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ADDITIONAL ONLINE LEARNING:

Opportunity Planning and Management (Planning to Win™)

Faculty:
Performance Methods, Inc. (PMI)

Intended audience:
Account Managers, Cross-Functional Account Team Members, Sales Leaders/Managers

Timing (Virtual Delivery):
Customizable according to corporate member’s needs

 

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PMI’s Sales Opportunity Management and Planning to Win™ workshops provide proven opportunity-planning and deal-management solutions customized to fit the way you do business. In this SAMA “How To?” workshop, SAMs, account managers and salespeople build and implement opportunity-planning skills, tools and best practices which equip them to:

  • Build winning sales and account teams to connect with customer-buying teams and enable strong alignment throughout the sales process
  • Co-discover customer pressures, objectives and challenges early in the sales process and connect your solutions and value with what’s most important to the customer
  • Measure and assess sales opportunities throughout sales execution to determine progress and identify areas of strength, as well as gaps and potential areas of sales risk
  • Advance and manage sales opportunities using consistent tools and opportunity plans integrated with your sales process and account plans
  • Position and differentiate the uniqueness of your solutions and business value by using innovative techniques that connect directly with how your customer defines success
  • “Plan to Win” competitive sales opportunities by developing strong, insight-based opportunity plans that position you to win business and deliver customer value

In Planning to Win workshops, opportunity assessment criteria are defined, effective account teams are engaged, opportunity-specific value propositions are built, opportunity plans are developed and action plans are deployed. Participants apply workshop learnings to real accounts and live opportunities and are equipped with concepts, tools and takeaways to help them plan to win, drive revenue and exceed their sales objectives now.

Have interest in learning more about this offering, contact cusimano@strategicaccounts.org.

 

 

 
 
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www.performancemethods.com

 

 

 

 

Whether it’s through the deployment of sales processes based on proven best practices or the development of account and opportunity plans that are practical and realistic, it’s all about predictable, repeatable and sustainable success through consistent sales execution.

PMI’s clients achieve increased levels of field productivity and sales execution through the implementation of PMI’s unique approach to connecting proven processes with consultative skills and effective strategies.

Through this approach, PMI carefully assesses the needs of our clients, understanding their business, their customers’ requirements, their competitive landscapes and the readiness of their field organizations to effectively execute.