Sales Qualification and Opportunity Management™
The purpose of qualifying sales opportunities is to determine the quality or “close-ability” of each deal. Qualification enables sales people to better prioritize their efforts, craft sales strategy, more accurately forecast revenue, and properly allocate resources. Once you know which opportunities can be closed – and which ones you can most likely win – you can invest your time and effort structuring and closing those deals to maximize your sales results.
- Learning Objectives
Learning Objectives
After completing this program, participants will be able to:
- Create an Opportunity Portfolio to measure and track the progress of each deal through your sales pipeline.
- Determine who you know and who you need to know within each opportunity and develop a plan to expand your relationship footprint.
- Use the Opportunity Scorecard™ to systematically evaluate the quality of each sales opportunity in terms of both why they would buy and how they would buy.
- Develop a complete understanding of the people and the steps involved in your customer’s buying process.
- Use an Opportunity Review Sheet and a Pre-call Planning Sheet to prepare and make the most of each interaction with your prospective client.
- Work with your prospective client to “frame” (i.e., establish a timeframe for) the opportunity in order to stay aligned with your customer’s buying process.
- Reverse-engineer your customer’s buying process and create a Customer Results Plan to help them manage and work through their process.
- Leverage the Customer Results Plan to structure the deal to close.
- Recognize, prepare for, and deal with future obstacles or potential roadblocks within your customer’s buying process before they become objections.
. . . and much more!
- Workshop Agenda
Workshop Agenda
Two-Day Format
- Delivery Options
Delivery Options
OnSite Workshop
The onsite version of this program is typically delivered in a two-day “working session” in which attendees will apply the concepts and tools presented in the course to actual opportunities within their current sales portfolio (pipeline). The workshop involves multiple roleplays and small group exercises that give participants a chance to practice what they have learned in the course. The material in this course is frequently combined with that of other workshops to create a custom program that is tailored to address the specific needs of your sales team. The program can also be structured as an intense one-day program, if necessary, making it a perfect addition to a scheduled sales meeting or kick off.Web Workshop Series
The web workshop version of this program is a series of eight (8) one-hour modules. A series of monthly web workshops can be combined with an onsite workshop to create a blended learning solution that provides ongoing reinforcement for maximizing the application of the material presented.