Public Workshops

WHAT IS STRATEGIC SELLING

Strategic Selling helps organizations develop comprehensive strategies to win complex sales opportunities. The program delivers a selling process and action plan to successfully sell solutions that require approval from multiple decision makers in the customer's organization.

Strategic Selling significantly improves the odds of winning complex sales opportunities. It gives organizations a common process and language for pursuing sales opportunities and criteria for allocating resources to determine when to walk away from resource-intensive deals with low probabilities of success. The key to success is learning how to focus time and energy on those opportunities most likely to become profitable, long-term customers.

WORKSHOP DETAILS

• Breakfast, lunch and material is included in the price.
• Upon completion you will receive an official Miller Heiman diploma
• Cost Workshop: 1,595 € + 16% VAT

CONTENT WORKSHOP

During the program you will learn to:

• Identify critical changes in your sales environment.
• Use adaptable sales processes for every situation, develop strategies, plan actions to help you make realistic sales projections and improve productivity.
• Identify decision makers at a sales opportunity, their roles, responsibilities and relations.
• Allocate resources appropriately for large sales.
• Manage multiple complex influences on a sale.
• Identify and develop a coach to guide you through the sales process.
• Ensure that the different internal influences with a sale work on your behalf.
• Find out why sales that seemed safe are lost.
• Understand the reasons why a sale remains blocked.
• Avoid wasting time with unprofitable customers.

WHO SHOULD ATTENT

Any member of the organization involved in selling, from field salespeople to senior management to sales support, should be involved in the implementation of your sales process. Using a common sales process is an effective way to collaborate among those who are in direct and indirect sales roles to improve the speed and accuracy of communication about sales opportunities.

Strategic Selling may be the right solution if your company is trying to:

• Secure approval from multiple decision makers.
• Navigate the internal bureaucracy of customers and prospects.
• Gain more visibility into the status of important sales opportunities.
• Allocate resources appropriately for large sales.
• Improve team collaboration to pursue strategic opportunities.
• Forecast revenue with greater accuracy.
• Increase close rates for opportunities with long sales cycles.

HOW YOUR ORGANIZATION WILL BENEFIT

Enable field sales to:

• Identify and position solutions with the true decision makers.
• Analyze each decision maker's receptivity to change to determine whether a sale is possible.
• Close business consistently from quarter to quarter and avoid the "roller coaster" pattern of sales.
• Allocate limited selling time on quality prospects.

Enable sales management and senior leadership to:

• Employ a common language to discuss the status of sales opportunities and establish next steps.
• Quickly identify opportunities that are worth the investment of limited resources.
• Collect and share best practices from top performers with the rest of the sales team.

DOCUMENTS

Brochure Strategic Selling