STRATEGIC OPPORTUNITY SELLING TRAINING PROGRAM

Duration
2 days Training
For Who
Sales professionals that compete in complex opportunities
Format
Instructor-led training
Languages
Instructor-led training in 20 languages and e-learning in 7 Languages
Strategic Opportunity Selling Training Program

The Strategic Opportunity Selling training program teaches sales professionals develop effective opportunity management plans to win complex sales opportunities characterized by committee decisions, longer sales cycles, and large strategic value for both the seller and the customer.

what sales PROFESSIONALS learn:
  • How to qualify complex sales opportunities
  • Ways to uncover strategic issues that cause buyers to act
  • Techniques to build preference with executives early
  • How to build value by linking solutions to customers’ strategic imperatives
  • How to analyse the customer’s political decision-making process
  • Techniques for creating resource plans for complex opportunities
key business outcomes:
  • Higher win rates
  • Shorter sales cycles
  • Fewer stalled opportunities
  • Improved resource utilisation; lower cost of sales
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