Strategic Selling with Perspective

Content

Strategic Selling® with Perspective provides visibility into sales opportunities, documenting plans with the programme’s Blue Sheet. This involves first identifying all key players in the customer’s organisation, understanding each player’s degree of influence and their reasons for buying, and uncovering essential information. Salespeople and organisations will be equipped to evaluate their competitive position, address the business and personal motives of each decision maker in the client organisation, and differentiate their company by leveraging its unique strengths.

Strategic Selling® with Perspective significantly improves the odds of winning complex sales opportunities. It gives organisations 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® with Perspective 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.