Participants should include all those who contribute to the success of major sales campaigns, including people responsible for access to resources. Those in the following roles are the most common participants: Main board directors, sales managers, sales people, technical sales support people, bid managers, professional services managers, and internal consultants.
Those who have worked on high value complex sales campaigns and who are involved in current opportunities that match this description, will gain the most from this course.
Enterprise Selling makes no attempt to teach basic sales or communication skills. The course provides a detailed framework, check list, and method for eliminating uncertainty in major sales campaigns where; the value is significant to the seller´s organization; the result is critical to the buyer; many people from both buyer and seller are involved in the campaign; and the decision process is expected to take several months.
- Dramatically improve high value sales campaign success ratios - Reduce or eliminate effort wasted on unproductive sales campaigns - Increase certainty and forecast accuracy to support improved business planning - Accelerate sales campaigns to reduce sales cycle times - Account for and overcome competitive threats
Peak Performance Understand the difference between winning sales teams and those who merely compete. Take the Initiative Use planning tools to take the risk out of competing for high value, complicated sales. Learn how to plan efficiently and reduce the time it takes to plan appropriately. Learn how to use planning to increase sales effectiveness and reduce uncertainty . Choose What to Do Use quantitative analysis to pick the winners. Learn how to answer the critical question, early in a sale. Eliminate poor prospects at the beginning of a sales campaign. Always know what you need to do next to drive a sale forward. Leverage all Available Experience and Resources Convene a ´Commitment Assembly´ to help decide in advance, which opportunities you will win. Business Insight Test business understanding and gain awareness of prospect business issues. Discover what you don´t know about your most familiar prospects Organizational Insight Identify the right people. Discover who is or will become influential in the decision. Learn how to understand and allow for political factors. Uncover hidden friends and foes . Power of Choice Learn how individuals will influence the decision. Recognize how personality differs and how it affects choice. Follow a process to uncover who will make the decision and how they will judge whom to work with. Use observation and factual evidence to help choose the right course of action. Call High Learn a proven method for getting the attention of senior people. Get a positive response from the executives you approach. Gain appointments with the most important people, more easily. Know what to say when you get there Effective Relationships Recognize your status with everyone involved and know what you should do about it. Learn to identify and present unique value to each individual. Lessons of Warfare Learn the lessons history teaches about winning in competition. Know what your competition will do, before they do. Drive your plan with a clear and effective strategy. Turn weakness into strength and vulnerability into advantage Competitive Counter Tactics Recognize competitive initiatives and learn how to frustrate a competitor´s efforts to undermine your sales campaign Expose Vulnerability Convene a ´Deal Clinic´ to seek out and eliminate any vulnerabilities in the plan. Ask and answer the often-overlooked questions. Test plans before competitors do. Delve deeper and press further than anyone else will.
本课程名称：Enterprise Selling: Leaving Nothing to Chance | 企业销售