80% of a typical sales person's time is spent on chasing deals that never generate income. Leaders are frequently exposed when forecasted business is either delayed or lost to the competition in the final stages. The implications are far reaching and potentially damaging including financial loss, unpredictable resource planning - not to mention the time wasted spent chasing the business opportunities that never materialise.
This workshop has been designed to bring an objective and independent view of your forecast or pipeline exposing gaps in the client relationship, value proposition and competitive situation. At the end of the session recommendations will be made on a project by project basis which will either position you to take affirmative action or minimise any further investment in wasted opportunity.
Key Deliverables / Outcomes
- A Key Prospect health check and realistic action plan to put the opportunity on the winning path
- An objective measurement of the sales capability of the Key Prospect owner
- Ongoing advice and monitoring of targeted accounts using appropriate industry professionals where applicable
Summary Agenda
- This workshop is run with nominated Key Prospects
- Intensive question and answer session designed to flush out what is known, what is assumed and what is unknown, including:
- Stakeholder map
- Buying criteria, decision factors and personal drivers
- Competitive analysis including strengths and weaknesses
- Validity of the Value Proposition
- Negotiation tactics - BATNA
- Reason for the client to select
- Rehearsal of the next client meeting, observations and feedback
Formulate and agree action plan and review process which eliminates gaps and ensures that you are positioned to be successful
