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Selling for Buyer Success


Description
An On-demand Program that Covers: Pipeline & Forecast Management | Opportunity Creation | Opportunity Capture
Content
  • Track 1: Framework for Pipeline & Forecasting
  • Building a Common Language Pipeline
  • Question: Examine Your Pipeline Stages
  • Tool - To Accompany Pipeline
  • The Ideal Sales Pipeline
  • Building a Compelling Visual Pipeline
  • Breaking a Target into Work & Activity
  • Activity Calculator (Excel)
  • Track 2: Forecasting & Deal Review
  • Accurate Sales Forecasting
  • Question: Examine the Current Forecast
  • Deal Review & Inspection
  • Tool: Deal Review & Inspection
  • Tool: Weekly Sales Meeting Agenda
  • Track 3: Opportunity Creation
  • Understanding Buying Influences (Path to Power)
  • Exercise: Buying Influences
  • Discovery Framework for the B2B Sale
  • Tool: Question Tracks
  • Meeting / Conversation Planning
  • Tool: Meeting / Conversation Planning
  • Track 4: Opportunity Capture
  • What Makes You Compelling
  • Gaining Buyer Commitments
  • Tool: Sample "Hard" Questions
  • Exercise: Hard Commitments for Your Sale
  • Building an "Outline" Proposal
  • Tool: Outline Proposal Template (Word)
  • Executive Presentations
  • Tool: Executive Presentation Blank Slides
  • Mutual Action or "Close" Plans
  • Tool: Mutual Action Plan (Excel)
Completion rules
  • All units must be completed