​​​How to Build a Sales Pipeline of Qualified Deals Workshop - Proactive Deal Creation 

 

Description:                                  

Designed to fill the gap of underperforming or poorly qualified sales pipelines by proactively targeting clients who fit your company’s ideal target profile   

 

Performance Impact:              

Acquisition of profitable clients, improved pipeline quality & reliability, improved win rate, reduced client acquisition costs, increased revenue, improved quota/target attainment, improved deal qualification. 

 

Key Deliverables:                         

An executable plan to help gain entry into a new prospect that includes:

• Identifying the primary target audience

• Crafting a message that intrigues or provokes the primary target audience

• Identifying the most optimal entry point

• Constructing a practical plan to execute the call

• Coaching 

 

Grow Existing Accounts Workshop – Strategic Account Planning for Existing Accounts

 

Description:                                  

Specifically designedfor account teams that are struggling to grow existing accounts and/or gain entry into new buying centers 

                                                               

Performance Impact:               

Account revenue growth, increased profit margins, expanded client relationships, entry into new buying centers, and re-energized account team

 

Key Deliverables:                      

 A practical and executable plan to gain entry into new buying centers that includes:

• Identifying new buying centers

• Identifying the primary target audience

• Crafting a message that intrigues or provokes the primary target audience

• Constructing a practical plan to gain entry

• Simulations to practice the call/meeting with the primary target audience 

• Pre & Post call/meeting coaching session

 

How to Win More Deals Workshop - Deal Management Fundamentals 

 

Description:                                   

Designed to fill the gap of poor deal execution and performance by providing the proven fundamentals, structure and discipline needed to effectively run and manage a deal  

 

Performance Impact:               

Improved win rates & quota attainment, more disciplined deal selection & qualification,  increased deal size, increased sales revenue, more efficient deal cycles, enhanced deal consistency & quality, reduced client acquisition costs, effective use of deal resources

 

Key Deliverables:                       

A practical guide to smartly manage a deal that includes:

• Fundamentals of sales methodology

• Mapping the clients buying process 

• Key activities for each deal stage

• Creating a deal vision and sales objective template

• Assembling the right team

• Deal Strategy

 

Pursue Larger Deals Workshop - How to Create a Large Deals

 

Description:                                   

Designed to fill two performance gaps - 1. The capability to pursue large deals and 2. Fill revenue gaps caused by poorly qualified and inadequate sales pipelines

 

Performance Impact:               

Increased sales revenue, acquisition of new clients, improved pipeline quality & reliability, increased client lifetime value, effective use of sales resources, target attainment, more disciplined client selection and qualification.

 

Key Deliverables:                       

A practical methodology to pursue large deals that includes:

• Proactive Deal Strategy & Tactics

• Profile of Ideal Targets to Pursue

• Methods to Gain Entry

• Developing Pertinant Thought Leadership 

• Execution Plan

 

Uncovering a Clients Political Landscape to Win More Deals Workshop - Stop Losing Deals to Your Invisible Adversary 

 

Description:                       

Designed to uncover a client’s unseenpolitical landscape which includes the base of power, competitor sympathizers, and internal supporters revealing who is really making and/or influencing the decision.

 

Performance Impact:               

Improved win rates, expanded client network & relationships, differentiated competitive positioning, delivering more impactful & differentiated value propositions, more disciplined deal selection & qualification, 

 

Key Deliverables:                       

A practical method to map the client’s political landscapethat includes:

• Organization chart with political landscape/base of power identified

• Relationship plans for key players in the decision process

 

Select the Right Strategy to Win More Deals Workshop - Competitive Strategies to Beat the Competition 

 

Description:                                   

Designed to fill a very common performance gap of sales pursuits which lack a proven deal strategy to beat the competition.  Too many sales pursuits employ “hope” as a competitive strategy or ignore it altogether.

