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

  STRATEGIC SELLING OVERVIEW

Program Overview

Strategic Selling reviews the sales- and relationship- management process, provides techniques for analyzing the customer, their organization dynamics and decision-making processes, samples and templates for your value propositions, and the creation of planning strategies to successfully position and sell your solutions.

Success Factors

 
ensure audience has a clear understanding of session objectives
engage and involve the audience, including the virtual sales team
 
establish understanding of common strategic selling terminology and methods
 
establish links with your company's existing sales methodology and current business practices
 
 

 

Target Audience

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

Media Length

Leader-led, 1 day

Prerequisites

None

Learning Objectives

Attendees leave the workshop with an enhanced ability to qualify and assess opportunities, select opportunity specific strategies and create relevant value propositions, review account coverage models and manage a realistic action plan resulting in revenue assurance, increased forecast accuracy, and accelerated demand creation for your company.

These abilities include:

 
qualifying and assessing existing, competitive, and potential opportunities.
 
selecting the appropriate strategy based on the current sales environment.
 
developing and delivering opportunity-specific value propositions
identifying demand-creation opportunities.
identifying the key influencers within the customer's political environment.
 
mapping appropriate relationship owners within the your company's local and extended teams.
 
developing an opportunity plan, which identifies sales call objectives, contacts and follow-up activities.
 
coordinating sales activities with other members of the sales team.
 
creating and maintaining a 90-day action plan for selected opportunities.
 
Program Outline  
  Day One  
 

Dynamics of the Complex Sale
• Analyze complex sales
• Discover challenge areas
• Assess current activities

Qualification & Assessment
• Assessment and qualification
• Review existing opportunities
• Uncover areas of potential threat

Sales Strategy
• Understanding strategies
• Strategy vs. sales environment
• Competitive tactics

Organizational Analysis
• Analyze the formal organization
• Discover the impact of Influence
• Create relationship strategies

Sales Planning
• Elements of a good sales plan
• Impediments to an operational plan
• Maximizing the sales plan

 
   
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