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           Sales Opportunity Planning
       Managing Accounts Proactively

Managing Accounts Proactively2 (MAP2) Workshop - Sales Opportunity Planning

How to win that ‘must win’ deal

The MAP2 Workshop introduces the process, tools and knowledge to enable participants to develop MAP2 Sales Opportunity Plans for important customer projects.

It is ideal for anyone in a customer facing sales or support role in a business-to-business selling organisation with relatively complex and/or high value solutions.

This one-day workshop is a mixture of short interactive presentations with participants then applying the theory to a real current customer project.

Overview of MAP2 Sales Opportunity Planning

  • Initial Project Qualification and Decision Making Process - Can we win this project; do we want to win it?

  • Open Criteria against Competitors - How do we rank versus the competition for the customer’s open decision-making criteria?

  • Selling Qualification – Open & Hidden Positioning - Information in the open customer domain and information known only to our close confidants

  • The Playing Field and Key Player Analysis - Who are the key people and what do we know/need to know about them?

  • Goal & Objectives - Set a Goal Statement and Objectives for the Plan

  • Compelling Value Proposition - What is our CVP for this customer project?

  • Open & Hidden Strategies - Our broad Strategies (approaches) to winning this project

  • Solution Specification - The broad specification of our solution offering for this customer project

  • Tactical Action Plan - Our action plan for who does what, to whom and when

Key Learning Points and Conclusions

Participants leave with their first complete MAP2 Plan and have had feedback on it from both the facilitator and the other participants.

Who will benefit: anyone in a customer facing sales or support role in a business-to-business selling
                            organisation with relatively complex and/or high value solutions.

Duration: 1-day

Elite Training European Limited is a leading UK provider of sales presentation training courses. We are based in Suffolk - within easy travelling distance of Buckinghamshire, Cambridgeshire, Essex, London, Hertfordshire, Kent, Norfolk, Northamptonshire, Surrey and Sussex. We will be pleased to arrange a course anywhere in the UK or Europe.

Our courses consist of 'In-Company' training; we visit companies’ premises or hotels and run courses according to company and staff needs.

We do not run courses for people from different companies to attend. However, we do run courses consisting of one or two delegates. This enables us to move at the pace of the delegates (as fast or slow as necessary; as deep into the subject as appropriate, and with as much development as possible). These are not as expensive as you might think!

To see why other companies choose us, and for examples of costs, availability, course trainers, etc., please visit our >> Home Page        Select Another Course
For further information please contact:

Liz Garrard
Course Co-ordinator
Elite Training European Ltd
3 Parkers Place
Martlesham Heath
Ipswich
IP5 3UX
UK

Telephone (01473) 610320

Email: courses@elitetraining.co.uk
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