 

Performance Impact:               

Improved win rates, identification of competitive insights & patterns for future deals, effective use of sales resources, increased deal size, improved deal selection & qualification discipline

 

Key Deliverables:                       

A practical method to assess and select the most effective strategy to beat the competition which includes:

• Four proven competitive strategies

• Methods to gather competitive intelligence

• Plans to execute a competitive strategy

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How to Craft Deal Win Themes Workshop - Appeal to the Emotional Criteria of Your Buyer

 

Description:                                   

Clients employ both intellectual and emotionalcriteria when making decisions.  Too often sales pursuits only focus on the intellectual criteria – the solution.  This workshop was specifically designed to help sales teams thoughtfully address the client’s emotional criteria – business & personal agenda/ambitions.

 

Performance Impact:               

Improved win rates, differentiated competitive positioning,improved relationship with key decision maker & influencers, improved understanding of decision criteria, improved political alignment and create timely pursuit momentum

 

Key Deliverables:                       

A practical method to thoughtfully craft win themes which include:

• Identifying your company’s unique forms of differentiation

• Crafting 3-5-win themes that resonate emotionally with the key decision maker to be used in your proposal, RFP response & orals

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Differentiate & Quantify to Win More Deals Workshop - How to Craft a Compelling Value Proposition 

 

Description:                                   

Designed to the fill the gap that continues to increase in which buyers are finding that it’s becoming increasingly more difficult to evaluate the value of competing vendors, while sellers are finding it increasingly more challenging to articulate and distinguish their value.

 

Performance Impact:               

Win new business, improved win rates, increased sales revenue, reduced client acquisition costs, effective use of sales resources, increased deal size, differentiated competitive positioning, delivering more impactful & differentiated value propositions

 

Key Deliverables:                       

This workshop provides a practical method that includes: 

• method

• process  

• templates 

needed to craft a compelling value proposition to help distinguish your company’s unique value 

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Must-Win Deal Coaching – Thoughtful Application of the Science and Art of Selling

 

Description:                 

Working alongside your deal team throughout each phase of the deal cycle, we provide practical methods, guidance & insights by:

• Asking thought provoking questions

• Providing a client perspective

• Shaping the Value Proposition

• Shaping Win Themes

• Preparing for Orals Discussion

• Shaping Executive Summaries

• Selecting Competitive Strategies

 

Performance Impact:               

Win new business, quota achievement, improved win rates, accelerated sales cycle, increased sales revenue, reduced attrition rates, differentiated competitive positioning, delivering more impactful & differentiated value propositions, improved relationship with key decision maker & influencers, improved understanding of decision criteria, improved political alignment and create timely pursuit momentum, effective use of sales resources, more disciplined deal selection & qualification.

 

Key Deliverables:                       

Includes the following for each phase of the sales cycle:

                                                                        

Discover Phase 

• Facilitate deal kick off meeting

• Deal Qualification to identify can we win

• RFP Review to identify key decision criteria

Define Phase

• Crafting Value Propositions that differentiate 

• Crafting Win Themes to articulate key messaging

• Mapping the Political Landscape to identify key players with influence

• Uncover the formal and informal decision process

• Competitive Strategy to inoculate the competition

Confirm Phase

• Uncover potential deal breakers (T&C’s)

• Closure Plan

• Pricing Strategy

• Solution Strategy

 

Orals Proposal Preparation Coaching – Planning and Preparing for Orals Presentation Success

 

Description:                                   

Designed to fill the common gap that sales teams face - a lack of preparation, coordination and planning to execute an effective oralsdiscussion that successfully advances your company to the next stage in the buying process.

 

Performance Impact:               

Win new business, improved win rates, instill confidence in sales team, improved presentation skills, differentiated competitive positioning, differentiated value propositions, improved relationship with key decision maker & influencers, improved understanding of decision criteria, improved political alignment and create timely pursuit momentum

 

Key Deliverables:                       

Includes the following – 

• Defining the Orals Strategy

• Planning & Logistics 

• Messaging & Win Themes Formation 

• Presenter Rehearsals

• Team Preparation

• Content Review & Coordination

• How to Handle and Answer Client Questions

• Individual Coaching 

• Post Orals Debrief

 

 

 

 

 

 

 

 

 

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