In just one intensive day, your team will analyze and improve significant deals in the pipeline, and learn to:

• Qualify the Sales Opportunity using a Snapshot assessment of the nine key criteria that determine if you should pursue or disengage from any deal.
• Align with the Political Landscape using the ground breaking Influence Map to examine formal and informal power and find the relevant executives who affect the buying decision.
• Establish a Competitive Sales Strategy by examining your relative strengths, weaknesses and positioning compared to competitors, and plotting which of three sales strategies will accelerate your sales velocity.
• Develop a Value Proposition to align with the business and political dimensions of the buying process in a way that creates new value for the client.
• Plan the Next Steps using decision points from each of the previous modules to drive actions towards the next iterative Snapshot assessment.

Sales representatives, sales managers, and business development professionals who face long sales cycles, tough competition and multiple people in the buying process.

You and your sales team will learn a common language to coordinate the group selling effort. This will help your extended team to:

• Qualify in or out of deals quickly
• Coordinate the sales strategy across departments
• Improve forecast accuracy
• Win more profitable business
• Ramp up new employees faster