Program Benefits

• Create common language and process to discuss opportunities and win business
• Better qualification of oppt's
• Delineate tactics to execute strategy
• Better understanding of the politics and decision process
• Better teamwork to win business
• Qualifying the Opportunity to your Ideal Fit
• Is it Real and Can you Win
• In Depth Discussion of Elements of 5 Successful Strategies
• Anticipating Your Competition's Strategy
• Developing and Implementing Effective Tactics to Support Your Strategy
• Setting Landmines for the Competition
• Developing your Step by Step Plan and Application to Specific Sales Opportunities

Who Should Attend

• Account Managers
• Senior Salespeople
• Sales Management
• Team Leaders
• Sales Support
• Strategic Partners

Details Below

Recommended Course Prerequisite:
"R.E.A.L™ Selling"

Introduction: 1 - 2 Day Program

Strategy vs. Tactics
 

Understanding the Value of Both and How they Work Together

The Elements of Successful Strategies

Identifying Critical Account Information using R.E.A.L.T Tools

Establishing Relationships at Multiple Levels

Managing People and Team Resources

The Rules of Effective Strategies

Determining Whether or Not the Strategies and Tactics are Realistic and Implementable from a Time, Resource, and Financial Perspective

Anticipating Your Competition's Strategy

Determining Pro-Active Sales Maneuvers

Understanding the Decision Making Process

Identifying the Politics and Different Roles People Play

Supporting Your Strategy

Developing and Implementing Effective Support Tactics

Setting Landmines and F.U.D. for Your Competition

Anticipating your competitions' moves and diffusing their impact and effectiveness

Strategic Opportunity Workshop

Developing a Step-by-Step Plan and Application to Your
Specific Sales Opportunities

Strategic Action Plans
Creating Specific Account
Plans with Written Feedback