- Selling Business Outcomes
- Articulating Business Outcomes
- Coaching the Value Assessment Methodology
- Selling Business Outcomes Refresher
- Selling Business Outcomes For Marketing
- Skill Development
- Account & Opportunity Planning
Account and Opportunity Planning
Account and Opportunity planning tools are essential to enabling better sales decisions, especially with complex accounts. They are particularly valuable for executing Value Assessment. Simplicity is also key, as sales people tend to shy away from overly complex and onerous data entry. These tools are designed in a way to enhance value assessment sales efforts, and not designed as a data collection exercise.
As with all of our tools, they are customized for your business.
- Customized account planning and opportunity planning tools that leverage key content from value assessment including the CI8 (8 Critical Information Areas), risk mitigation, benefits quantification and more, including business case development
- Detailed opportunity qualification that aids in accurate forecasting
- Provides an effective planning framework to evaluate buyers, position against competitors, uncover additional opportunities and make better sales decisions
- Tools reinforce the application of value assessment
- Simple word form documents that can be easily shared
- Participants can be taught to use these in a short, web-based module, or during one of our face to face value assessment workshops