance of price
• Why using a common language with your sales organization will improve internal and external communication