Developing a Winning Sales Strategy

$499

Developing a Winning Sales Plan!

Course Overview

Course Description

Do you want to win more sales? Developing a winning sales plan is essential for any strategic seller. A good sales plan organizes your selling activity resulting in improved sales efficiency and higher win percentages. In this lesson, I will walk you through a step-by-step planning process using our Strategy Board Form. The lesson covers:

Discovery- Learning to qualify an opportunity. (Can I win and is it worth pursuing?)
Design- How will I address the requirements?
Positioning- Learning to position your solution value by role, requirements & buying motivations.
Offer- Learning to plan your offer (pricing & incentives) to maximize your sale.
Close- Learning to use effective closing techniques to win more sales.

The course is divided into five modules with exercises that walk you through using the Strategy Board Form and developing the selling skills associated with each step in our planning process. This is a wonderful coarse to help build your strategic selling skills.

Course Description

Module I. Introduction

Introduces the course and training objectives.

Course Introduction

5 mins
83.9 MB

Preview

(Optional) Channel Force Book

Preview

Optional Sales Consulting Sessions Available!

Preview

Module II. Agenda & Strategy Board Form Introduction

Provides the agenda for the course and introduces the Strategy Board Form as the basis for creating a winning sales plan!

Course Agenda and Overview

8 mins
117 MB

Preview

Strategy Board Form

1.52 MB

Training Manual (Developing a Winning Sales Strategy)

23.5 MB

Module III. Qualifying Your Opportunity

Every sales opportunity must be qualified to determine if the opportunity is the opportunity winnable and worth pursuing. In this module you will learn:

How to use the Strategy Board Form to organize your discovery meetings.
How to develop a structured qualification process to frame an opportunity.
To use your qualification information to determine if an opportunity is worth pursuing or to pass.
How to use "RCA Letters" to establish next steps and document your understanding of the opportunity.

Discovery Module

22 mins
363 MB

Discovery Process Quiz

Module IV. Designing a Winning Solution

Once you have qualified your opportunity. How will you address the requirements to meet or exceed your customers needs and what will i need to quote? In the module you will learn to:

1. Identify and document your customers Business and Technical Requirements.

2. Select your design options based on your customers Vendor preferences.

3. Select the Products, Services and Quantities you are proposing to meet the solution requirements.

4. Assess your Solution Fit against each requirement to determine your designs strengths and weaknesses.

Design Module

11 mins
257 MB

Design Basics Quiz

Module V. Positioning Your Unique Value

In this module, you will learn a simple sales positioning process to addresses your customers requirements, buying motivations and desired outcomes. In this module your will learn to:

Assess your customers Requirements and Buying Motivations.
Determine your Solution Fit by requirement.
Choose an appropriate Positioning Strategy by requirement.
Articulate your Solution Value addressing buying motivations and desired outcomes.

Positioning Module

39 mins
519 MB

Positioning Skills Quiz

Module VI. Developing a Compelling Offer & Closing

This module teaches a process to for developing your pricing strategy to maximize the value of your sale. In addition you will learn a number of simple closing techniques to help you win more business.

Offer & Closing Module

21 mins
319 MB

Offer Quiz

All Channel Force Inc online courses come with a 100% money back guarantee. If you are not satisfied for any reason, please email info@channel-force.com and we will provide a full refund.

Craig Booth Bio

I am a thirty-year technology sales veteran & author, having held various successful sales and channel sales leadership roles throughout my career. I have spent considerable time contemplating & developing new approaches to solve the sales challenges facing many sales & channel sales organizations today. I have a strong passion to help others succeed, which inspired me to start Channel Force Inc. My hope is that the principles and frameworks outlined in our curriculum will provide the foundation for a high-performance sales career that consistently delivers results.

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