The objective of our approach is to establish a consistent methodology that gains in-depth insight into the significant opportunities that your sales people are working on today and the significant accounts they want to defend, develop and grow in the future.
Our core modules are,
- Significant Customer Insight: Key stakeholder engagement in your customer’s decision-making unit
- Significant Opportunity Insight: Competitive positioning in a high value complex sales opportunities
- Significant Account Insight: Strategies and tactics to defend, develop and grow significant accounts.
Using a structured framework within which the design is bespoke to our customers’ particular requirements, our skills development training is focused on live opportunities in the delegate’s sales pipeline, it is practice, not theory.
Significant Customer Insight
Our first module is focused on establishing a consistent methodology for gaining real insight into the tangible and emotional motivations of the customers your salespeople are working with today and will work on in the future.
Utilising bespoke designed collateral, the attendees will implement a methodology that will reveal their real level of knowledge of the key players in any significant opportunity and contribute to an action plan that can be used immediately.
It will introduce the attendees to methodologies for increasing the breadth and depth of their contact base within an account, understanding their influence on any given sales opportunity and provide them with tools for initiating and maintaining dialogue with senior executive contacts.
Significant Opportunity Insight
Our second module is focused on establishing a consistent methodology in gaining real insight into the significant opportunities the sales team are working on today and will work on in the future.
Utilising bespoke designed collateral, the attendees will implement a methodology that will reveal a salesperson’s true position in a significant opportunity and contribute to an action plan that can be used immediately.
It will introduce the attendees to a process that can be used for self-analysis of any significant opportunity, highlight what they know and (more importantly) what they need to know to increase the chances of winning business. Robust qualification of the customers decision-making unit, basis of decision and understanding the economic value of the opportunity all play a key role in this module.
Significant Account Insight
Our third module is focused on establishing a consistent methodology for the defence, development and growth of significant accounts.
Utilising bespoke designed collateral; the attendees will implement a methodology that will reveal their true position in any significant customer account. The process will highlight the areas of strength; the areas for concern and provide an insight into the importance of peer-peer relationships.
The value of being active in an account when there is not an immediate requirement for the customer to buy something, increasing wallet share, understanding your accounts key business challenges and the importance of the virtual team play are a key focus in this module.
Across all three modules, the combination of bespoke design collateral within a structured framework ensures that areas such as, your organisations key performance indicators, sales forecast narrative, target market profile, bid qualification processes and corporate lexicon can be designed into the documentation and used to implement and embed the processes on a long-term sustainable basis.
In addition, our approach provides a consistent mechanism that establishes repeatable methodologies that provide continued success and support management, virtual team and cross-functional input and review.