Business Professional Package - Template by Justin Scheetz

Training Courses >SOS Workshop

Opportunity Management Made Easy

SOS (Sales Opportunity Snapshot) is the next-generation in opportunity management for enterprise sales organizations. It provides a structured, scalable process for qualifying, planning and winning strategic sales opportunties where competitors are strong and customer buying protocols are influenced by formal and informal decision criteria.

What You Will Learn
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 groundbreaking 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.

Who Should Attend?

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

How You Will Benefit

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

Workshop Bonus: SOS Application

Included in the cost of the SOS Workshop is the SOS companion application, the SOS ToolKit. It extends and reinforces the workshop learning by giving your sales force an intuitive, easy-to-use interface that tracks all key dataand progress made throughout the sales opportunity cycle.

SOS Snapshot	SOS Influence Map	SOS Action Planning

Participants prepare for the SellXL workshop by reading and reviewing the JKEA International case study, which is then used as the basis for workshop activities. The case study is about a global manufacturer, how its market positioning is driving new corporate initiatives, and the competing agendas behind the scenes. Participants can then apply the process to real client situations.

Take A Closer Look

• Download our one-page SOS Flyer for a high-level overview of the SOS Workshop
• Or take an in-depth look at the workshop details, including workshop objectives and module content, with our SOS Design Document.

Instantly Improve Sales Visibility!

To learn more about how the SOS Workshop call +44 (0) 845 6123535 or use our contact ITC using our online contact form.