B2B Professional Sales
Securing Strategic Must Win Sales Opportunities
This is a five-day seminar that covers the advanced skills and techniques for strategic sales opportunities that are considered must-wins. The target audience for this training is salespeople or sales teams who sell to businesses following the customer's formal procurement tendering process to select suppliers. Class size is limited to 12 students. Participants are asked to bring real sales opportunities they are pursuing as they will start applying at the seminar the B2B Professional Sales Processes and Tools.
Seminar Content
- What Makes an Opportunity Strategic and a Must Win
- Opportunity Management Early Stage Activities
- Introduction to the Pricing Worksheet
- Market Analysis
- Market Analysis Workshop
- Evaluation of Options Activities
- Customer Value Analysis
- Customer Value Analysis Workshop
- Deciding the Proposal Strategy
- Deciding the Pricing Strategy
- Pricing Strategy Workshop
- Procurement Stages Activities
- Advanced Bidding and Negotiation Strategies
- Planning Executive Involvement
- Post Award Activities
- Maximizing the Implementation and Review Stages
- Strategic Sales Plan Presentations and Graduation
Seminar Materials
In addition to the B2B textbook, each student will receive the following:
- Hardcopy of all materials presented and used in the seminar
- Digital format of all materials presented and used in the seminar
- Certificate of completion at the end of the seminar
Event Logistics
The seminar will start at 8:30 a.m. and finish at 5:30 p.m. each day including the last day. Coffee breaks and lunch will be provided as part of the seminar registration fee. A separate area in the training room will be provided for participants to set up their computers. Internet access will be provided during the seminar. Students need their computers to complete several exercises. Participants are required to turn off their hand-phones during the seminar. There will be regular breaks and one-hour lunch, allowing students to check e-mails and messages. Students should plan to allocate one hour after each training day for review and completing evening assignments.
What graduates of the B2B Professional Sales Securing Strategic Must Win Sales Opportunities have to say:
"Wow unbelievable seminar. The content, instructor and reference textbook are world-class. I can't wait to get back to my location and kick butt!"
"Many thanks to Mr. Amlin I now understand what I should be doing to be successful at my job. Before very honestly I was confused and not confident to decide what to do. The advice I received from others did not help. Now I have plan and clear actions to go forward."
"I'm going back to my manager and insisting he and the rest of the team attend this seminar as soon as possible."
"I have attended two other sales training seminars and in both I heard the words tricks. In this seminar tricks were never mentioned only what professional sales people to do to create a win-win outcome"
Ready to Get Started?
Contact JP Amlin to discuss the right program for your team