Strategic Selling® helps organizations develop comprehensive strategies to win 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® provides visibility into sales opportunities, documenting plans with the program’s Blue Sheet. This involves first identifying all key players in the customer’s organization, understanding each player’s degree of influence and their reasons for buying and uncovering essential information. Salespeople and organizations will be equipped to evaluate their competitive position, address the business and personal motives of each decision maker in the client organization and differentiate their company by leveraging its unique strengths.
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.
Strategic Selling® may be the right solution if your company is trying to:
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 foster collaboration among those who are in direct and indirect sales roles, and to improve the speed and accuracy of communication about sales opportunities.
Enable field salespeople to:
Enable sales management and senior leadership to: