Satisfied Customer
  "I highly recommend the Phifer sessions to anyone looking to do something extraordinary."  
  Tracey Newell
Operations Director
- Public Sector
Cisco Systems


Program Overview

Opportunity reviews are conducted in a group setting using a defined process that focuses on critical sales components of actual sales opportunities. Reinforcement of strategic selling concepts is obtained through the presentation, review, and update of the opportunity plans.

The output of the opportunity review is an improved action plan for the sales team designed to increase your company's win potential, forecast accuracy, and maximize sales-resource utilization.

Success Factors

thorough critique of selected sales opportunity
review of forecast timeline
establish action plan of tactics to improve the company's position in the opportunity
engage and involve your company's extended, virtual team in the opportunity
creating and maintaining a 90-day action plan for selected opportunities

Target Audience

Sales representatives, service representatives, sales support engineers, sales management, and sales executive management.

Media Length

Leader-led, 1 day


Strategic Selling or other major account-selling methodology course

Learning Objectives

Account teams leave the workshop with an enhanced ability to review their existing competitive and potential opportunities and manage a realistic action plan resulting in revenue assurance, increased forecast accuracy, and accelerated demand creation for your company. These abilities include:

identifying the key components of an opportunity plan.
presenting the opportunity plan including market needs, solution business case, and customer political awareness.
reviewing and improving the plan utilizing a defined process.
ensuring a competitive business model for the defined opportunity.
coordinating subsequent sales activities with members of the virtual sales team.
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